In this section we will take you through examples of how certain locations on the vessels can use FAB. Please note, not all examples are relevant to every Region & there maybe different T&Cās for each Region also. So please take this into consideration as you go through them & check out what is correct for your Region.
The Features, Advantages, and Benefits (FAB) technique is the most powerful tool for every sales and service professional. It's the essential bridge that transforms your product knowledge into a compelling proposition for the customer.
In a competitive environment like ours, it's not enough to list what a product is; we must focus on what it means for the person buying it. FAB ensures your pitch is always focused on the customer's needs and the positive outcome of their purchase, helping you move from simply taking an order to making a confident, high-value suggestion.
By mastering FAB, you stop selling just merchandise and accommodations, and start selling peace of mind, luxury, and rejuvenation. This is what aligns perfectly with our core philosophy: Sales Through Service.
FAB Fundamentals
Feature (F): What is it? This is a factual description of the product or service.
Advantage (A): What does it do? This explains how the feature works or improves the situation over a standard alternative.
Benefit (B): What does it mean for the customer? This is the emotional, practical, or financial result the customer experiences. This is what sells the product.
š High-Value Location Upgrades
Use these talking points when selling cabin or lounge upgrades, focusing on guaranteed comfort and peace.
š½ Food & Beverage (F&B) Upsell Examples
Use the FAB structure to make profitable add-ons feel like helpful suggestions across all F&B locations. (Note: Our food menu's are constantly changing. Add-ons may vary per vessel.)
A. Casual Dining (Sides Menu)
B. Bar and Coffee Shop
š Retail and Duty-Free Shop FAB Examples
Focus on the value and outcome of the product category when making the pitch. Highlighting Travel Exclusives triggers the scarcity nudge, and promoting Sustainable Items enhances customer service.
Test Your Knowledge
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Conclusion
By mastering the FAB technique, you can transform every customer interaction into a meaningful, value-driven experience. Focus on outcomes, not just products, and you'll deliver true Sales Through Service.
