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🦀 ClawHub

Fab Statement Classifier

by @quochungto

Classify seller statements as Features, Advantages, or true Benefits using Rackham's strict FAB definitions. Use this skill to audit a pitch deck, sales emai...

Versionv1.0.0

#crypto #can-make-purchases #clawhub

⚡ When to Use

Trigger	Action
This matters because the most common error in B2B sales content is calling Advantages "Benefits." Rackham's 5,000-call study found that Advantages (what most training calls "Benefits") had no statistically significant relationship to success in large sales — but true Benefits were strongly linked to Orders and Advances. The distinction is not semantic. It predicts whether your content will close deals or generate objections.
Use this skill:
- Before a major demo or proposal, to verify the content contains true Benefits (not just Advantages)
- After a call where you received value objections or "it's not worth it" responses — these are the customer response most correlated with Advantage-heavy selling
- When marketing reviews collateral for use in large-sale contexts
- When coaching a rep who claims their deck is "benefit-focused"
Interactive practice mode: If you want to self-test your FAB classification ability, ask the skill to run Rackham's 10-item quiz. The full quiz with answer key is in [references/fab-classification-quiz.md](references/fab-classification-quiz.md).
Do NOT use this skill to draft new Benefit statements (use `benefit-statement-drafter`) or to generate questions to develop needs (use `spin-discovery-question-planner`).

💡 Examples

Scenario: Pitch deck audit before a major enterprise demo

Trigger: AE says: "I'm presenting a 15-slide deck tomorrow. Can you check if it's benefit-focused?"

Process:

(Step 1) Load FAB definitions.

(Step 2) Read needs-log.md — 2 Explicit Needs documented: "We need to cut monthly close from 5 days to 2" and "We need a single dashboard for all 3 regions."

(Step 3) Classify all 15 slides' key statements. Find: 6 Features (product specs, pricing, company stats), 8 Advantages ("helps your team move faster," "gives you complete visibility," "reduces guesswork"), 1 Benefit (the single-dashboard claim meets the stated Explicit Need), 0 unclassifiable.

(Step 4) Count: 40% Features, 53% Advantages, 7% Benefits. Flag: 8 statements the seller labeled "Benefits" in the deck are Advantages.

(Step 5) For each of the 8 Advantages, provide a coaching note on what Explicit Need to develop.

(Step 6) Write fab-audit-q2-demo-deck.md.

Output: Audit report showing 1 confirmed Benefit, 8 Advantages mislabeled as Benefits, 6 Features. Recommendation: develop 1-2 more Explicit Needs on the pre-call before tomorrow — at minimum, convert the "monthly close" Advantage into a Benefit by confirming the need directly.

Scenario: Sales email review

Trigger: SDR asks: "Is this prospecting email too feature-heavy? I'm not getting replies."

Process:

(Step 1) Load definitions.

(Step 2) No needs log — cold outreach, no prior customer speech. Note: no Explicit Needs available → no Benefits possible.

(Step 3) Read the email. Find: 3 Features (product specs), 4 Advantages ("so you can close deals faster," "giving your team complete pipeline visibility," "cutting your reporting time by 50%"), 0 Benefits (no customer has spoken).

(Step 4) Count: 43% Features, 57% Advantages, 0% Benefits. Flag: a cold email structurally cannot contain Benefits — the customer hasn't spoken yet. All value claims are Advantages.

(Step 5) Coach: the email is Advantage-heavy, which in cold outreach is normal but not maximally effective. Recommend opening with a Problem Question or a specific Implied Need trigger ("If your team is finding that...") to earn a reply, then developing needs in the first call before giving Benefits.

Output: fab-audit-prospect-email.md. Coaching: shift the email to problem-focused language (what problem do they probably have?) rather than solution-focused language (what can our product do?). Follow up with spin-discovery-question-planner for the first call.

Scenario: Interactive quiz practice

Trigger: "I want to test my FAB classification. Give me the quiz."

Process: Present the 10-item dialogue from references/fab-classification-quiz.md. Collect answers. Score. For any misclassified items, explain the rule that applies — especially items 7 and 10, which are the traps (they sound like Benefits, but no Explicit Need was expressed).

Output: Score (X/10). Detailed feedback on any misses. Particular emphasis if the user called #7 or #10 a Benefit — these are the most common errors and map directly to the Advantage-as-Benefit anti-pattern in real sales content.

View on ClawHub

TERMINAL

clawhub install bookforge-fab-statement-classifier