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Talk to us!
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Our only goal with every newsletter is to
give you information that will help you
either increase revenues or get better at what
you do. If you have any suggestions about
topics we might cover, give us a call! In the
meantime, you can read back issues of our
newsletter by visiting our website.
Adams Jette Marketing
+
Communications
100 Argyle Avenue
Suite
202
Ottawa, ON K2P 1B6 Tel:
613.235.5445
Fax: 613.235.5514
info@adamsjette.com
www.adamsjette.com
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Everything I know about sales,
I learned as a Boy Scout
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[A monthly article written to help you
get more
people
to buy--or buy in.]
Nate Scholz is a 23-year-old student at
Washington State University. He is also a
student of sales. In March 2007, Nate beat 87
other students from 44 universities across
America in the national collegiate sales
competition. His secret is one that he could
easily have picked up as a Boy Scout: Be
prepared. For anything.
Knowing he would be judged on everything from
approach,
presentation and needs-identification to
overcoming objections, closing and
enthusiasm, Nate said he was thoroughly
prepared because like any sales call, you may
get only one chance.
According to the judges, Nate excelled in one
area in particular: overcoming objections. He
used a simple, three-step process that not
only addresses objections
head-on, but can often open the door to a
closing
opportunity.
Here is the process:
- Reiterate the objection. "So, you
are concerned about..."
- Overcome the objection. "To give you
some comfort in that regard, it's important
for you to know that..."
- Confirm that the objection has been
answered. "Does that answer your
concerns?"
Nate says that success also comes from being
mentally tough. He says he would begin by
recording his presentations and answers to
objections on video. Then, he would critique
his performance, tune up his approach and
record it all over again. And again. And
again.
And never forget that "sales" is about much
more than financial transactions. Even if we
are simply trying to convince someone to
support our idea, program or vision, or join
our project team, all of us are selling-every
day.
Here at Adams Jette, we've always believed
that with preparation comes confidence and
with confidence comes success. In fact, it's
almost unavoidable. Nate is yet more proof of
concept.
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Printing green
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Climate change affects us all and at Adams
Jette, we are not only doing our part, we
are also helping our clients do theirs, as
well.
We encourage our clients to use printers
certified by the Forest Stewardship Council,
a group founded in Toronto in 1993 by
representatives from environmental groups,
the timber industry, the forestry profession,
Aboriginal organizations and community
forestry groups from more than 25 countries.
The FSC is "an international,
membership-based, non-profit organization
that supports environmentally appropriate,
socially beneficial, and economically viable
management of the world's forests."
It has developed a forest certification and
labeling system for paper and wood products
that come from responsibly managed forests
and verified recycled sources. Under FSC
certification, forests are certified against
a set of strict environmental and social
standards, and fibre from certified forests
is tracked all the way to the consumer
through a chain-of-custody certification
system.
Want us to help you do your part? Call us
today to learn more.
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FEATURED CLIENT:
Cornwall & The Seaway Valley Tourism
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Did you know that Cornwall and the Seaway
Valley has among the cleanest air in the
province and is renowned south of the border
for its beauty and its outdoor activities
such as camping, fishing, boating and hunting?
It also has a growing performing-arts
sector and attractions for the whole family.
Upper Canada Village, a-"maze"-ing adventures
at McMaze, Prehistoric World, orchards,
seaway cruises... Yes, times have changed.
Cornwall and the Seaway Valley have
experienced a rebirth of sorts and are ready
to welcome the world. And Adams Jette is excited
to be part of it!
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What our clients are saying...
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"As a writer by profession, I
was reluctant to accept the need for someone
else to write for me, but I now recognize the
tremendous benefit and value in having a
professional do our business writing. I have
recommended Adams Jette to my business
clients so they can achieve greater success
in their businesses."
Craig Bater
Augustine Bater Polowin
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QuikTip
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features versus benefits --
Features describe what a product or
service does. "We're
open 24 hours a day." "We have hundreds of
colours in stock." "This car has
temperature-controlled seats."
Benefits are what the product or
service does for the customer. "We're
open 24 hours a day for your
convenience." "We have hundreds of colours in
stock so you don't have to wait."
"This car has
temperature-controlled seats so you are
comfortable all year round."
Sell benefits and you'll sell more.
Guaranteed.
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