The event was held at Majestic Oaks Golf Course in Ham Lake, MN.

Following are some pictures I wanted to share:

Look for these photos, and others on the PGC Facebook page.

Thanks for reading!

Barb

The other day, I received a “Big Idea” email on the concept of “Stickability,” taken from the Magic of  Thinking Big by David J. Schwartz.

Here’s the quote:

“Just enough sense to stick with something—a chore, task, project, until it’s completed pays off much better than idle intelelligence, even if idle intelligence be of genius caliber.” According to Schwartz,  “stickability” is 95 percent ability.” Wow—now that’s a concept.

I can think of many examples where that would be true. Here are just a few examples:

• Sales—Persistence, persistence, persistence. Make the calls and stick to it, and you’ll make sales! The more you tell the more you sell!
• Business In a Down Economy—Go back to the basics and stick to it, and your business will grow and again through persistence, and determination.
• Diet—Strive to eat right, and exercise and stick to it. If you fall off a day, so what. Get back on your plan and stick to it and the results will come.
• Etc.

I don’t know about you, but I think we could all use a good dose of stickability in our lives!

Thanks for reading!

Barb

St. Cecilia and Opalescence granite (2 of our most popular selling colors) are back in our Group A pricing structure.

St. Cecilia

Opalescence

Check out our Promotions page to view all 12 of our Group A colors, or stop by our showroom to view our slabs. We are happy to help with all of your countertop needs.

Thanks for reading!

Barb

I recently read, “ABN: Always Be Networking,” an article found in the March/April 2010 issue of Selling Power magazine, that I found interesting. According to the article, “informal networking can happen almost any time, anywhere, and savvy business professionals should put themselves in position to meet influential individuals whenever possible.”

Following are 10 Ways to maximize networking efforts I wanted to share from the article:

1. Practice the art of the speedy turnaround. After meeting someone, it is a good practice to follow up with them (24 hours is ideal) with an e-mail, or hand written note, expressing how you enjoyed you conversation, etc.
2. Open the lines of communication. Keep new contacts informed about your activities, promotions, sales, etc.
3. Prop yourself up. Establish yourself as a person of integrity, and a professional. Share your accomplishments, and those of your company.
4. Become a networking catalyst. Create opportunities for contacts to get together, whether on-line or otherwise.
5. Be yourself. People are more likely to be drawn to you for who you are than someone you might pretend to be. Let your personality shine through.
6. Stay attuned. Let people talk about themselves. Get to know them.
7. Getting to know you Focus on the person, not just a potential customer. Relationships are huge when it comes to sales.
8. You have 2 ears and 1 mouth. Listen twice as much as you speak. Ask questions to learn more about a person.
9. What’s a next step? Exchange business cards, and possibily set up a lunch meeting, etc.
10. Stay upbeat. Always smile and let your positivity show. Positive breeds positive!

Thanks for reading!

Barb

That’s huge! That’s why many companies are stringent about hiring qualified individuals, and are willing to pay more for those that can perform. Many companies also carefully groom their sales staff and offer extensive training for them.

“Everything you do is either increasing your perceived value, or detracting from it.” Following are 10 Ways To Increase Your “Perceived Value” rating from the article I wanted to share:

1. Be well dressed. It is important to dress neat, and clean. Remember, perception is everything.
2. Invest in expensive or good quality accessories. Again, perception! (e.g. a nice pen, briefcase, watch, etc.)
3. Have a neat, wll-groomed appearance. Customers will appreciate your attention to detail.
4. Practice impeccable manners, politeness, and courtesy. Alwasys try to put your best self forward.
5. Never knock the competition. You decrease your own value by doing so.
6. Be on time and deliver everything you promise. You are building your reputation.
7. Never argue with customers. They may not always be right, but they are always the customer.
8. Look for opportunities to so something extra. Small gestures can go a long way and can be very meaningful.
9. Plan and prepare each appointment in advance. Organization is key and always promotes a professional image.
10. Write thank you notes to each new customer, or prospect. It doesn’t cost anything to say thank you and people appreciate it.

Thanks for reading!

Barb

1. Make sure you listen 80 percent of the time and talk 20 percent. Try and use open ended questions that will keep prospects talking to you.
2. While it is important to open new accounts, keep in mind that the close should be the beginning of a long-term selling relationship, not just a one time commission sale.
3. Be persistent, and let your prospect know that their business is important, and that you’re ready to serve them now, or later.
4. It is important to present product features selectively, based on each individual customers needs.
5. Don’t just talk discounts. Real sales professionals talk about value and emphasize how the quality and durability of their product will benefit the customer.

Thanks for reading!

Barb

Following is the list:

1. ProActive Sales Management
2. The Optimal Salesperson
3. Coaching Sales People Into Champions
4. The Market Has Changed Have You?
5. The Funnel Principle
6. Playing Bigger Than You Are
7. B2B Street Fighting
8. Becoming The Vendor Of Choice
9. Listen To The Dinosaur
10. http://www.sellingtozebras.com/

Thanks for reading!

Barb

Mastering the selling process however, takes time and practice. I recently came across, “A Checklist For Mastering Closing,” in my November/Decmber 2009 issue of Selling Power magazine that I liked and found useful and wanted to pass along to readers.

A Checklist for Mastering Closing

• Did you describe all the benefits your product, or service offers and what they can do for the client?
• Did you ask the client to buy? (Did you outright ask for the sale?)
• Did you discover the key issue in your client’s buying decision? (You’re too new, or too much like XYZ company.)
• Did you uncover the key benefit that your client wants from your product, or service?
• Did you attempt to make lots of little closes, so the client had the opportunity to make small decisions before making a large decision?
• Did you try one more time when you thought the sale was lost?

Thanks for reading and happy selling!

Barb

10 Rules For Success

1. Believe that you have already succeeded before you even begin the task. (Act, dress, and speak the part.)
2. Replace negative statements with positive phrases. (Make sure you practice this everyday—morning, or evening, or both.)
3. Take responsibility for your actions and your life.
4. Think positively about all of your accomplishments, no matter how small they may appear to others.
5. Formulate a mission statement and keep it with you.
6. Remember great stories of successful people and the difficulties they had in accomplishing their goals. (Helen Keller, Thomas Edison, etc.)
7. When taking on a new project, ask yourself, “What is the worst that can happen?” (This should help you get going on your path.)
8. Allow yourself to make mistakes. It is an essential growth component. (This is how we learn, and improve.)
9. Strive to be the best you can, not the best there is.
10. No one was born a great doctor, lawyer, or salesperson. (You have to work at it and you can choose success!)

Thanks for reading!

Barb

Some people buy for enjoyment, or improvement, while others may buy something to save money, or reduce their costs, etc. For example, some people may be interested in granite countertops  for their kitchen because they want a larger area to entertain guests and enjoy the company of family and friends, or they may want to show off their home. Others may want to add granite countertops to their home to add resale value. Still others may buy granite countertops because of their durability and low maintenance features. Whatever the reason, it is important to identify motive, and then gear your products benefits to the persons circumstances.

Following are Six Basic Buying Motives mentioned in the article:

1. Profit or Gain: The buyer may be looking for quality, saving money, or making a profit.
2. Fear of Loss: Buyer wants to reduce costs, save time, reduce risk, or blame.
3. Comfort and Pleasure: The buyer seeks enjoyment, comfort, attraction, etc.
4. Pain Avoidance: The buyer may want less work, protection, or may want to save time.
5. Love and Affection: The buyer values beauty, prioritizes family and friends, or may want social approval.
6. Pride and Prestige: The buyer has a desire for fashion, or style, or acceptance from others. They enjoy a good public image.

Thanks for reading!

Barb