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  1. No Sale Is Ever Closed

    Jay & The Americans had a hit song in 1965 with the lyric “Let’s lock the door, and throw away the key1”. I worry that’s what some salespeople do when they “close” a sale. The job’s installed, the customer signed off on it, and they have the money. Done. Finished. Locked up. Closed. But, haveRead the Rest...
  2. The Magic of Sale

    Many retailers, wanting to take the “high road,” tell me they hate the word “sale.” They are supported by marketing studies of why people select the flooring they do: #1 reason is color, #2 is style, #3 is quality. #4 is store reputation and #5 is price. Based on this information, they ask retailers whyRead the Rest...
  3. I Will Follow Up

    In the 1960’s, Little Peggy March sang a hit song titled “I Will Follow Him1”.  Its lyrics included “There isn’t an ocean too deep, a mountain so high it can keep me away.” While these days Peggy could be in trouble for stalking, there also might be a message in her song when it comesRead the Rest...
  4. Want your customers to buy? They have got to want it first.

    A year ago, I decided to take the certification course to become a Personal Trainer. My reasoning? I love being in good shape, feeling healthy and being in the gym. Why not learn more about something I love? I wasn’t sure I wanted to train anyone but I was curious. Besides, I’ve listened to trainersRead the Rest...
  5. SURFACES is Never the Same Old Thing

    I’ve been speaking at SURFACES for about 20 years. When the time approaches, I have a moment of conflicting feelings. I think it has more to do with the walking and stone floors than anything else. Before the show, I go to my favorite shoe store seeking the ultimate in comfortable shoes. (I never buyRead the Rest...
  6. Be Better Than Your Competition in 2013!

    It’s time to be optimistic.  The most recent housing statistics reflect substantial growth across all sectors including housing permits, single family and multi-family housing starts, and existing home sales.  2013 will be a good year for those who prepare. So how do you prepare?  The very best way is to prepare is to attend SURFACES│StonExpo/MarmomaccRead the Rest...
  7. It’s Not As Easy As 1-2-3!

    I once had a golf instructor who said that putting was as easy as 1-2-3. Read the green, line up the putt, and hit the ball with the right pace on that line. If you’ve ever seen my putting, you’d know it just goes to prove that in some things the process may seem simpleRead the Rest...
  8. Case Studies in Natural Stone Restoration and Maintenance: We made the mistakes so you won’t have to

    I started in the stone restoration business in 2009. I’m a newbie; I know. On top of that, I am a woman, and a diminutive five feet, not exactly the type of person you are likely to meet in this business. Nevertheless, I like the challenge of being an underdog in the stone industry. ButRead the Rest...
  9. How Many Tweets Does it Take to Shorten Your Sales Cycle?

    Did you tweet this week? Have you checked your Facebook page lately? Are you using LinkedIn for business?  If you have done any of these, you might want to consider social media to help you sell.  Here’s how one sales executive uses social media to shorten her sales cycle. Why social media? Allison McDougall isRead the Rest...
  10. Working a Trade Show Booth: How to Get the Most out of SURFACES|StonExpo/Marmomacc Americas

    I have been to many trade shows, and I’m amazed at how few people really know how to connect. The name of the game is to do business, but you can’t do business if you don’t know how to make friends. All of us do business with people we know and trust but how canRead the Rest...