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--- Benjamin Franklin

Personality Assessment Tools from Inscape Publishing (DiSC products) - Authorized Distributor

Playing to Win - Golf Sales Strategies

Create and Nurture Relationships with Customer Golf Outings

"High tech does not work without high touch. Technology will become commoditized, and the competitive advantage will be the quality of the relationship."
- Stephen Covey

"The dot-com crash should serve as a reminder to every company, new-economy or old, that you cannot live by transactions alone. What's required is customer relationships."
- Peter Keen, Technology consultant

"Golf tells you much about character. Play a round of golf with someone, and you know them more intimately than you might from years of dinner parties."

- Harvey Penick, Little Red Book

Business people have been using golf outing strategies to craft deals for years, but now it is also being used to get a sense for the integrity, credibility and the value system of supplier organizations. Its the people in the organization that buyers are looking at to say, "Do I feel confident that these people can support me?" All of the highs and lows of human emotion will take place during 18 holes of a customer golf outing. What are you doing to plan sales strategies during a customer golf outing?

At the end or this business strategies for golf outings workshop participants will be able to:

• Articulate the benefits of mixing golf and business
• Describe how to plan the event including setting objectives and selecting participants
• Structure pairings to handle different skill levels and behavioral styles
• Explain the best time to discuss business
• Recognize the correct application of the most common golf outing rules
• Execute high levels of etiquette and integrity during the golf outing
• Give examples of character in golf and business
• Neutralize misconceptions of customer golf
• Describe basic etiquette and golf course behavior
• Know when to process business during the event
• Know what to do in response to the top 10 most frequent golf predicaments
• Use the tools provided in the workshop:
  Event Profiler - master planning tool
  Client Profiler - individual worksheets
  Participant worksheet - worksheet of players
  Pairings planner - decision tool
  Agenda format - logistic guide
  Results worksheet - tracking tool
  

Get more details on customer golf outing strategies