Playing to Win - Golf Sales Strategies

"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

Business people have been using the golf course to craft deals for years, but now it is also being used to undertand the integrity, the credibility, the value system of supplier organizations. Its the people in the organization that buyers are looking at to say, "Do I feel confident that theses people can support me?" All of the highs and lows of human emotion will take place during 18 holes of golf. How do your representatives present themselves on the golf course?

At the end or this four hour 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 rules
• Execute high levels of etiquette and integrity on the golf course