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Let's get a little practice:Picture the following business golf scenario: A sales executive invites a customer for an afternoon round of golf at his local club. The arrangements have been made a few days in advance with the help of the club professional - for availability, tee time and a giveaway (golf balls or shirt). The day arrives and the golf round is about to begin. On the tee of the first hole, the salesperson (SP) right away asks the guest why orders have been slow. The customer responds by saying "it's true, things are off but it's anticipated that orders should accelerate soon." Seven holes later, the SP brings up the subject of business for a second time and offers a special deal to the client in order to generate business now. Again, the customer states that business has hit a soft patch and adds, "don't worry." Later into the round, with just one hole remaining to play, while waiting to tee off on the last hole, the SP mentions the special offer again. The customer responds abruptly, "As I said before, not much is happening and I don't want to talk about it anymore. Don't talk to me about these offers or anything else." Why did this have to happen like this? The SP was guilty of forcing a sale - with a negative outcome. What would have you done? If you were the SP, would you have brought up business first? Ask yourself which one of the following responses below would apply to you in the situation above:
"a" is a bogey. No good. The reason you're playing golf is known to both. Realize that your guest is there because of your invitation and of the relationship you have. Do not loose sight of this. If there was no interest, the client would not be there. Golf takes time to play so don't rush or jump into a sales mode. Encourage the guest to bring up the subject by your interest in their business. "b" is a birdie. Your right! Why rush the obvious? Why press it? Let the guest be the one to bring up business. It may not come up right away on the first, eighth or eighteenth holes. So what? A discussion may happen before the round or after the round. It not, make an appointment for another time. "c" is par. Okay, but it's best to let the guest bring up the subject of business first. Why's that? Think about it. If you were the guest, how would you feel being asked three times? The SP neglected to drop the sales mode rather than asking a few questions about business, golf or related topics. Encourage conversation and let them talk. Make it a relaxed atmosphere for discussion and enjoy the round of golf. How did you score? |
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