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smaller request in a way that the client will feel a certain obligation to say yes. You just made a concession and the customer has a natural tendency to make a concession in return. NO is a moment of opportunity where we can make a concession and the customer will be more likely to say yes to that concession. They feel obligated to give you something back and they will.
4. SET THE ORDER
Can this work in the golf business? 2021 has been a great year for golf clubs in comparison to recent years. With more golfers there is more of an opportunity to sell golf clubs and clothing.
Havealookathowyoudisplay yourclubsandclothing.Youshould have the most expensive clubs in the high-traffic areas so that customers
see them first. Secondly, when a customer asks to look at clubs, show themthemostexpensiveonesfirst. They just might say YES right away – and that’s a big sale with a higher profit. The same applies to clothes. Don’t be afraid to suggest a golf shirt to go with the shorts.
The club’s restaurant offers another opportunity. Most restaurants have a wine list and often list the wine with the lowest priced wine first. Simply changing the order of the wine will increase revenue significantly.
5. IT’S MY PLEASURE
Eliminate the words “no problem” from your staff’s vocabulary after they have been thanked by a customer. I hearitallthetimeandthisiswhat“no problem”means:Acustomerhasgone out of their way to thank you and your response is basically, “Heh, it’s no big
deal. I do this for everyone...you’re not special...it’s just part of my job, andI’mnotreallythatgoodsoIam surprised you’re happy.”
Acknowledge the thank you by simply stating, “It was my pleasure to help you today.”
As golf professionals, I also suggest you consider a magic word in sales and that word is “I recommend.” If someone is looking for a new driver you could say, “I recommend you look at this driver first. Many of our golfers are now using this model and noticing an improvement in their accuracy.”
People all want to deal with people they like. Therefore, greet your members and customers with an enthusiastic smile and remember their names. We all respond favourably when we hear our name.
Golf Business Canada
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Golf Business Canada