Page 248 - ConvinceThemFlip

convince them in 90 seconds or less
“I use the first six holes to connect and get the con-
versation rolling,” Thomas says. “I use polite, inquisitive
small talk to get to know all about my customers, their
families, interests, and backgrounds.” He drops a gor-
geous iron shot on the practice green and smiles as it
backs up to the hole. “I gently look for things we have in
common and when I find them, I know that the relation-
ship is going to warm up.
“I use the next six holes to learn about the nature of
their business and find areas of common purpose.” He
pauses to pull a driver out of his bag. “I’ve noticed the
attitude and physicality of the game change when we talk
like this. Some people become more aggressive, others
more relaxed.” Boom. That drive must have been close to
250 yards, straight down the middle. Thomas grins over
at me as he continues. “We use the last six holes to talk
about their most pressing needs and what my company
and I can do to help them. I never pull out an order form
or start talking deal points out on the course, but you bet-
ter believe that I’m his first call the next morning.”
As he tosses his driver back into his golf bag, Thomas
says, “The secret out here and in business is that once
you’ve made the shot, you’ve got to have a great follow-
through.”
There are a lot of factors that impact your success at
connecting in business. Making a good first impression,
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