Page 31 - GBC spring 2015

• Only 5% of golfers have a regis- tered handicap. Golfers with a handicap, golf more often, spend more money and are repeat golf- ers at your course. Have your staff ask golfers if they have a handicap and if not, have them help the golfer establish one.
• Get your wait staff to repeat the customer’s order to them and they will feel the service is su- perior.
• Ask the golfer to have a look at your new clubs that just arrived or at your sale items. If we don’t ask, we don’t get!
•If you have leagues, ask your golfers to join them.
• Have a meeting with your staff and help them become more comfortable with asking for more business – they are in the sales business!
• Ask to book next year’s tourna- ment the day they play.
• Decide what it is you want and then have the team ask for it all the time. It may be difficult at first, but with time, it gets easier and more successful.
asking foR The Business
In researching my book “Life is Sales,” I discovered that most people do not ask for the business but hint at it instead. The main reason is that they are afraid of the word “no.”
We all have a tendency to take “no” as a personal rejection and therefore we do not ask, we hint. So, if the customer says “no” we still feel pretty good because we did not ask for anything in the first place. We do not make a lot of money but we all feel better!
We aRe aLL in saLes
All of us want to be more persua- sive and getting what you ask for may be the perfect definition of sales. If your staff merely asks for the business, they will in fact get more business. People who ask for a free upgrade at a hotel will get it 85% of the time, while those who do not ask only receive the free upgrade 5% of the time.
So, what could your staff ask for from golfers?
“We all have a tendency to take “no” as a personal rejection and therefore we do not ask, we hint.”
Golf Business Canada 31