The GOLF System Topics

The RANGE

   Understanding Individual Players Motivations

   Personality Types

   4 Components of a Successful Salesperson 

        Work Ethic

        Skillset 

        Knowledge

        Attitude

    Effectiveness Guiding

        Utilizing Sales Data for Effective Guidance

            Strengths and Weaknesses

    3 Areas – Activity vs Skillset vs Attitude 

            Work Ethic-Activity/Sales  

            Skillset/Sales

            Attitude/Sales

Support & Supervision

Coach’s Observation

      Simplify the Swing

      “Quality Control w/Client”

Prescriptive Training

The ROUND 

     Tee:  Prospecting

         Quantity vs Quality

     Irons:  The Client Presentation

          Seek

          Advise

          Work

     Putt:   Close

          Sign Deal

          Next Meeting

          Missed the Cut?

The 19thHOLE

      Scorer’s Tent:

          Client Follow-up

              Details

              Exploring Referrals

       Press Conference:

            Review the Round (Player Self Awareness)

            Positives

            Areas for Improvement

       Resources

            Marketing Materials

        Celebrate!

            Praise, Appreciation, Recognition