In the golf industry there is no more powerful influence in each local golf community than the PGA or LPGA Professional.
|
|
| One of the most important selling lessons is to avoid the ‘Yes / No’ proposition. If you offer just one proposition at the end of an assessment, then the customer is left with a ‘Yes / No’ decision. |
| But options give everyone a pathway to comfort. There’s the standard proposition, but there’s also a pathway to a premium, upsell opportunity and a retreat to a minimal commitment downsell. The relationship can be preserved. |
Keep the propositions simple. Make sure the golfer understands their commitment (that’s more expensive than the price for most of your demographic). Make sure they understand what the outcome will be.
Now they’re not buying a “lesson”. They’re making an OPTION SELECTION based on the amount of commitment required to get the outcome.
This might sound really odd, but if you want to serve someone, you must develop your selling skills. |
 |
| Internet communications are not secure and therefore RetailTribe does not accept legal responsibility for the contents of this message. The information in this email and any attachment to it is confidential and is intended for the addressee only. Any unauthorised disclosure, use or dissemination of the contents in part or whole is prohibited. If you are not the intended recipient please return it to the sender and delete it. Any views or opinions presented are solely those of the author, and do not necessarily represent those of RetailTribe unless otherwise specifically stated. This email and attachments have been screened and are believed to be free from any virus. However, it is the responsibility of all recipients to ensure that they are virus free. This email was sent to you by RetailTribe. RetailTribe will not accept any liability for any damage caused by a virus. If you no longer want to receive this email, please unsubscribe here. | |
