1. Sales Concepts and Apps Introduction to our term together GLFD 2003

2. Sales Concepts and Apps Course Description The steps in the strategic sales process What influences and affects buying behavior The role of professionalism, communication, personal interaction, and problem-solving The selling process as it relates to the golf business Selling to the Internet – Informed consumer

3. Sales Concepts and Apps Learning Outcomes Apply theory of personality types in determining one’s own dominant or preferred style of selling as well as the buying style of the customer. Examine and discuss the functions and responsibilities of the golf industry salesperson. Analyze product and service trends to identify potential sales opportunities and develop sales forecasts.

4. Sales Concepts and Apps Learning Outcomes Construct a sales portfolio. Exhibit effective sales techniques. Develop and employ effective negotiating and commitment strategies as well as partnership-building techniques..

5. Sales Concepts and Apps Course Content Overview Theory of personality types Selling goods versus selling services (memberships) - Ethical and legal issues in professional selling - Sales role-playing simulations Sales process: forecasting, accounts, opening the call, negotiation Closing and post-sales follow-up Sales performance issues

6. Sales Concepts and Apps The 12.5 Red Principles of Sales Greatness: 1. Kick your own ass. 2 Prepare to win, or lose to someone who is. 3. Personal branding IS sales It’s not who you know, it’s who knows you. 4. It’s all about value, it’s all about relationship, it’s not all about price. 5. It’s NOT work, it’s NETwork. 6. If you can’t get in front of the real decision maker, you suck. 7. Engage me and you can make me convince myself.

7. Sales Concepts and Apps The 12.5 Red Principles of Sales Greatness: 8. If you can make them laugh, you can make them buy! 9. Use CREATIVITY to differentiate and dominate. 10. Reduce their risk and you’ll convert selling to buying. 11. When you say it about yourself it’s bragging. When someone else says it about you its proof. 12. Antennas up! 12.5 Resign your position as general manager of the universe.

8. Sales Concepts and Apps The 12.5 Red Principles of Sales Greatness: 1. Kick your own ass. 2 Prepare to win, or lose to someone who is. 3. Personal branding IS sales It’s not who you know, it’s who knows you.

9. Sales Concepts and Apps The 12.5 Red Principles of Sales Greatness: 4. It’s all about value, it’s all about relationship, it’s not all about price. 5. It’s NOT work, it’s NETwork. 6. If you can’t get in front of the real decision maker, you suck. 7. Engage me and you can make me convince myself.

10. Sales Concepts and Apps The 12.5 Red Principles of Sales Greatness: 8. If you can make them laugh, you can make them buy! 9. Use CREATIVITY to differentiate and dominate. 10. Reduce their risk and you’ll convert selling to buying. 11. When you say it about yourself it’s bragging.

11. Sales Concepts and Apps The 12.5 Red Principles of Sales Greatness: 11. When you say it about yourself it’s bragging. When someone else says it about you its proof. 12. Antennas up! 12.5 Resign your position as general manager of the universe.

12. Sales Concepts and Apps 18.5 Secrets of Sales Success 1.Believe you can. 2.Create the environment 3.Have the right associations 4.Expose yourself to what’s new 5.Plan the day 6.Become valuable

13. Sales Concepts and Apps 18.5 Secrets of Sales Success 7. Have the answers your prospects and customers need. 8. Recognize opportunity 9. Take advantage of opportunity 10. Take responsibility 11. Take action 12. Make mistakes

14. Sales Concepts and Apps 18.5 Secrets of Sales Success 13. Willing to take risks 14. Keep your eyes on the prize 15. Balance yourself 16. Invest, don’t spend 17. Stick at it till you win 18. Develop and maintain a positive attitude 18.5. Ignore idiots and zealots

15. Sales Concepts and Apps 18.5 Secrets of Sales Success There are no revelations and while they are simple, they are difficult to Master. The person who will emerge victorious is the person who wants it most The victory we call success goes to the best prepared, self believing, right associated, self taught, responsible person, who sees the opportunity and is willing to take a risk to seize it -sometimes a big risk.