Good at Golf?

I was on the phone the other day speaking to a distance sales customer, and I wanted to put the lessons I had learned in the school of the bleeding obvious this week to work.

Do you remember? We told you about the school of the bleeding obvious and the equation in Ray’s sales tip from last week, E + R = O where the event + the reaction = the outcome.

I wanted to see if I could affect the outcome by changing my reaction.

So there I was, on the phone asking the questions that would enable me to take the call in a direction I could control. I quickly discovered that the car the customer had called about was the ideal spec for the customer. More than that I had his home number, mobile number and I knew he lived on the South Coast, I was in Cheshire.  I also knew this was going to require an extra special performance from me to get the outcome I wanted!
I grabbed at the chance to set up a strategy break and got the customer to hold on while I sped things up!  (you might recognise these words)
Speeding things up was the last thing on my mind, there was a lot to consider.

• He definitely sounded as though he was interested in our car

• He spoke in big chunks, you know, bullet points

• I knew I was going to ask him in to see me and suspected I knew what                 the answer might be – I’m too far away!

Then I started thinking about GOLF!

At Chiltern Forest Golf Course, the 14th tee is elevated with a great view of the short 333 yard par four. The green in the distance surrounded by two bunkers and the fairway is as narrow as a snakes duvet.  Been there?
The trees pinched in at the exact spot where I wanted to land my 3 wood.  Can you imagine?

CONSIDER THE EVENT…………..The opposition (I’m in a match) were busy pointing out the strong breeze from the right and how the members all hated this hole, IT WAS JUST TOO DIFFICULT!

THE OUTCOME………….I planned a three wood to 230 yards, middle of the fairway, then a sand iron to the green, two putts for par and a win, rather than a huge hooky driver and a double bogy.

THE REACTION………….. (Time for me to make a choice).

So getting back to the call !

“Great news Mr Customer, the car you called about is still available, more than that we have a Business Manger here to help identify the best way to fund your new car, you can drive the car while you’re here and I can value your car.  Looking at your address you don’t live a million miles away! So what’s a good time to come in later today or tomorrow?”  I created the event!

Well actually I am on the South Coast and I was just hoping to buy the car over the phone!

THE REACTION………”So what YOU’RE saying is that it’s the right car for you and all we have to do is sort out the delivery…..yes?”

THE OUTCOME……………………..Yes a deal!

Selling a car is like standing on the 14th tee at Chiltern Forest Golf Course.

Events change

Outcomes can be fixed

Its how you react that matters!

Gavin