|
 |
 |
BUSINESS GOLF - Customer Relationships
In today's extremely competitive business environment, where there is diminishing differentiation between products and services, one thing that stands apart is your ability to build relationships with customers and colleagues.
Business people buy from people they like. Purchasing decisions are often made emotionally rather than logically. So, all things being equal, your ability to build a strong,sustainable business relationship is ultimately the deal maker.
Learning how customers evaluate their decisions can be learned from golf. Here's how:
The Hyatt study in America found that Business Executives rated their behavior in the workplace similar to that on the golf course. Nothing unusual there, then! But that observation of style is key to defining how to create rapport with the customer.
Most business executives are familiar with the commonly used psychometric test. This reveals your style of behavior and identifies you as one of four distinct styles. Your overall style will be a blend of all four, but one will be your preferred style and the one most likely to surface under pressure.
Type D - short term focus, results oriented, demanding, get to the point, fast paced. e.g Tiger Woods
Type I - gregarious, easily distracted, likes being centre of attention, talkative e.g Phil Mickleson
Type S - laid-back, family values, enjoys beauty of the golf course & feel of the shot e.g Fred Couples
Type C - systems & procedures, precision & detail, values certainty e.g Bernhard Langer
To create rapport, it is necessary to 'mirror', or adapt your own style to that of the customer. If you are by nature slow and methodical, how quickly will you build rapport with a quick decisive individual? Not Very!
Find out more about Business Golf from PGA Qualified Professional,Chris Arnold, one of the leading exponents on how to maximize ROI from your company golf day. Call Chris on 07952 068991.
|
|
