Do not get caught up in the sales cycle of forcing a sale. Resist the urge to do that at all costs. Learn the art of selling without actually selling. Do your homework ahead of time, review your client file and have the needed knowledge. Enjoy the golf, focus your attention on the client and give them the special attention they deserve. This helps to create a good atmosphere and encourages the person you’ve invited to discuss business. Ask probing questions, and encourage conversation to create a bond with your guest, or prospective client. Show them you’re interested in them as a person and not just a sale. Be prepared with a short speech on your business and not a long one, when asked to elaborate on it.  This is because you may not have a lot of time, while waiting in-between golf shots to deliver a long speech. It isn’t needed to hit many practice balls just prior to your business golf commitment. Never cheat or mislead in the game of golf, as clients will conduct business with loyal and trustworthy people.

Make the golf session about your client, listen carefully and develop an understanding attitude. This will help you win clients both on and off course.