Table of Contents:

Executive Summary

What happens on the golf course that is similar to a sales person’s life?

Competition is your customer’s expectation

Chapter 1    Discovering the Secret of Better Golf

Phil Harris and Jimmy Demeret taught me a life lesson

Hitting Targets

Changing my vision changed my game

What champions do

The application of golf tips to selling

Golf and Selling are a Process

Asking the right questions

Exercise

Chapter 2    What is the Link Between Golf and Selling?

Focus on Your Best

Listen to your body

Listen to your Customer

Niche selling is the subtle needs of others

The Harmony of Golf and Selling

Remember Your Best Work

Relentless in the Pursuit of your Best

Exercise: Routines and Habits

Chapter 3    Stay Focused the entire round

The science of knowing of yourself

Building Winning Habits

Improvements of what you know

Pictures of your Strategy

You cannot control what Tiger Woods will do today

What your customer remembers

The Mastery of Golf and Selling

We live in need of Self expression

Ben Hogan and Nick Price knew when to change

Move on, take the Bogey

Exercises Hitting Targets and Visualization

Chapter 4    Having a Strategy to Win

One great sale or One great shot... they always bring you back

A course strategy

A sales strategy

Theme and Variation

Cut through the noise

The 80/20 rule of golf and selling

Your Best Work is Your Greatest Skill

Exercise Hitting Targets and Cut Through the Noise

Chapter 5     How to win more

View your successes

Balance Next to Love is the Most Important Thing

Why diets don’t work and goals don’t last

Exercise: Planning your Strategy

Chapter 6    Coaching Reduces Uncertainty

Octavia Paz defines golf and selling

It is Who you Know

People who get the most interesting information

Interviewing on the golf course?

We fear our best as well as our worst

Change what you can afford

Exercises: Design a Strategy Design a Report

Chapter 7    Technology will make you better

What works and what does not work... clubs and computers

Don’t waste your caddie’s skill

The Modern Golfer and the Modern Salesperson

Chapter 8    Relentless by Design

The Body in Motion

If you can drive a car you can play better golf and sell more

Start with your best work

Bibliography