Tee Time

Golf Lesson No. 3: Soft Sell

Whether you're trying to drive in business with loyal customers or prospective clients, the best advice is to use a delicate touch. Even if your objective is to close the deal today, don't begin talking business after the first practice swing. Professionals always play a few holes first, Kihm says. When you put your sales hat on, strive for a casual tone. Keep business talk to a minimum; experts advise talking shop no more than 20 percent of the time.

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This article was originally published in the June 1998 print edition of Entrepreneur with the headline: Tee Time.

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