Tee Bee's Tip #5

Know names.  If you find you're good at that, go further: Know phone numbers and zip codes.  I saw Arnold greet a doctor and his wife by name at a tournament.   I knew he hadn't seen them in a year, and I asked him how he did that.  He said if you meet somebody at a party, listen for the name, then go get a Coke, come back, and say: 'I've been meeting so many people, would you mind giving me your name again?' People are flattered that you've taken the time to try and learn their name.  Watch their lips as they say their name.  Say it with them.  If you have a question about spelling or pronunciation, ask it.

TESTIMONIALS

What My Clients Have To Say

"Tom is the only salesperson whose advice I would rely on almost completely.  He never made a mistake.  A lot of times we would have different opinions, but he wouldn't just push me toward a larger order when I didn't think it was appropriate.  He'd also cut back my order if he thought I was being too aggressive.  He is pretty unique."

"Most of the salespeople who have called on me over the years have had as their first priority getting a bigger share of the market that I was already servicing.  They always wanted to sell me more of their product.  Tom is creative at helping a professional sell more of a product line.  If I'm selling 100 dozen shirts a year, 50 from one supplier and 25 each from a couple of others, Tom would come in and show me how to sell 200 dozen shirts.  He wouldn't try and get part of the market I already had.  Getting someone to change manufacturers without increasing sales volume doesn't help professionals. Tom helps."

Hank Johnson, 2004 PGA Teaching Professional of the Year
Greystone Golf Club
Birmingham, Alabama

"I have been very fortunate to know Tom Brown since 1982, when he walked into the golf shop at the Atlanta Athletic Club.  At that time, I worked as the third assistant under head golf professional Jack Sargent.  I will always remember the great respect both Jack and his brother, Harold, showed Tom… and how they entrusted him with their product investments, helping them merchandise their golf shop wisely.  Twenty-three years later, Tom is still walking through the doors of the golf shop I work in, the Augusta Country Club.  However, the difference now is that I am the head golf professional, and I find myself in theposition Jack and Harold were in 23 years ago, looking to Tom to share his product knowledge and experience.  Tom has earned my utmost respect, and I trust his ability to help me invest and merchandise my golf shop more effectively."

"Tom Brown´s pressure-free, courteous style of offering information on the products he believes in, along with his kind demeanor make him more than a sales representative to me; Tom Brown is my friend."

Tommy Brannen
PGA Master Professional
Augusta Country Club
Augusta, Georgia

"It has been my pleasure to know Tom Brown professionally for the past 37 years.  He is an outstanding salesman, but moreover, an outstanding gentleman.  I am honored to say that I consider him one of my best friends. As a customer, you can expect total honesty and a rep that will stand behind his products, even at his own expense.  Tom has always been a great communicator and innovator. When he tells you something, you can bank on it."

Jack Sauers, PGA Professional
General Manager, Canebrake Golf Club
Athens, Alabama

"My friendship with Tee Bee began as a teenager 50 years ago in Texarkana, Arkansas.  For the past 35 years I have enjoyed our personal and business relationship."

"I consider Tee Bee to be not only one of my closest friends, but also the #1 Sales Representative in all my years as a Professional in the Golf Industry."

Dick Murphy - (retired Professional / Peachtree Golf Club, Atlanta, GA)
1994 National PGA Professional of the Year
President of Georgia PGA Section 1980-1981
Member PGA of America Hall of Fame

"Tom, in the more than 30 years you've served as my rep, you have always been the "pace - setter" among your peers.  You set the standard by which all reps should treat their customers.  There are none better, period!"

Butch Byrd, PGA Professional
General Manager, Ballantrae Golf Club
Pelham, Alabama