Tips for Selling: Putters & Wedges

“The best way to increase putter sales is to stop selling putters off the shelf. When someone comes in for a new putter, encourage him or her to take a putting lesson. An optometrist would never sell a pair of eyeglasses with out prescribing the correct specifications. We are best off taking the same approach.”
Todd Sones, PGA Professional, Impact Golf/Scoring Zone Schools, White Deer Run Golf Club, Vernon Hills, Illinois

“Ask questions, golfers will tell you what they need. If they need help from 100 yards and in, sell them on various shots and the wedges needed. Or the loft difference and gapping between wedges. If it’s more about feel, talk about how to create the spin and loft for different shots. They will become your fan and customer, inviting further conversations and lessons which in turn will lead to sales.”
Doug Acton, PGA Instructor, Meadow Club, Fairfax, California

“To sell more putters, have a couple of putter demo and fitting days. Make an attractive display around the putting green with in-stock putters, and then include putter fitting equipment and putting training aids. Your favorite vendors will provide trial products, as well.”
George Ancuta, PGA Head Professional, Panther Valley Golf & Country Club, Allamuchy Township, New Jersey

“The largest increase in wedge sales I ever experienced was directly following our free ‘wedge-ucation’ event. It complemented a wine-tasting event with a presentation on how properly fitted wedges make golf easier and more fun, and had a large attendance, great participation, and wedge fitting sessions being booked.”
Max Altman, PGA Assistant Professional and Director of Clubfitting, The Golf Club at Briar’s Creek, Johns Island, South Carolina