ike golf, sales is a game that demands practice, practice, practice. But to consistently hit your target you also have to practice the proper fundamentals - the BASICS. The next time you step on the sales course, try these techniques:

• Breathe. Before each shot, a golfer needs to clear the mind of negative thoughts while focusing on the goal - getting to the green and getting the ball in the hole. Take a deep breath before every presentation. Think good thoughts. Then let it out, relax your shoulders and walk in with a smile.

• Ask first, present later. If your presentation doesn't highlight the features or benefits your prospect is looking for, you probably won't persuade them to buy. And if you don't give them a shot at telling you what they want, you won't know what club to use in tailoring your presentation to satisfy their needs.

  vShare. Give-and-take is key to a successful sales pitch. As your prospect reveals more and more about himself or herself, take this opportunity to show your good side as well. Just as etiquette is important in golf, establishing trust through the sharing of information is the foundation to forging a long-lasting business relationship.

• Investigate. Who wants to make an enthusiastic presentation to a prospect with no decision-making power? You certainly don't. In golf, you study the course and play accordingly. In business, you get to upper management. It might take a bit longer, but trying to sell to anyone else simply wastes time - yours and theirs.

• Clarify. By clearly and concisely describing your products and services, you'll leave little room for a prospect's indecision and doubt when it comes to choosing your services. Don't stand too long over the shot. Swing away with confidence.

• Say Thank You. Whether you leave with a signed contract or go away empty-handed, leave with appreciation and sincere thanks that the prospect took the time to meet with you. In other words, when the round is over, take off your hat and shake hands, no matter what the outcome. That's the right way to play the game.