… then don’t say anything. Too many people love the sound of their own voice far too much. Learn to listen. Learn to not talk when necessary. Through careful and considered communication you will stand out, not through endless blather and babble. Know when to keep your trap shut and ears open and you’ll sell Read More…
Month: November 2017
Natural Wines, Something Different, and Group Categorization
I’ve been thinking quite a bit about the ‘natural wines’ movement lately (highly recommended is Isabelle Legeron’s new book). Not so much about how they taste or if they are good. I’m more interested in the marketing of the wines and the creation of the category. Those of you that have been in the business Read More…
The Wine Spectator Top 100 – what it really means (and how to sell it)
You could hear the collective cheer coming from the west coast when Wine Spectator’s “Wine of the Year” was recently announced. Not only did a Merlot take back the title, but Duckhorn Wine Company and all of their distributors had huge reason to celebrate. Congrats to all! The Wine Spectator Top 100 pulls weight, and Read More…
Why Black Friday works
It works because everybody is involved. Black Friday would be an uneventful day indeed if only a few stores participated. But the collective mass builds the excitement, which leads more to join the mass (both retailers and consumers) making it a self-fulfiling prophecy. So what might happen if wine retailers got together for Local Wine Read More…
A day to work ON, not be stuck IN
The day before Thanksgiving is a strange one indeed for wine sales reps. It’s kinda like Friday, except it’s not. No retailers want to see you today, they are too busy (unless you are pouring free wine and giving them free labor, then they are happy to see you). It’s a great day to visit Read More…
Leadership, actions, culture, and company development
Leadership is about actions, not words. And to be a leader you don’t need to be a manager or a “C Level.” Anybody in the employment chain can be a leader. A sales rep, a secretary, a delivery driver … anybody. Leadership can be defined many ways but for this example we’ll go with “One who Read More…
The flavor of history
As I type this, I’m putting the final touches on a wine class I’ll be teaching tonight called “The Founding Families of Oregon Pinot Noir.” Doing the research and outlining the class has brought up a bit of a philosophical question: in wine, does history really matter? This might sound like a dumb question because Read More…
Typos vs. Proofreading (vs. Shipping)
My morning routine is to awaken early, before anybody else in the household, feed the cat, start a pot of good strong coffee, and get to work. Creative and positive and clear thoughts fill the morning before the static noise of the day begins, so I like to fish while the fish are biting. If the Read More…
The easiest way to sell better wine
Note that I’m not talking about more expensive wine. I’m only talking about better than the other choice wine. If the better one happens to be more expensive then so be it. But price is not the main point. Heck maybe it’s less expensive than the other choice. Okay, here it goes. Memorize this line: “You can only Read More…
50 days left
We are about to enter the second half of November, and that means there are about 50 days left in the year. A few thoughts: I assume you know what you are doing each of the next 50 days. Crunch time in the wine business is before us, and on both the wholesale and retail level Read More…
Momentum and the next hill
We all know that a downhill bike ride is pretty easy. It can also be a ton of fun. You can cover lots of distance quickly. You can take your feet off the pedals and keep flying. You can take in the view and enjoy the wind. Momentum in wine sales can sometimes feel like that Read More…
Questions (and important answers)
Wether you just opened an account, just inherited an account, or have an account that you haven’t yet connected deeply with, questions are the simple key to unlocking the buyer and building business. What is the best way to get in touch with you about pricing and deals? When do you make your buying decisions? Read More…
A simple gift
A simple, honest, no-strings-attached, inexpensive, and targeted gift might be one of the most valuable items in the world. A DVD of the last Rush tour for your customer that loves the band. A block of top grade watercolor paper for the restaurant manager who mentioned what she does on off days to relax. A pair Read More…
What you can’t measure
Loyalty. Smiles. Thank yous. Dedication. Focus. Positivity. Resilience. Creativity. Innovation. Attitude. Ideas. Friendships. Relationships. Partnerships. Be careful about trying to measure everything. Much of the most important stuff is impossible to quantify. If you ignore something simply because you can’t measure it, then you’ll lose it all.
The Order Taker vs. The Sales Leader
The order taker collects orders. The sales leader develops accounts. The order taker reacts to problems when they arise. The sales leaders prevents problems in the first place. The order taker responds to their customers only when prodded. The sales leader is proactive with their customers continuously. The order taker waits for the phone call. The sales leader makes Read More…