Selling motivations

A critical question to ask at the start of your sales day is this: Why am I selling wine? Making money is one reason. This is your living. “Bad salespeople have hungry kids” is the old (old, old) saying. You have to convert sales to make dollars and keep your lights on. Pretty simple. For Read More…

Buying motivations

A critical question when selling wine to restaurants and retailers is this: who is really making the decisions? The wine buyer might be making 100% of the choices. But usually not. An invisible hand exists in all business, and the motivations of the owner is often a controlling force within an organization. Sometimes for better, sometimes Read More…

Milestone Dates

Happy October 1st. To most people, maybe all, it’s just another day. But for me, it’s October First, The Milestone Day. A milestone date is a marker. It’s a particular date when something eventful, positive, negative, traumatic, celebratory, life-shaping, or just plain big happened to you or because of you. It’s a date that as Read More…