Every market has them, usually on the wholesaler or retail side. I call them The Wine Wizards, because they often look the part. White hair, a look in their eye, an air of wisdom and voice of knowledge. They have decades of experience. They have traveled the world. They have more stories about meeting great Read More…
Month: February 2019
Bowling and Wine Selling
Bowling is easy. If you can consistently deliver the ball, with the same energy, direction, spin, and accuracy, you can win big, and you can crush the competition. And it has to do with math. It’s the difference between a 90% success rate and a 100% success rate. When you’re winning at bowling (consistently throwing strikes) Read More…
But what kind of problem does the account have?
It’s easy to have problems with an account. Sometimes it’s the fault of the sales rep. Sometimes it’s the fault of the account. But it’s better to simply say “we have problems.” Because it really doesn’t matter who’s fault it is. A problem is a problem. The key is to ask what kind of problem there is. If Read More…