You sell wine when you guide the process, when you frame choices for the customer, and when you present options (paths) that lead to the company’s (and your) ultimate goals. You are an order taker when the customer is the guide, when the customer frames the choices, and when the customer presents the paths that Read More…
Month: October 2021
Selling wine is not rocket science
A wine sales job doesn’t involve rocket science. Nobody is going to die if you screw up. There really aren’t that many moving pieces. Keep it simple. Be consistent in doing what you say you’ll do. Be consistent in who you meet with, and how you run your meetings. Be consistent about your goals, both Read More…
Six Habits of the Best Wine Sales Reps
The best wine sales reps have routines and habits that set them apart from others. Let’s dive into six of the most essential. The best wine sales reps know the power of a positive attitude It’s sales 101 to leave your emotions and opinions at the door, but I’m constantly amazed at how often this Read More…
More is not better (focus on focus)
A wine by the glass list that is 90 items long is confounding for the customer (and impossible to train a service staff on, much less preserve the quality in the bottle). A Chardonnay section in a wine shop that has three times as many wines as the other sections is obviously trying to appeal Read More…
The Real Goals of a Wine Sales Rep
Most wine sales reps don’t do it for the money. There is surprisingly little money in the wine business. Yes, income can be stable, but you’ll never strike it rich. And wine sales reps shouldn’t do it for the fame. There’s no fame in wine sales. There’s a little bit of stardom for some sommeliers, Read More…
A super simple restaurant wine training hack
The upended labor market due to the pandemic is making for stressful times to be a restaurant owner. Trying to find qualified labor, good and communicative people to work the front of the house, is more difficult than ever. This leads to hiring people that might not have been hired before, with less knowledge and Read More…
A super simple social media plan for wine retailers
There are very few wine retailers that use social media well. Ask them why they don’t post on Facebook or Instagram regularly and the answer is often “we just don’t have time.” Of course you have time. It takes but a minute, and if there are no customers in the store why not make use Read More…