Selling Wine vs. Taking An Order

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…

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…