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…

Sometimes paper is better

Your customers, the wine buyers at both the restaurant and retail level, need one fundamental thing. Without this, it the sales relationship falls apart. With it, it grows stronger over time and builds in accountability on both sides. Communication. But here is a trap many fall into — thinking that email is communication. It can Read More…

Overwhelmed

Another sales call. More samples to pull. Who is the new buyer again? Oh yeah, that will call I have to run! The focus winery of the month. Do I have a sparkling wine stopper? OMG Thanksgiving and Christmas is around the corner! My phone is out of juice! Yet another sales call. I know Read More…

Passions vs. Skills

Two wine sales reps. Two different ways of doing business. Sales rep number one has a passion for what she does. She is so into wine! It’s her life. It’s all about the aromas, the flavors, the food, and the occasional travel. Wine is first and foremost the creator of her energy. A wine sales Read More…

What customer service is not

Customer service for a wine wholesaler takes many forms. Clear information. A heads up. A lead. Running the emergency will call (when it truly is an emergency, not a matter of convenience). Being on time. Making sure your customer knows your portfolio and what you can do to help grow their business. Customer service is Read More…

High end chocolate

The world of high end, exclusive, limited availability, hand-made chocolate is pretty neat. Where the beans came from, the roasting, the pressing, the sweat involved in every step makes each bar simply taste better. It’s a world where knowledge multiplies the taste experience. And the folks that buy the high-end chocolate have little hesitation to Read More…

The choice to complain

Private complaining and grumbling about accounts and your sales life, to friends or significant others, is part of a salesperson’s life. We all have to unpack a bit at the end of a tough day. It’s life. It’s normal. We all do it. Don’t worry too much about your daily or weekly grumbling about small Read More…

Info power (and wine wholesalers)

I type this post while sitting at a coffee shop. No surprise there. But this coffee shop (Caribou) is trying to compete with Starbucks. Part of their strategy is the new “perks club” (cute name). If I join the club I can slooooooowly build points for a free cookie or a coffee. But in exchange Read More…

Let’s talk email

Efficiency is talked about often, and email is definitely one of the most efficient ways to communicate (in many ways too efficient, which is why it gets overused). In the spirit of efficiency some people use email well. And others do not. And it’s painful to watch (and read). Rules: Learn what BCC: is all Read More…

Tell and Show

When we are young, we have Show and Tell in elementary school. Then we grow up and become wine sales reps. And we continue our version of Show and Tell. We pop the cork, we show the wine, then we tell. Flip it around. Tell and Show. It works better that way. Tell your customer Read More…