Learning to taste, or tasting to learn?

When buyers are just starting on their wine journey (“Hey server manager! You’re now the bar manager and the wine buyer! Good luck!”) they need to learn the basics.

A sales rep in tune with this will welcome the opportunity to help them learn to taste.

Then at the next sales call you might have a buyer that knows her stuff. She has been tasting and buying for years, but is smart enough to know she is forever learning, forever a student of the vine. She is tasting to learn.

The two are very different indeed, and require two vastly different approaches.

One sales style does not fit all buyers.