Aim to be the CONSISTENT PROFESSIONAL salesperson
The beverage sales world is similar to other sales jobs in many ways. You represent a product or products, connect with buyers, prospect endlessly, suffer…
What is your end-of-year project?
I’m writing this in mid-December, which is unlike any other time of the year in the beverage sales cycle. Retailers and restaurants are too busy…
“Get some chalk on your boots”
I’m a big fan of “real football,” otherwise known in America as soccer. (The story of why it’s called soccer in America is quite interesting.)…
What is missing?
Late August is a unique time in the wine sales and retail game. It’s a moment for a pause, a final vacation, a little breath…
Today is different than tomorrow (end of a quarter)
Today is the last day of Q1. It’s a much different day than tomorrow, the start of Q2. What do you do today vs. tomorrow…
Know your history (and that things change)
The history of wine trends, facts, and fads is always good to keep in mind, mainly to recognize that some trends grow roots and stick,…
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…
Payoff
It’s mid-November, and the sales call in this time of year changes in shape: the buyer has less time to meet with you, but orders…
Problems, solutions, and the blame game in wine sales
Problems between sales reps and buyers come up naturally. Sometimes small, sometimes big. And sometimes opportunities are simply problems with a costume on. And sometimes…
Six minutes
You just pulled into the parking lot of your next sales call. You’re about to bounce out of the car and rush right in. Hold…