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…
Looking into the crystal ball of wine retail
Let’s look into the future. I don’t know how far into the future. It might be two years or maybe ten. But sooner than you…
What happens if …
… you present ten Pinot Noirs to an account, they don’t find joy in any of them, then a competitor presents just one and that…
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…
The easiest way to sell anything
There is one surefire way to sell anything. This works across all industries, across all cultures, and during all economic situations. You give it away…
Are you secretly trying to fail?
If you fail in selling wine and spirits to a particular account, and you get kicked out or have the account taken off your roster,…
Customer management is not …
… telling your customers how it’s going to be. That’s not customer management. Customer management is done on the backside and in the shadows, not…
Choose carefully
Think about this: if you see an account for a good sales meeting 30 times a year, and you show them four wines at each…
Calm waters and making waves
Swimming in the calm waters is easy. It’s fun. It’s what everyone wants to do. Swimming in the waves is harder, it’s challenging. It’s demanding.…
You don’t need to have the answer
… you just need to know how to help your customers find the answer. Those are two very different things.