August 29, 2018
As I mentioned last week, I downloaded an informational guide with information on overcoming sales objections from Resourceful Selling. This week is part two in the review of the Information. First: Let’s...
August 22, 2018
I downloaded a handy informational guide of overcoming sales objections from Resourceful Selling, which I am going to share you over the next couple of blogs. The information starts with a headline: “The...
August 15, 2018
Last week we looked at what to do, and this week we are looking at the opposite side of the What, How, Who, and Why of selling, which is: What are you not offering How are you not offering it (is our presentation...
August 8, 2018
Before we even get on the sales floor, there are a number of questions (and the answers to these questions) that we have to know. If we don’t know the answers there is no way we can be as successful as...
August 3, 2018
As we are in the midst of the summer visitor season at present, this week’s blog has some reminders about the importance of selling in the tasting room, at events, and anywhere else that it seems appropriate....
July 25, 2018
I was recently asked to do an evaluation of a tasting room experience for a winery at which I had done some training. This meant I actually know the staff. Usually I would not go myself, but find shoppers...
July 18, 2018
In the past couple of blogs we have talked about the different categories that wines may fall into and the pricing for those categories. Last week I wrote about the four categories of Premium wines. This...
July 11, 2018
Last week’s blog talked about the different categories that wine may fall into both by price and quality. The next few blogs are going to focus on what it takes to produce higher price, higher quality...
July 5, 2018
It used to be that there were two or three wine price categories. The three were low priced wines, medium priced wines and high priced wines. That doesn’t seem to be the case these days. I was...
June 27, 2018
Engagement with customers is not only about what you tell them, it is also about when. If you want customers’ visits to your winery to be remembered, when you give your customers information is as important...