Approach sales in a way that sets you apart from other wineries and their wines. A way that allows you, personally, as well as the wines and winery, to make a positive and lasting expression. In short, concentrate on what the guest wants and needs to know in order to make the sale.
“What the customer buys and considers value is never a product. It is always a utility that is, what the product does for him.” – Peter Drucker
Present your sales terms in ways that explain the function (utility) of the product and how it benefits their lives. Most people want to know how and why buying wine will make their life better and allow them to impress their friends with their knowledge of wine and/or good taste in wine.
Before you even start the sales process, as a salesperson, you need to discover what your guest is looking for in a wine. It could be s/he has certain aromas in mind or a certain mouthfeel. Though it could just as easily be a certain wine that will impress their friends.
How are you treating your guests?
Each of your guests should believe that they are special and that you have an interest in them personally. Make a list of the things that can make your guests feel that you really care about them:
• Ask questions based on their knowledge and interest in wine
• Compliments you can give them about their ability to understand the quality and flavors of the wines
• Let them know you are happy they chose to visit the winery
• Take the time to make them feel special by showing interest in them.
How you present your products makes your wines taste better to the guests and makes guests want/need to buy them.
A tip of the glass from me to you!
