Our Articles
Covering topics from public speaking and presentation skills to sales skills and winery hospitality.
Relationship Sales Success: Handling Objections and Tough Situations
Handling Objections and Tough Situations “We’re just tasting,” is the most common objection tasting room professionals hear to trial close inquiries. The reason(s) for the objection may be many: Your guests may truly be only tasting to enjoy ambiance with no intention to sign up for clubs or make any purchases. But they may also be giving you [...]
Executive Speakers
Use Emerging Trends to Your Advantage as a Public Speaker According to the Wall Street Journal, we receive more than 5,000 advertising messages a day. When we add all the verbal interchanges, telephone calls, and written messages, we can see why it's so hard to get anybody to pay attention to what we have to say. If [...]
Relationship Sales Success: Selling Wine on Busy Weekends, During Special Events, and with Big Groups
Selling Wine on Busy Weekends Making wine sales during busy periods and special events can be more challenging than during your regular tasting experiences and appointments: Guests may be less patient for responses. You may have limited or no access to POS systems to easily ring up sales. And your attention may be split in ten directions simultaneously! [...]
Coaching an All-Star Staff
8 Ways to Develop Motivated People "An effective leader skillfully blends the first three roles but doesn't actually have to be superhuman," says Lynda Paulson, president of Success Strategies, Inc. Instead, aspiring leaders and team builders need to learn how to guide employees to the path of productivity and positive attitudes by discovering their motives [...]
Relationship Sales Success: Use Your Personality for a Great First Impression
Use Your Personality for a Great First Impression It’s showtime, baby! You are on stage. When someone comes through that door, look up, smile, and say something like, “Come on in!” Or, just say, “Welcome!” Then reach out to shake their hands, tell them your name and ask for theirs. The first impression that you make to arriving [...]
Relationship Sales Success: Telling Stories to Sell More Wine
Romancing the Grape, Stories and Words that Sell, Evoke and Enhance We're all hardwired to remember stories, particularly simple, well-told ones. On the other hand, when was the last time you remembered the details about a wine "with 30% malolactic fermentation, 3 daily punchdowns, aged in 50% new French oak barrels, unfined and unfiltered"? Huh? Those words may mean [...]
Relationship Sales Success: Body Language Does Most of The Talking
Body Language Does Most Of The Talking We all like happy, positive, upbeat people who make us feel good and put us at ease. In addition to the verbal words that come from those people, what body language conveys "happy," "positive," and "upbeat"? Have you ever walked into a room and immediately had a sense of what mood [...]
Relationship Sales Success: Follow Up Fabulous
Follow Up Makes You Fabulous You’ve closed the sale. Your guests had a great time visiting. Think you’re done? Your job isn’t finished yet! To ensure your guests think you’re the most fabulous host and/or winery in the world, employ a touch of follow up to reinforce the sale. After the Sale Once the purchase has been made, [...]
How to Win a Customer for Life
8 Ways to Win Back a Customer for Life In one week, I became a lifelong customer of one business and I walked out of another business forever. These personal experiences of customer service are examples of why some companies thrive in tough economic times and some have a sagging bottom line. THE HORROR STORY: Looking [...]
