The Blog

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17
Nov

Building Rapport with Customers

In the tasting room, building rapport with customer is often much less challenging. The dynamic that body language and a handshake add help customers build that connection with you that makes them feel comfortable and more eager to buy. On the phone however, salespeople don’t have this luxury. However, selling over the phone does have one major element of human communication that is absolutely vital and arguably the most important. That is the voice.

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28
Oct

4 Easy Ways to Get Your Staff Engaged and Calling Your Customers

The clock is ticking and Thanksgiving will be here in just under 4 weeks. You still have time to sell wine and send it out to arrive before the turkey is ready. You have wine and customers to call, how do you get your staff on the phone to sell some additional wine without them kicking, screaming, bleeding and crying? Keep it simple. Here are four things you can do right now to get them on the phone within an hour.

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15
Oct

Get Your Customers Stocked Up for the Holidays

It’s that time of year again. Thanksgiving is right around the corner and it’s time your staff aught to be calling and selling wine to your top customers. Let’s face it, your customers will be drinking wine this holiday season. When you call and give them an opportunity to buy, you make sure that it’s your wine they’re drinking. Here are four ideas to boost your sales when you call this season.

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29
Sep

3 Things Your Sales Team Must Understand to Succeed

A common pitfall of salespeople is to feel the need to convince a customer to buy a product. We’ve all been on the receiving end of this. Even if they do eventually convince you to buy the product, feeling used and taken advantage of is typically the end result. Sales, and more specifically, wine sales shouldn’t be like this. Whether your staff is selling in the tasting room or over the phone, they should understand that their #1 job is to listen to your customers and understand their interests. When your salespeople learn to ask questions and listen to your customers, they will be able to tailor offers to them and become more successful sellers. Here are three strategies that are essential to help close a sale.

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01
Sep

Not OND, S O N D!

October, November and December, it’s the holiday season to sell wine. When I first entered the wine industry, OND was the standard. As I started to do calling for my clients, I quickly realized that customers were very responsive the day after Labor Day. And so it was, OND became SOND.

September / Labor Day is less than a week away! Here is why you need to start your calling now:

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18
Aug

Why Getting Your Staff Trained in Telesales is a Smart Move

Getting your staff trained to call your customers can be a great opportunity for you to sell more wine. But often wineries see calling as a bad thing. After all, everyone hates telemarketers don’t they? The reality is that wine is different. Your customers love to get a call from your winery because it lets them escape their day to day life and allows them to imagine their good times in wine country. Here are several huge benefits of getting your staff prepared to sell over the phone:

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30
Jun

16 Tweetable Direct to Consumer Wine Sales Tips

Do you want to sell more wine? Well of Course you do! In this blog we have compiled a handful of great wine sales nuggets so short that you can even tweet them.  Grow you direct to consumer sales in under 140 characters.

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09
Jun

3 Reasons Why Your Customers Love to Get a Call from Your Winery

Often, the concern is that calling customers is telemarketing and everyone hates telemarketers. The truth is, customers really like to hear from your winery because they love the people, the wine and the memories they’ve made. I have called customer for 25 years and it never ceases to amaze me how when you call a customer, even if they don’t buy, say thank you for the call. It’s incredible!

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05
May

Wine Telephone Sales: See The Objection as an Opportunity

When we extend the invitation to purchase wine to our telephone customer, many times we hear an objection, or a reason the person can’t (or won’t) buy. Perhaps customers feel it isn’t polite to just say no to the calling person, or maybe—they really are still thinking about purchasing.Continue Reading..

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08
Apr

Telesales Reporting 101

So you finally decided to start following up with your customers. You have the inventory to sell, a list of customers to call, staff to do the calling and a calling script. Great! but how will you track progress? Do you have a sales goal? Is the campaign effective? Does the offer make sense to the customer? Reporting is a major piece of the puzzle when you are trying to manage a calling campaign. Here are a few things to consider when tracking what is most import.

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