The Blog

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16
Mar

The Power of Great Questions

“It is more powerful to be able to ask great questions than it is to have all the answers in the book.”

During my sales training sessions, I will say this at least twice and more often than not—repeat it three or four times. Perhaps it may seem counter-intuitive, but if your customer is talking more and you are talking less, you are on the right track to sell wine.

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24
Feb

4 Actions to Inspire and Motivate Your Sales Team

“You teach what you know, you create what you are.”
-Ancient Sufi Proverb

Some people might think that motivating your sales team is all about pumping them up and cheerleading. And they might go on to believe that they just can’t do that – it’s an act that doesn’t fit with their personality or style. But true motivation comes from actions that everyone can take and still act with authenticity.

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02
Feb

3 Ways to Get Organized and Sell More Wine this Spring

The holidays are over and spring is fast approaching, which means it’s time to start thinking about your spring promotions. Calling your customers in the spring is important as it will:

  • Help you keep your database up to date
  • Build a stronger relationship with your customers
  • Engage customers that  don’t buy as often, giving your customers another opportunity to buy your wine

Have a plan. Wineries that organize spring calling campaigns see better sales when the holiday’s come around because they were able to update their database by calling before the holidays hit.

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29
Oct

Four Weeks to Thanksgiving and Time Left!

red-wine2

That was fast! Year-end is almost here and you are swamped with harvest, club shipments and holiday sales. Your customers are stocking up and the big question is, “will it be your wine they buy?” There is still time to call the top customers, show them some love, tell them a story and get their order in (as they are busy too). Here is what you need to do:

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02
Sep

The Holiday selling season starts Today!

S O N D has started and the holidays will be here shortly. Consumers will start stocking up and the big question is, “Will it be your wine they are buying?” Your neighbor winery is calling its customers and there is a good chance that your customers are their customers. Whether you are ready or not, it’s time to get it set up and the calling started. Here is what you need to do:Continue Reading..

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09
Jul

Steps to Hiring a Dedicated Phone Sales Rep For Your Winery

Hiring a Sales Rep

So, you decided you want to hire a dedicated phone sales rep for your winery. What are your next steps? Here is a “Punch List” of what you need to get the right candidates in the door:Continue Reading..

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10
Jun

Too Hot to Ship? 3 Reasons to Call Customers this Summer!

It’s that time of year again where shipping wine gets challenging. In the south it’s already over 100 degrees, but consumers still want their wine. That said, here are a few reasons to call customers, provide exceptional customer service and sell more wine this summer.Continue Reading..

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24
Apr

When I Call Customers, What Should I Say? Script is Crucial

Scripting gives your reps structure and confidence in knowing what to say when they represent your winery. It is without question one of the most important aspects in a great calling campaign. Here are the four key components to a good calling script.Continue Reading..

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09
Apr

Tips toward being Telemarketing Compliant

Direct to Consumer Telemarketing has become more challenging to navigate over the last 20 years with laws designed to protect consumers. In 1991, Congress enacted the Telephone Consumer Protection Act (TCPA). If you are not aware of the laws—there is a good chance you’re breaking them. For example, a telemarketer who disregards the National Do Not Call Registry could be fined up to $16,000 for each call.Continue Reading..

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25
Mar

Choosing the Right CRM

There are so many CRM’s on the market, you may get paralysis by analysis.

Here are three keys to picking the right CRM.Continue Reading..