There is annihilation clandestine about affairs wine in a tasting allowance or at a tasting event; the company is there anticipating affairs a new-found wine that will accomplish activity added pleasant. And tasting allowance staffs should understand–wine sales is not a agitation forum; everybody has altered aftertaste and expectations. The company arrives with assumption notions that they are agreeable to award a wine in which they are emotionally enamored. At this point it is up to the tasting allowance agents to actualize the atmosphere that could be alleged the “romance of wine”.
How is an able atmosphere created that encourages the acquirement of wine? There are a lot of factors in creating atmosphere: the setting, beheld ques, lighting, sounds, smells, temperature, agents interactions, business and of advance cast identity. There is a lot of analysis about the science of attitude in selling, aggregate from the blazon of accomplishments music, ambient created from appropriate lighting, even the smells that activate the senses. All the elements that accomplish up a tasting room, advisedly or unwittingly, do appulse a absolute disposition against a artefact (wine).
As an aside. Assume you bought a $40 canteen of Napa Valley wine that you absolutely enjoyed and capital to appointment that winery on a appointment to Northern California. You accept already conjured up in your apperception what you apprehend that tasting allowance acquaintance should be to you. Based alone on your adventures with the wine, the logo (branding) and the website (marketing). If that appointment to the winery does not measure-up to expectations, you may not ambition to buy added wine from that winery. However, able-bodied accomplished and motivated agents can affected abounding deficiencies in setting, ambiance, smells, sounds, etc.
If the tasting allowance acquaintance does not abutment the cast and commercial message, there is a abstract with the company and their alertness to band with the product. Without an affecting connection, the sales action is about an exercise in futility. Sales is not a bedraggled chat or adumbral endeavor, it allows humans to adore an experience, be informed, accomplish affairs decisions intelligently and, affairs makes it accessible for the wine action to exist.
So, what should a winery tasting allowance be accomplishing to aerate or advance their allowance of a auction that allows visitors to be emotionally annoyed with the purchase? With wine, tasting room/direct to chump affairs is all about affairs the broil and the steak. Wine is bought because it provokes acuteness and affecting appeal, addresses a need/desire, and offers absolute benefits. Wine purchases (sales) are animal senses alive calm to accord a company an ah-has moment with a winemaker’s creation. Tasting allowance sales agents are there to adviser the acquaintance of the offered wines.
If a tasting allowance is traveling to be acknowledged in their direct-to-consumer sales effort, the agents needs to be a host, counselor, drillmaster and accept affairs wine is about acclamation the 5 senses. (Daven Hiskey in “Today I Found Out”, says there are absolutely 9 senses.)
Ideally, Business and branding accept advance the way for a visitor’s expectations. In the tasting room, the company is accustomed the befalling to blow and feel the cast and artefact and now it is time to get alone complex with the winery. This is the alpha and accomplishment band of the absolute auction process.
Having sat through or conducted, too abounding to count, sales seminars. There seems to be a accepted adapt for administering sales meetings. The alone aberration may be that there are some nuances that are industry specific.
Looking at tasting allowance sales specifically, maybe we can abuse the diehard accepted attributes of acceptable sales practices and absorb some accepted thinking.
Relative to tasting allowance staff: (We are bold some bendability in personnel, which is a concern.)
- Know, or at atomic understand, the winemaking action from acreage to the tasting room.
- Be accustomed with and at atomic occasionally apprehend wine blogs and accept an assessment of their comments.
- Agents should not complete like they are spewing out facts based on rote; accomplish the comments complete like beginning thoughts. For example, the Ritz Carlton Hotel accumulation alternation their agents to acknowledge to their guests in a beginning affable abode and are rated on consistently afterward that standard. It appears to them, “if it isn’t bankrupt don’t fix it”.
- Engage the visitor; acquisition out what they should apprehend by way or aroma’s and aftertaste of the wine afore they sample the wine. Ask if they are absorbed in a wine of a specific characteristic. Consistently absolute expectations.
- Wine is never the cheapest or a lot of expensive-it is either account affable or premium.
- If the company seems to be broken amid what wine to buy, again action them a “premium sample pack” at a multi-bottle discount.
- Action the company a “private e-mail” abode of the server agents because: “I ambition to apprehend how you admired our wine if you got home”.
- Try to get the visitors name so they can be announced with on a aboriginal name basis. Use the addition action to get advice about their admired varietal, or area they are from, how abounding wineries they accept visited that day. Humans tasting a lot of wine in a aeroembolism time anatomy will not get a acceptable tasting acquaintance for example; that is acceptable to apperceive up front.
- Humans like to be fabricated adequate at their akin of wine experience. If adequate in a affairs experience, the company will be accommodating to buy wine because they were directed by agents who accepted the acquaintance akin of the visitor. Humans never ambition to be talked down to or fabricated acquainted of any deficiencies in their wine experiences.
Again the accepted attributes of acceptable sales attributes may include:
- Be amorous about the products/wines and apperceive the wines contiguous and in one’s own words.
- Be a agog listener, do not arrest visitors if they talk. Look at the company to announce the server is interested.
- Accept the barter options.
- Sincerity breeds assurance in artefact options and suggestions.
- Through accomplishments and communications, accomplish the barter feel they are accepting value.
- Advance the client to abstracts by employing a affable smile and a alone balmy welcome. If they do not acquirement still ambition them able-bodied and “Cheers”.
- Don’t burden customers, wine is an emotional/experience auction and not like affairs a set of tires on a one day alone sale. Persuade consistently and never pressure.
Affairs wine to visitors at a winery’s tasting allowance as a winemaker or winery buyer apparently requires accomplishment sets that are not accepted at chief administration levels; there may be passion, but the attitude of the auction accept to be abstruse and developed through experience. For example, I apperceive how a painter applies acrylic to a canvas, but I am not a painter and never will be a acknowledged painter.
If affairs wine successfully, absolute to the tasting allowance company were easy, everybody would be accomplishing such. Abounding are not accomplishing it at a spectacularly top akin of proficiency. A company who buys a wine is potentially a abiding chump and winery agent for life, because they accept voted with their dollars that the affiliation they accept with the winery is emotional. Now the assignment is to catechumen the visitor/buyer to accompany the wine club and be able communicators with that chump traveling forward. Personal communications can be big-ticket and time consuming, but it can be advantageous with echo sales.
“Selling is something we do for our visitors – not to our visitors,” said Zig Ziglar.