When in doubt, look at the Wine list.
Salespeople get into real trouble when they are too attached/focused on their own portfolio…too self-involved with regard to their portfolio.
When you have no idea what to do and are searching for empathy, or you can’t get attention, the answers you need are almost always right in front of you on the wine list.
When you are trying to decide if you are wasting energy, and before you make any moves, just look at the list.
What are they missing? And are they missing it on purpose?
Who are they buying from?
Can you change their world with something?
If you were in their shoes, what would you want?
How could you make it easier for them?
Who is the wine list for?
“ If you truly think they don’t need wine from you, you are either wrong or you MUST move on.
It takes a lot of practice to look at a wine list and translate it in a minute or two. If you aren’t already, I would be practicing this skill now.
Here is what I know:
If you truly think they don’t need anything, you are either wrong or you MUST move on.