Why haven’t you responded to my emails?
It is possible I haven’t written anything of note.
Why haven’t you bought anything after more than a few meetings?
I need to ask better questions, listen more attentively, or move on.
Why isn’t the (insert hot shit wine category here) flying off the list?
I have to visit the restaurant to know the answer. Going online and looking at the list is not enough..
Why aren’t you coming to the tasting?
I likely created no need for you to attend.
Why won’t you take your ‘allocation’?
I am probably not offering it properly, or even more likely: we have zero dialogue and I am throwing a dart over my shoulder.
I think many of us are busy just repeating the same action of ‘sales’ without thinking about what the actual goal is..
“ Connecting someone to a wine or spirit is never a perfect science and rarely happens the same way twice.
The only way to sell exceptionally well is to begin with a real intention to connect. Everything beyond that is about listening, communication and paying attention.
Sidenote: Beginning with the intention of ‘selling’ works often, but fades in an instant.