Samples don’t make Sales.
Reports ferreting out who sampled what rarely mean much. Why keep running those reports and scratching your head?
In my experience, most of the time they represent that the wines haven’t been sold meaningfully to the team. These dreaded reports lead to meetings where they bring out the cat o’ nine tails and we all take a turn.
Why don’t you sample this? One should very rarely have to ask this question.
Generally what sample reports lead to is the dreaded sales blitz…Everyone put this in your bag so we can tell the producer we tried.
Sales blitzes aren’t for sales, either. They are for excuses and clean reports.
What gets measured gets managed, right?
Most importantly, as a sales rep you need to launch things. Sometimes you will choose to put wine in a bag and make shit happen.
So how do you put together the perfect bag?
The Perfect Bag
The perfect bag of wine doesn’t exist. It will never happen. You can’t have all the right things unless it was set up and dialogued about beforehand – and even then, the perfect bag will always elude you. It is the Moby Dick of the wine world.
Don’t get mad about it, just flow with it.
“ The perfect bag of wine doesn’t exist. It will never happen.
What works – the sampling playbook
Sample like you mean it.
When you show up with wine, it is better to have thought through why.
Be a matchmaker.
Challenge thoughtfully every once and a while – just enough. New wines, forgotten wines, etc.
Always have three insightful questions and/or 2-3 ideas outside the bag. In your head. Hint: these can be combined.
If you show up with a case you look like a head case. 12 bottles may cover your sample requirement, but they rarely build any trust.
Never open wine for a closed mind.
The goal of samples is dialogue not sales.
IMPORTANT NOTE: We have more choice in this market than ever and tomorrow there will be even more. Every bottle you choose to open is an opportunity to make a small impact. If you can avoid sampling like a drone, you will automatically stick out.