The Art of Uncorking Wine Sales
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There’s no doubt about it. Wine sales influence tips. Even if you are not a wine lover, you can sell it.
However, before you make your wine pitch, it’s important to size up the customer. The person may not drink alcohol. It could be the type of consumer, who is strictly a beer drinker or even a recovering alcoholic. As a result, it’s a good idea to assess the customer.
Start by offering your full cordials and wine menu. It is a good way to gauge the interest of the customer. After you have determined whether the customer is an amateur or pro wine drinker, then tailor your sales pitch to the accommodate your patron’s needs.
Up Selling to the Wine Connoisseur
In cases where you can tell that the customer is an oenophile or knowledgeable of wine, do not make any hard selling suggestions. A person who knows their wine may not be interested in your opinions or maybe offended. Instead, use the opportunity to ask the patron if they have any questions regarding the wines presented on your list.
Although wine certain connoisseurs may be opposed to a wine suggestion, they love descriptions. (This is where your wine vocabulary and working knowledge of wine production will come in handy).
What to do when…
If you have not had the opportunity to sample all the wines on your menu, you have three alternatives:
- Read the label to piece together a general wine description
- Ask your chef how some of your entrees are prepared and which wines complement them.
- Describe a few selections and offer the oenophile a taste of the wine
- The last option is an excellent way to improve the connoisseur’s dining experience and ensure a better tip.
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Proper Pouring The proper pour for a taste or sample of wine is 1-1.5 ounces.
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Up Selling to the Wine Novice
Most new wine lovers are too intimidated to place a wine order. That’s why it’s your responsibility to make them feel comfortable and confident that you are the expert. Unlike certain oenophiles who may perceive some of your questions as condescending, the following questions are acceptable for the wine novice:
- “What is your favorite wine?”
- “Do you prefer American wines or imported wines?”
- “Are there any wines you have enjoyed in the past?”
- “Are you feeling adventurous?”
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