My Selling Approach…
Did you know that rather you are selling wine over the phone, via email, the web or through the tasting room in- person; you have a style and manner or “approach” toward the sale. Our friends at Fresh University the instructional excellence arm of our parent company 1-800 Flowers teaches us to sell wine effectively we must understand our selling approach.
Traditionally the sales approach is broken into four unique styles….
- Supportive Cooperative: Asking in a calm, accepting manner. Expecting the wine buyer to progress steadily toward a decision to purchase as the relationship with the seller of the product or comfort with the product offering develops.
- Expressive Relationship: Telling and selling in an expressive accepting manner. Expecting the buyer to be quickly influenced by the relationship developing between the buyer and the seller of the wine offering.
- Analytical Deliberative: Asking in a controlled, logical manner. Expecting the buyer to decide after all the facts are available and the results have been projected concerning the wine offering.
- Direct, Results-oriented: Telling in a strong, direct manner. Expecting to buyer to quickly decide based upon key data and perceived benefits or key results.
Your selling style alway leans toward one of the above styles but may include characteristics of each. The best wine sellers understand their customer, listen and apply the best approach to mirror the customers buying style. The best sales people are familiar with all styles and match the approach to the customer buying style.
Rather we are conscious or not these styles come out in our conversations, e-mail communications and web offerings. Knowing your customer or target audience is crucial to applying the best style to the audience you are attempting to sell wine to in order to close the best sale possible.
Think about the four styles above and look at yourself. Think of when you have applied the various styles featured above in an email sale, in a phone sale or in person. Let us know examples of application of the sale approaches featured above and success stories in the application of those sales styles as related to wine sales.
We are eager to hear stories of how these sales approaches have been applied successfully via email campaigns, on the web and in person closing tasting room and wine club sales. Let’s hear of your success in your sales approach…