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The More You Act Like A Salesperson, The Less You Will Sell

I predictably get strange looks whenever I tell salespeople that “real” selling isn’t necessarily about the product. It’s such a counter-intuitive concept to the untrained, amateurish seller of goods that they convulse involuntarily when I espouse the notion. If you look as closely and as

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The Secret to Selling Wine & Spirits On Premise

On Premise Wine Sales – What’s the Secret? I call this an ‘on premise wine sales “secret”’ because, it seems, so few people know about it. I recognize there are a solid number of you reading this who will say, “Duh, I’ve been selling this

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The No 2 Problem in the Wine Sales Game

What makes wine sales a “game” is there are winners and losers. These days, the losers outnumber the winners by a significant margin. And, like all games, there are strategies and tactics to not only increase your chances of winning but decrease your chances of

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The Pointlessness Insanity of a Wine Market Blitz

While I’m sure occasionally successful sales blitzes do exist, most of them are a giant waste of time and money. I know I’m going to get some vitriolic responses to this post. But someone has to tell the emperor he has no clothes. Might as

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