News Fetch

← Return to OtherVoices Articles

Creating the Foundation to Grow Wine Direct Sales

Submitted By: Jessica Heing, October 31, 2012
Registration Deadline: Dec 5, 2012

Event Type: Seminars and Classes

Description: Wine does not sell itself. And consistently selling wine is challenging, difficult work. This class will explore some differences between "Business to Business" (B2B) and "Business to Customer" (B2C) winery operations and focus on tasting room fundamentals to:
•Distinguish your Winery and position your Tasting Room to exceed what your Customers Expect
•Prospect for New Customers by working with Current Club Members, the Local Community, and Internet Tools
•Deliver an Effective Sales Process including the Four Must Have "Closes" in each Presentation, and
•Nurture Repeat Sales with Follow-Up Sales Activities

Special attention will be paid to production considerations for direct sales programs and meeting the WIIFM (What's In It For Me) expectations of customers, staff, and gatekeepers.

Instructor: Jack Ryno
Credit: 4 hours CEU
Fee: $150

• Event Organizer: Sonoma State University-Wine Business Institute
• Venue: Sonoma State University Campus
• Address: 1801 East Cotati Ave. Rohnert Park, CA 94928
• Date: December 7, 2012
• Time: 1 pm
• Website:
• Phone: (707) 664-3347
• Email:
• Cost: $150
• Available languages: English