The success of wine sales during a wine tour experience doesn’t depend solely on the quality of the product, but also on the ability to create a personal connection with the visitors. One of the most effective tricks to increase sales is surprisingly simple: asking the right questions.

Asking to understand the visitor’s preferences

During the winery tour, asking targeted questions helps to better understand the tastes and needs of the visitors.

Read also: Silence is not golden: the communicative factor in wine

Asking “What kind of wine do you like?” allows understanding personal preferences, such as the choice between white wine or red wine, or between an acidic wine and a sweet one. Asking “On what occasions do you drink it?” helps to suggest the most suitable product for the visitor’s habits. Knowing if the wine is purchased as a gift can guide towards choices with appealing packaging or a fascinating story. Don’t forget to remind visitors if the company offers the option to create gift packages.

Leveraging the information collected from the wine tourist

Once the wine tourist has provided their answers, the second step can proceed: suggesting. This phase actually begins well before arriving at the wine shop and if done correctly, can successfully lead to a sale.

Here are some examples of how to leverage the collected information:

  • “This wine is great to give as a gift because you can tell its unique story and make a great impression.” This suggestion not only enhances the wine but also provides the customer with a story to share, making the gift more personal and meaningful.
  • Or, “This wine is suitable for all contexts: aperitifs, dinners, and celebrations. Always keep it in the fridge and you’ll never be caught unprepared.” In this case, the versatility of the wine is highlighted, making it a practical and useful purchase for any occasion.

Thanks to the information collected during the visit and tasting and the suggestions given during the tastingHospitality Managers have many more tools to move on to the sales process at the wine shop.

Read also: My experience at Loacker: an inspiration for wine tourism

This personalized approach not only increases the likelihood of a sale but also makes the purchasing experience more pleasant and rewarding for the visitor.

Let’s remember that selling more wine during wine tours is an art that combines product knowledge with an empathetic understanding of the customer’s desires.