In this snippet from my upcoming book, I share a story about my first time on the streets of New York, calling on accounts and selling William Hill wines in only the second week after I had taken the position as VP of Sales for the
Eastern Division at William Hill Winery. Some Division, I was a one-man show and responsible for half of the country east of the Mississippi.
In this episode, I detail my account call at the famous Sparks Steakhouse in Manhattan. It would become even more infamous a year later when Paul (Big Paul) Castellano would be whacked sitting in his car outside of the restaurant in a Mob-related reputedly ordered by John Gotti.
This account call posed an immediate challenge to both my instincts and sales ability. However, I put to the test what I believed based on my experience, and that was, most people buy wine based on the way it smells, not on how it tastes.
Take a listen or read the transcript.
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