The big gap seems to be from novice, to a general comfort level in a wine environment. Part of the problem is human nature. We are biologically programmed to analyze the problem (no wine knowledge) assign a few key terms and rules, and be on our way. Wine just doesn't work that way, and is therefore uncooperative. As a result, we find a wine we (think we) like, and cling to it like gollum. Then, we think we've beaten the system, and try to find validation for our beliefs. This is when wine merchants get frustrated, but it's difficult to remember a time when we were in the exact same situation. We aren't born with wine knowledge. Why do we vilify those that haven't "seen the light". It is within the wine novice on up that opportunity lies. We'd all love to have collectors lined up out our doors, but those were the 70's and 80's, time to adapt.
Here are some guidelines when dealing with the novice crowd:
- Don't show off and get geeky. You're the one servicing them, it's implied you know your stuff. Make them comfortable!
- Explain that their tastes are always developing and changing. Hold their hand and don't let them be surprised. Don't sell them Whole-cluster Grenache if they like a soft fruity red. They don't need to validate your tastes either.
- Encourage in store tastings, designate these as the place for them to learn and expand their palate. This will save them money and frustrating purchases. It also helps the dialogue.
- Encourage discovery and broadening their comfort zone, sometimes just inches at a time.
- Don't want people buying on points? Stop relying on them. Let them know the only thing that matters is what they like. You've spent countless hours selecting your set, that's the endorsement.
- Shelftalkers are salespeople's way of marginalizing you. If there aren't any of those, you will stand a fighting chance.
- You know how doctors have something called "bedside manner"? Well, you ain't House, work on yours.