Marisa D'Vari
Newbie
Join Date: 3/2/2012
Posts: 1
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Posted: 12/24/2012 2:17:59 PM
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Hello everyone. I am SJ contributor and Certified Somm Marisa D'Vari and am writing a thesis for the University of Reims exploring the issue of whether it is possible to persuade a guest to buy a more expensive bottle of wine through a story or some sort of emotional reaction.
For example, though I'm not sure the technique has been used to sell me a more expensive bottle of wine, yet I always appreciate it when somms tell me the story of a wine.
Also in the course of the thesis I am exploring if guests want to "feel good" about their choice -- if validation from the sommelier is important.
Thanks in advance. If you like, you can read more about me here: http://awinestory.com/about-marisa-dvari
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Urban Nomad
Certified
Join Date: 1/16/2009
Posts: 60
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Posted: 3/31/2013 7:48:50 PM
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Hi Marisa,
I should have responded to this a long time ago.
It is indeed more than just possible to persuade a guest to buy a more expensive bottle of wine through a story. Sometimes it's as simple as suggesting a reserve or special release by the same producer. (That’s a short story) An emotional reaction showing your (the Sommeliers) delight concerning the guests choice can do wonders too - for maybe if it was a simple Rhone wine, one might attempt to get them into a CDP or Gigondas through excitement – or, maybe through a story.
Everyone who dines wants to feel good about their choices; both food and drink. Dropping lines like, "I hope you dig this wine as much as I love it,” is a good one. Other times, preparing guests for what the wine will be like can actually help them to like it more. Indicating how much you like those black olive tones in the Cornas they are about to drink can get a response of, “Oh yeah, I totally get the olive and I can never seem to identify aromas.”
Good luck on your thesis… Wish some others would have chimed in by now.
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