How acting as a part time problem solver, can lead to becoming a full-time legend on the floor.

Who’s the smartest person in the room? Most of the time it’s the person who either keeps quiet, or asks all the questions, right?

If you’re the guy or gal who asks all the right questions, the chances are you’ll be the person who has all the right answers. This is invaluable when it comes to great wine service. 

Guest motivations for visiting a venue differ greatly, for sure. But I have always been convinced of one motivation in particular, to be served.  

You don’t need to have a team of people who know how to ask all the right ‘winey’ questions. This takes a lot of time. Yes, it will help to dedicate this sort of training time, and doing so will help you increase your wine profitability- so don’t neglect your wine training.

Teach your team that asking any old question is a good thing. 

“How was your day today?”

“Have you come from far to visit us?”

“Are you out for anything special?”

Asking questions opens dialogue. But on a more psychological level, it projects something quite special: the problem solver trait. 

As I mentioned in my piece with The Buyer, the problem solvers in our life are usually the people we put all of our trust in. Doctors, the police, shrinks… what do they all have in common? They ask lots of questions, and because of that, they usually solve problems. 

If we can arm our teams with the confidence not just to talk about wine- that comes with a great approach to training- but to simply ask lots of questions of your customers, then you will naturally see your sales grow. 

Questions mean dialogue. Dialogue means trust. And when your customers trust their server, the opportunities for a successful, profitable service are endless. 

Remember, a problem solver isn’t the person who knows the most about wine, it’s the person who asks the most questions. If you do that, then the wine will flow. 


Harry Crowther

Founder & Legend