Sell sheets
Winery stories, wine details, key selling points, pairings, and current vintage information.
Trade access
Enter the rep library.
This area is reserved for the Artisans & Estates Florida sales team.
The rep library
Everything the account needs.
The library is organized by use, so the right piece is easy to find before a meeting, staff training, tasting, or presentation.
Shelf talkers
Retail-ready cards for features, displays, seasonal placements, and hand-selling support.
Training cards
Fast, memorable talking points designed for pre-shift meetings and new staff.
Objection handling
The six things a buyer actually says, and what to say back. The step between the pitch and the yes.
Buyer conversations
Leave-behinds and talking points for the call: why this book, what to swap, and the stories that land.
Account tools
The full Florida book by body, oak and closure, plus the worksheets for running the account.
Sell sheets
Every estate, ready to leave behind.
Filter by winery or varietal, then take the PDF.
Objection handling
When they say no.
None of these are about the wine. A buyer says no for reasons with very little to do with what is in the bottle, and the answer is almost always to make the ask smaller and more specific.
“We already have a Chardonnay.”
They are hearing you offer a second one of the same thing.
Say
You do, and it is doing the rich, barrel-aged job well. What I would add is not another one of those. An unoaked, high-acid Chardonnay covers the raw bar and the lighter half of your menu, which the one you have cannot reach.
Then
Name the job, not the grape. The gap analysis worksheet finds it before you arrive.
“It is too expensive.”
They are comparing case cost. You need them comparing the glass.
Say
What is your pour cost on the one you have now? Work it per glass rather than per case, then look at what the better bottle does to the average check. The gap is usually smaller than it looks on the invoice.
Then
Move from case price to per-glass and check average. Use their numbers, not ours.
“My guests will not know it.”
They are picturing a dead pour nobody orders.
Say
That is exactly why it goes beside something they do know, not instead of it. The familiar wine carries the list. The one next to it is the reason someone tries something new.
Then
Ask for the slot next to the safe pour, not the safe pour itself.
“We are happy with our current supplier.”
This is not a verdict on the wine. It is a refusal to take on hassle.
Say
I am not asking you to move your business. I am asking for one slot, in the place you just told me is not covered.
Then
Ask for the smallest possible yes. One wine, one position.
“Send me something.”
A polite exit. Paper alone almost never converts.
Say
I will, and I will bring a bottle when I do. Which day of the week is quietest for you?
Then
Trade the leave-behind for a date. Book it before you walk out.
“Business is slow right now.”
True, and it is the argument for acting rather than against it.
Say
Then this is the cheapest time to fix it. Changing one by-the-glass pour costs you a single case, and it is bedded in and the staff are trained before you get busy.
Then
Reframe the timing as the reason. Slow weeks are when staff can actually be taught.
And if nothing lands
Open the bottle. A poured glass has never lost an argument to a sell sheet.
Account tools
Account tools
The worksheets.
Print and write. Nothing is typed into this site, nothing is stored, and nothing leaves the page — the rep gate is client-side, so paper is the only place account notes belong.
The whole book, on one screen.
Every wine we carry in Florida with the details a buyer asks for and nobody remembers — body, oak, closure, and whether it comes in a half bottle. Filter it down, then go.
From the 2026 Jackson Family wine list. Pricing is deliberately not here — the rep gate is client-side, so anything on this page is public. For pricing, use your own copy of the list or Spire.
Buyer conversations
What you leave on the table.
Leave-behinds, worksheets and the decks that carry a call. Print the one you need before you walk in — a page in their hand outlives a page on your phone.
Training cards
One wine, one card, one pre-shift.
Two-page 4 × 6 cards built for the staff meeting. Front: how to say it, the fifteen-second sell, three flavours, two pairings. Back: structure, positioning, a story worth repeating, and service notes.
Print at 4 × 6, double sided, flip on the short edge. Copy is distilled from producer material — the account’s own tasting and current availability always come first. Looking for the wider staff-training method instead? Open the training guide.
Shelf talkers
Build a cut sheet.
Choose your talkers and quantities. Nine fit a letter page at 2.55 × 3.40 inches; short pages fill with blanks so every sheet cuts the same way.
Training your waitstaff
Make the wine list easier to sell.
The goal is not to turn every server into a sommelier. It is to give each person a few confident, useful sentences—and a reason to start the conversation.
Short, repeated training works better than a once-a-year information dump. Focus each pre-shift on one wine, one guest cue, one pairing, and one sentence that sounds natural at the table.
Start with the guest
Teach one opening question: “Are you looking for something familiar, or would you like to try something new?”
Use a three-part story
Name the place, describe the wine in plain language, and connect it to the food or occasion.
Taste with a purpose
Ask the team to identify one aroma, one texture, and one dish they would confidently recommend.
Practice the handoff
Rehearse a ten-second recommendation that ends with a clear question instead of a lecture.
Reinforce the win
Share guest reactions and successful pairings at the next pre-shift so good language spreads through the team.
15-minute pre-shift plan
3 min
Place and producer
4 min
Taste and describe
4 min
Pair with the menu
4 min
Practice the recommendation
Before the call