What it’s like to be a wine trainer

Spotting up-selling

C&B’s wine educator pours at a festive Champagne tasting.

An unusual perk of the job is that now, Nash knows when someone is trying to upsell her on something, and she uses what she notices in the training process.

“When I went to buy a new pair of trainers for running, it’s not something I know anything about. I had my data analysis done to measure my feet in the store, and this guy was talking me through the trainers. All I could think about was my own wine training.”

The first thing she asks her students to think about is the price itself. Why should one bottle of wine cost more than another?

“I tend to link it back to the trainers. We talk about brands, and why a pair of Nikes would be more expensive than a lesser-known make. The guy in the shop was also telling me about durability, and in the same way we talk about the technology that goes into producing a wine, different types of equipment etc. I’ll encourage them to talk about a more expensive bottle in depth.”

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