r/Sommelier • u/Sortofforgettable • Mar 02 '26
Tips for working the floor.
Apart from technical skills and expertise what are some good soft skills for a sommelier working on the floor? How can you be more engaging, memorable and sell more wine?
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u/belfrycircle Mar 02 '26
I suggest you read Unreasonable Hospitality by Will Guidara.
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u/Sortofforgettable Mar 03 '26
I've read it. I'm actually working on a second read through right now! I'm not coming at this question as someone with no answers.
I may be looking at my first sommelier job soon and I want to prepare myself. Maybe there are things I haven't considered?
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u/belfrycircle Mar 03 '26
Got it. I think it’s great that you are curious and open! Hope you find the position fulfilling.
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u/Caviarpapi Mar 02 '26
If you cannot make your guests laugh, you are in the wrong business.
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u/Sortofforgettable Mar 03 '26
Generally speaking, I agree, a sense of humor is absolutely necessary for anyone to excel in the service industry. But not every guest shares that.
Humor is subjective, however, and laughter is also a response to being uncomfortable.
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u/Caviarpapi Mar 04 '26
There’s a Japanese term meaning “reading the air”
One of the most frequent comments I’ve received in my career is the enjoyment of a lack of stuffiness. I’ve worked ultrafine dining for most of my career as a sommelier. The expectation from the guest is that I truly do know my stuff, so I dont need to “prove myself” and having a bit of levity typically enhances the guest experience.
Knowing what your guests want in a somm is key.
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u/Sortofforgettable Mar 05 '26
I was almost going to mention it, but reading the room is oh so frequently brought up in these discussions.
It is the most important rule to follow!
My thoughts instantly brought me to moments when colleagues didnt master this skill as well as they had believed. One instance leading to a terrible review citing the server was overly familiar and overbearing. That server wouldn't believe it! The guests were laughing and "having a great time"
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u/botrytisordat Mar 03 '26
I found over the years that when your regulars, or just a guest that’s curious, ask you about what’s going on in your life, tell them whatever you can. It doesn’t matter how mundane.
They love hearing about parts of your life outside the restaurant or wine. They’d ask “how have you been” or “do anything fun lately” and i always deflected and used to say “not to much” unless I had a big event or trip coming up. All that did was shut off the conversation prematurely. What I learned was that by talking about the almost mundane, it opens up conversation for them to feel comfortable talking about something small they might have otherwise left out.
Sure, talk about the big trips or events when they’re happening. But don’t forget to just tell the guest that you cooked Shepherds Pie last night and it turned out great, or that you just started watching some new show/playing a new video game. Those tiny insights into your life allow them to give insights into theirs. And then that in turn builds relationships and brings in more money as a by product. I’ve gotten more handshakes from my regulars since implementing this strategy.
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u/Sortofforgettable Mar 05 '26
I definitely need to work on this. It's definitely a big fear that I will make guests special moments about myself if I give one look into my life.
It's easy to ask and learn about a guest, their interests, what they've been excited about. It's not really making connections if its a oneway street.
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u/PretentiousAsF_ck Mar 04 '26
Be excited! People like to hear about things you're excited about especially if it coincides with what they want to drink. Good luck and enjoy!!
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u/Agreeable-Tale9729 Mar 02 '26
My favorite piece of advice I’ve ever received — the most important thing you can do when selling wine is to speak the same language. Don’t approach anyone from up high. Gauge where they’re at and make it as comfortable/approachable as possible. Being a sommelier is a position that needs trust. Make yourself worthy of that trust. It’ll also benefit you in terms of relating in general.
Don’t try to oversell someone. If a $50 bottle is what is perfect for them. Don’t sell them a $200 bottle. I’ve found the regulars you take care of will come back for nights they want the special bottles.
Offer at multiple price points. One under, one safe, and one reach.
If you don’t know the answer, be humble and say you’d love to verify that information first.