Sales techniques do not require
recommending something against your better judgment just to make more profit.
Sales techniques are actually exactly opposite. They help you to learn to judge
customers and approximately how much they are willing to spend and to make your
recommendations accordingly. Sales techniques are obviously tools to increase
profit. Using this tools require sensitivity. If you hit the right note with
your guests they will perceive your efforts as nothing more than sympathetic acceptable consideration
The Proper Approach
Unlike most other retail operations,
restaurants operate with a major handicap: the customers cannot see, taste, or
sample the product being purchased. They can only hope that that whatever they
order meets their expectations. In this situation your recommendation and
advice will give your guests a good idea about the quality they can expect.
Your guests will accept your advice if they are convinced of your competence.
It is entirely up to you if and how your sales techniques work.
- Show clearly that you care
- Be attentive when greeting-the first contact with your guests
is often decisive, always take a step in their direction, smile at them,
greet them warmly by name if possible
- Be attentive by providing special care-feeling pampered
enhances the positive attitude of your guests and ask tem is everything is
satisfactory
- Show attentiveness through cleanliness and order
- Now you must create interest so therefore you should know what
to recommend especially, what is unavailable, what the characteristics of
the different food and beverages are
- You should never forget: You should:
- always stand in front of the table
- eye contact is very important
- remember the one who ask, leads
- think about interesting cocktails and make an appropriate
recommendation
- describe food appetizingly: Strawberries are not just
strawberries, but very fresh strawberries
- listen attentively and don’t get nervous
- make sure you have alternative suggestions for every course
- answer to questions correctly and politely
- know what is unavailable at the moment
- simulating the appetite is the best selling technique-certain
foods, beverages and sensory stimulants will encourage guests to place
large orders
- Describe appetizingly-guests can’t test what they order in
advance, therefore they order by imagining the food. The stronger and more
positive their imaginations, the better their appetites. Ask yourself how
would you react to following recommendations
- We have prime rib with potatoes
Or
Today I can recommend our tender, juicy roast prime rib of beef and
our oven baked Idaho
- For wine:19XX was an excellent
year; this wine goes very well with_____; it comes from the______ region;
dry, fresh, lively, delicate, charming, strong, elegant, delicious,
substantial, fine, lovely bouquet
- For food: fresh, mild, light,
fine, homemade, aromatic, tender, juicy, creamy, silken, airy, crisp,
spicy, hearty
- Always offer alternatives -Imagine that you ask the guests:”
would you like to try our very delicate homemade game terrine as an
appetizer?” you have given an appetizing description but your chances of a
sales are 50/50,because you allow the guest to respond negatively when you
make suggestion in this way. If you add recommendation a second choice,
your chances for a successful sale are much better. For example:” would
you like to try our delicate homemade game terrine or would you prefer
something lighter, perhaps a nice platter of fresh fruits” in this case
the guest have three choices, two of witch are positive and will generate
a sale. Your chances of selling are now two to one
- Price alternatives
- Preparation alternatives
- Additional sale
Sales Techniques- The
possibilities are endless
The three rules of offering alternatives
Never Offer more than two, at the most,
three alternative suggestions
When making alternative suggestions, always
stay in the same group
The alternative should always differ in
taste, method of preparation, and price
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