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Suggestive Selling in the Restaurants
 

Suggestive Selling in the Restaurants

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Suggestive Selling in the Restaurants Suggestive Selling in the Restaurants Presentation Transcript

  • How many times you have gone to a restaurant and did not like the dish you ordered and wished someone would have told you what to order?
  • W ho knows the best about the food and beverage in a restaurant?
  • Its y ou!
  • Do you know that 70% of the guest do not know what they will order when they come to the restaurant..
  • So it depends on you to make a guest’s experience even better by suggesting them food and beverages as per their needs and wants.
  • S elling by S uggestions
    • S uggestive s elling:
    • Is to increase a guest’s original order by giving them suggestions and ideas and in turn increasing guest satisfaction and average spend.
    • Suggestive selling is an integral part of guest service.
    • It is your responsibility to get the guest order for the product which is right for them; but it should be done discreetly.
  • And moreover guest’s are open to suggestions because..
    • It saves them time
    • It saves them money
    • It saves them effort
    • They get to experiment new products.
    And it’s a win-win situation for both!!
  • The S elling P rocess
  • PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS FOLLOWING UP ASKING FOR THE SALE HANDLING OBJECTIONS PRE APPROACH: KNOW YOUR PRODUCT APPROACHING THE GUEST MAKING THE SALES
  • Know your Product
    • The name and pronunciation
    • The ingredients
    • The method of cooking
    • The portion size
    • The sauces and accompaniments
    • The replacements
  • The Opening
    • Welcome: Smile, Eye contact and appropriate greeting
    • Build Rapport : By asking questions
    • Identifying Wants and Needs : Want is something that a guest may like but not need. Needs are the essentials.
  • Making the sales presentation and Handing objections
    • Identify the opportunities.
    • Recommend dishes or sides as required.
    • Give the guest choices.
    • Don’t push.
    • Mention a unique feature of the product
    • Use descriptive words while explaining the dishes; adjectives like delicious, freshly prepared, home made, chilled, refreshing etc will make the dish more tempting
    • Speak with confidence
    • Read the body language of the guest. If he seems disinterested then change the recommendations, suggest something else.
    • Suggest a smaller portion or sharing
  • Asking for the sale
    • Asking the guest whether he would like to order the recommended dish.
    • Reassure the guest of the choice that he/ she has made
  • Objections
    • Don’t take it personally if the guests says no to the sale
  • Following up
    • Ascertain the guest’s satisfaction.
    • Thank the guest.
  • Suggestive S elling
    • Offer slow moving but highly profitable Items.
    • Consider availability and non-availability
    • Suggest beverages to go with their meal
    • Offer specialty of the day/house
    • Offer second servings of items ordered.
    • Suggest long drinks and fresh juices
    • Inform guest of food portioning for possible adjustments with their order/s..