Suggestive Selling in the Restaurants

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  • Suggestive Selling in the Restaurants

    1. 1. 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?
    2. 2. W ho knows the best about the food and beverage in a restaurant?
    3. 3. Its y ou!
    4. 4. Do you know that 70% of the guest do not know what they will order when they come to the restaurant..
    5. 5. 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.
    6. 6. S elling by S uggestions
    7. 7. <ul><li>S uggestive s elling: </li></ul><ul><li>Is to increase a guest’s original order by giving them suggestions and ideas and in turn increasing guest satisfaction and average spend. </li></ul>
    8. 8. <ul><li>Suggestive selling is an integral part of guest service. </li></ul><ul><li>It is your responsibility to get the guest order for the product which is right for them; but it should be done discreetly. </li></ul>
    9. 9. And moreover guest’s are open to suggestions because.. <ul><li>It saves them time </li></ul><ul><li>It saves them money </li></ul><ul><li>It saves them effort </li></ul><ul><li>They get to experiment new products. </li></ul>And it’s a win-win situation for both!!
    10. 10. The S elling P rocess
    11. 11. PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS FOLLOWING UP ASKING FOR THE SALE HANDLING OBJECTIONS PRE APPROACH: KNOW YOUR PRODUCT APPROACHING THE GUEST MAKING THE SALES
    12. 12. Know your Product <ul><li>The name and pronunciation </li></ul><ul><li>The ingredients </li></ul><ul><li>The method of cooking </li></ul><ul><li>The portion size </li></ul><ul><li>The sauces and accompaniments </li></ul><ul><li>The replacements </li></ul>
    13. 13. The Opening <ul><li>Welcome: Smile, Eye contact and appropriate greeting </li></ul><ul><li>Build Rapport : By asking questions </li></ul><ul><li>Identifying Wants and Needs : Want is something that a guest may like but not need. Needs are the essentials. </li></ul>
    14. 14. Making the sales presentation and Handing objections <ul><li>Identify the opportunities. </li></ul><ul><li>Recommend dishes or sides as required. </li></ul><ul><li>Give the guest choices. </li></ul><ul><li>Don’t push. </li></ul><ul><li>Mention a unique feature of the product </li></ul>
    15. 15. <ul><li>Use descriptive words while explaining the dishes; adjectives like delicious, freshly prepared, home made, chilled, refreshing etc will make the dish more tempting </li></ul><ul><li>Speak with confidence </li></ul><ul><li>Read the body language of the guest. If he seems disinterested then change the recommendations, suggest something else. </li></ul><ul><li>Suggest a smaller portion or sharing </li></ul>
    16. 16. Asking for the sale <ul><li>Asking the guest whether he would like to order the recommended dish. </li></ul><ul><li>Reassure the guest of the choice that he/ she has made </li></ul>
    17. 17. Objections <ul><li>Don’t take it personally if the guests says no to the sale </li></ul>
    18. 18. Following up <ul><li>Ascertain the guest’s satisfaction. </li></ul><ul><li>Thank the guest. </li></ul>
    19. 19. Suggestive S elling <ul><li>Offer slow moving but highly profitable Items. </li></ul><ul><li>Consider availability and non-availability </li></ul><ul><li>Suggest beverages to go with their meal </li></ul><ul><li>Offer specialty of the day/house </li></ul><ul><li>Offer second servings of items ordered. </li></ul><ul><li>Suggest long drinks and fresh juices </li></ul><ul><li>Inform guest of food portioning for possible adjustments with their order/s.. </li></ul>

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