Like anything else in the restaurant industry, there are rules to selling especially when it comes to the art of up selling. To ensure sales success in your restaurant, whether you are just starting or an established server, here are ten of our commandments for sealing the deal and increasing sales.
1. Know your menu- we can't stress enough how important it is to know what you are talking about when you are describing a dish or up selling one. Knowing your menu will not only make you credible in the eyes of your guests but will keep you authentic when it comes to helping your guests in their decisions.
2. Communicate clearly- no one will take you seriously if you don't communicate clearly and confidently. You can practice by recording yourself and then playing it back to ensure your communication is coming across as you intended.
3. Make and maintain eye contact- if you want to be believed it is crucial to make eye contact with your guests. It suggests interest in them and their needs and projects confidence in yourself, the product you are offering, your services, and in what you are suggesting.
4. Always carry all necessary server tools- at all times be prepared it won't be good for your sales if a guest order a bottle of wine but you find yourself without a wine opener and the guest takes it as a sign that he/she should not be ordering a whole bottle. Always carry your tools, matter of fact if you can have a back up too.
5. Use humor- any humor that can make people feel good or inspired is always great when introducing specials to your guests. Everyone loves a good story, and people are more likely to buy when they are less serious. You will sell and up sell more if you can get your guests to lighten up and laugh.
6. Ask more than once- if you are told "no" figure out a way to circle back and ask in another way for a "yes". This doesn't mean you didn't listen, it just means you are sold on your view more than you are on your guests.
7. Check on your guests- leaving your guests after you serve their food or drinks doesn't mean your job is done always make sure the dish they ordered is just as good as they expected.
8. Always treat any other restaurants guests as your potential customers- regardless of the circumstances always treat a guest as your own potential customer, a simple "hello", "how are you" , or clearing their table can make a world difference.
9. Be positive- no matter in what mood the guest are or how they respond, keep your own mood light and maintain can do attitude throughout the conversations. When you go negative due to the customer being negative there's only one outcome and it's not good. Remember negativity succumbs to positivity.
10. Always smile- this is not just about your attitude but also about your physical manifestation. Practice smiling and do it until you can disagree with a smile, negotiate with a smile, over come objections with a smile, and sell with a smile. Smile at all times this is the secret to success.
1. Know your menu- we can't stress enough how important it is to know what you are talking about when you are describing a dish or up selling one. Knowing your menu will not only make you credible in the eyes of your guests but will keep you authentic when it comes to helping your guests in their decisions.
2. Communicate clearly- no one will take you seriously if you don't communicate clearly and confidently. You can practice by recording yourself and then playing it back to ensure your communication is coming across as you intended.
3. Make and maintain eye contact- if you want to be believed it is crucial to make eye contact with your guests. It suggests interest in them and their needs and projects confidence in yourself, the product you are offering, your services, and in what you are suggesting.
4. Always carry all necessary server tools- at all times be prepared it won't be good for your sales if a guest order a bottle of wine but you find yourself without a wine opener and the guest takes it as a sign that he/she should not be ordering a whole bottle. Always carry your tools, matter of fact if you can have a back up too.
5. Use humor- any humor that can make people feel good or inspired is always great when introducing specials to your guests. Everyone loves a good story, and people are more likely to buy when they are less serious. You will sell and up sell more if you can get your guests to lighten up and laugh.
6. Ask more than once- if you are told "no" figure out a way to circle back and ask in another way for a "yes". This doesn't mean you didn't listen, it just means you are sold on your view more than you are on your guests.
7. Check on your guests- leaving your guests after you serve their food or drinks doesn't mean your job is done always make sure the dish they ordered is just as good as they expected.
8. Always treat any other restaurants guests as your potential customers- regardless of the circumstances always treat a guest as your own potential customer, a simple "hello", "how are you" , or clearing their table can make a world difference.
9. Be positive- no matter in what mood the guest are or how they respond, keep your own mood light and maintain can do attitude throughout the conversations. When you go negative due to the customer being negative there's only one outcome and it's not good. Remember negativity succumbs to positivity.
10. Always smile- this is not just about your attitude but also about your physical manifestation. Practice smiling and do it until you can disagree with a smile, negotiate with a smile, over come objections with a smile, and sell with a smile. Smile at all times this is the secret to success.
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