Sales methods. Part two

There are times when there is a dish missing from the kitchen. And, as it happens, the guests want to order it 😊. You have to say “Unfortunately this dish is not available”.

Now try to imagine yourself in the guest's shoes. You've come for a burger. To the bar, you envisioned a huge, juicy, sauce and melted cheeseburger. You walk into the bar, eagerly take a table, the waiter comes over, you place your order, and UPS...you hear, “Sorry to disappoint you, this burger is not available.”

And in most cases: “NO burgers” (the impenetrable face of the waiter and the glowing letters of the word “NO” in your eyes). The evening is ruined. And you can do the exact opposite. Instead of refusing a guest, offer an alternative option!
- The thing is, we only serve fresh burgers, and the meat for this burger needs to mature to make it soft and juicy, but I can suggest trying the Burger s...., made from the freshest patty that was made just this morning, with caramelized onions, our own barbecue sauce and rhombomere cheese. By the way, we toast the buns on both sides so they are crispy and soft at the same time.

If a guest refuses a dish, do not insist. After all, the main thing for us is the tastes and preferences of the guests.
Never challenge the guest's opinion. The guest is a person who brings money to your institution. Avoid being intrusive. Too intrusive an offer of any dish suggests that the quality of the offer is not good.

If the guest argues on a topic, and you think that it is the reasoning of a dilettante - time to prove to the guest, that he does not understand anything about the topic. Perhaps it is your knowledge that is wrong or outdated. Even if the guest does not understand the subject of reasoning, do not rush to make him laugh. Be not only competent but also sensitive. If the guest is located to a friendly dialog, and you are confident in your competence on the subject under discussion, without attracting the attention of others, in two words point out to the guest the inaccuracies, and always with the reservation that you have other data on the subject of reasoning.

Remember: every person values his or her opinion. The restaurant is not a place for re-education and not an institute for advanced training.

People perceive information in different ways. Therefore, the dishes should be described using different descriptive adjectives. It is recommended to use the following classifications: visual, auditory, and kinesthetic. What are they characterized by?

Visual is mainly focused on visual perception of information, he needs to visualize the dish. This means you need to use adjectives that will help him do this.
For an auditory learner, who perceives information better by ear, it is enough to hear your description. Therefore, describe the dish vividly.
A kinesthetic has a perception based on taste sensations. Try to use adjectives that will help him to present the dish to taste.

It must be said that determining to which category your guest belongs, is not an easy task and requires practice. If you do not have enough experience in this, just use a variety of adjectives that allow different guests to hear what is more understandable and easy to understand for them.

Here's a small list of “tasty words” to enrich your colorful descriptions of food and drink.
- Slightly spicy but not spicy, a real success, very pleasant tasting, cooked according to the original recipe, chilled, properly aged, natural, crumbly, crisp, fresh, impatient, invigorating.

This will convince the guest of the correct choice. It's very easy to do:
- So you settled on the “Lamb Burger” - a great choice, it's one of the most popular dishes in our restaurant.

Don't offer a guest a lot of dishes if you don't think he can eat them all. Tell him/her directly about your uncertainty. If the guest takes a lot of dishes and can not eat them, he will blame you for the mistake of choice and he will be right. You have a much better sense of portion size.
Be confident in success and you will achieve it!

Taking care of you and your business,

Bill&Tip (Bill and Tip) Team.

Want to learn more about how Bill&Tip can help your business or request a consultation from our team, simply follow this link.

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