Merchandising techniques for catering services

Sales skills for catering services

1. Basic skills for selling meals

After the greeter leads the guests to the table, the service staff should take the initiative to Guests introduce the dishes served that day. At this time, the waiter should stand on the right side of the guest, keeping the distance between 0.5 and 1 meter, with a straight posture, a smile on his face, his body leaning slightly forward, listening attentively, and taking notes carefully. There are two points to pay attention to when ordering:

First, if the dish ordered by the customer is not served, you should apologize first? Sorry, business is very good today, XX dishes have been sold out, please see XX How was the food? The dishes recommended for guests should be similar to what the guests ordered, or be more distinctive.

Second, if the guest orders the same type of dish, the guest should be reminded to order other dishes.

Third, if the guest expresses that he or she is in a hurry, try to suggest that the guest order faster dishes, and do not recommend steamed, fried, or stuffed dishes to the guest.

Fourth, after the guest has finished ordering, ask for the portion of the order, and then repeat the menu to the guest to check if there is anything he heard wrongly or missed. What do you say when you don’t hear the guest clearly? I’m sorry, could you please repeat it? It is best to speak in a voice that guests can hear clearly.

2. Basic skills for selling wine

Before selling, the service staff should keep in mind the name, origin, flavor, price, characteristics, efficacy, etc. of the wine, and answer the guests’ questions. Accurate and fluent. Vague answers will make guests doubt the price and quality of the drinks served in the restaurant. It is also not allowed to use words such as "almost", "maybe", "like" etc. in language.

For example, when promoting "XX tribute wine", you should promote it to the guests: "Mr. , you are really discerning. XX tribute wine is one of the best-selling liquors in our restaurant. The reason why it is so popular among guests Welcome, because the mineral water used to make the tribute wine comes from a local wonder, XX Spring. XX tribute wine is a light-flavor wine with a pure fragrance, a refreshing taste and a unique flavor. It is also a good gift for your relatives and friends. I believe you will be satisfied if you choose it. ?

3. Sales skills during dining

Most of the guests entering the restaurant do not have an accurate idea of ??what they will eat today. An excellent service staff should be able to accurately judge the level of consumption of the guests they receive after a brief contact with the guests. Only with correct judgment can they sell dishes and drinks to the guests in a targeted manner.

After three rounds of wine and five flavors of food, the banquet will enter a climax. At this time, the waiter will often be successful if he seizes the opportunity to promote the hotel's dishes and drinks. For example: Excuse me, gentlemen, I am also very happy to see everyone drinking so happily, but there is not much wine left. Do I need another bottle? Often someone among the dining guests will echo, Okay, Then have another bottle? This way the wine will be easily promoted.

4. Sales skills after the dishes are served

After the dishes are served, you must first tell the guests: Excuse me, your dishes have been served, please take your time. If you have any other needs, I'm more than willing to help you. ?This has two meanings: one is to let the guests know that the dishes have been served and see if they are consistent with the dishes they ordered; the other is to remind the guests that if the dishes are not enough, they can add more dishes.

5. Sales skills to children

Children are usually brought by their parents when dining in hotels. For children who do not frequent restaurants, everything in the restaurant will feel fresh. . If you ask children what they like to eat, they usually can't tell you, but the opposite is true when it comes to choosing drinks. Due to the role of TV advertisements, children are familiar with the types of drinks. When entertaining children, consider promoting the type of drink that will appeal to them.

You can say this: Hello, kid, aunt introduces you to XX milk juice. It is very delicious and delicious. If you like it, tell aunt and can she help you get it?

6. For the elderly Sales skills

When selling dishes to the elderly, you should pay attention to the nutritional structure of the dishes, and focus on recommending foods with low sugar content, easy to digest, or dishes that are soft and not tooth-friendly. Why not: Why don’t you try it? The name of this dish in our hotel is Crispy Sugar Tofu. The characteristic of this dish is that it tastes like tofu, but it is made from egg white and other raw materials. It is smooth and tender in the mouth, has a delicious flavor and is rich in nutritional value. Because its appearance resembles tofu, we call it? Crispy sugar tofu?. I believe you will be satisfied, and I also wish you a happy life like the East China Sea and a longevity as long as the Southern Mountains.

7. Sales skills for couples

Lovers go to hotels to dine not really for the food, but for the environment. The romantic dining atmosphere will attract more couples to visit. The service staff should pay attention to the observation at work. If it is determined that the dining guests are lovers, they can promote some symbolic dishes when ordering, such as "drawn banana" to symbolize sweetness, glue and lacquer, etc. At the same time, the service staff can show face to men, be willing to show their strength and generosity in front of women, and when most of the purchases are made by men, they can promote some high-end dishes appropriately.

8. Sales skills to picky customers

In daily reception service work, service staff often encounter customers who comment on the restaurant's software and hardware. For guests who like to find faults, service staff must first serve with the greatest patience and enthusiasm. They must change the opinions raised by the guests if they are there, encourage them if they are not, be neither humble nor overbearing, and give reasonable answers. You should try your best to answer questions according to the guests' wishes, and ask for their opinions when selling meals and drinks. How about Sir, I don't know what kind of dishes you like. Could you please give me a hint? I will satisfy you to the maximum extent. What are your needs? Wait, and at the same time, remember that no matter how picky the guests are, they must be treated with a bright smile.

9. Sales skills to hesitant customers

Some customers are often hesitant when ordering, not knowing which dish to order. In terms of personality, most of these customers are of the "go with the flow" type, have no independent opinions and are easily influenced by other people's opinions. Therefore, when facing these guests, the service staff must grasp the atmosphere of the scene, accurately recommend the hotel's signature dishes and special dishes to the guests, and explain the recommended dishes. Generally, this type of customer easily accepts the recommended dishes. In many cases, the customer chooses for a long time without ordering anything, and everything they order is recommended by the waiter.

10. Sales skills to customers with average consumption levels

Generally speaking, the spending power of working-class customers is relatively weak. They pay more attention to the affordability of meals and require cheap and high-quality dishes. When selling dishes to these customers, you must grasp the scale and learn to respect them. If you sell high-end food too much, it will make them feel embarrassed, lose face, and even greatly hurt the self-esteem of the guests. The customer has the mentality of being bullied by the store. Therefore, when promoting high-end dishes and drinks, tentative sales methods should be adopted. If the guests insist on not accepting it, then the service staff will need to turn around and make a fuss about the mid- and low-end dishes and drinks. Remember, guests with low consumption levels are also valued guests of the hotel. Treating one over the other will make these guests never look back.