Page 98 - Waiter-Learner Manual (ENGLISH).indd

FOOD AND BEVERAGE SERVICE - LEARNER'S MANUAL

7.1.3 Effective seller

The key to effective selling is a good knowledge of the menu. You should know all of the
products your restaurants sell. When you are completely familiar with the menu and how
each item is prepared, you can suggest dishes confidently and professionally.

Tips for more effective suggestive selling and up selling:

• Develop a “selling attitude”
• Be enthusiastic. It’s easier to sell something you’re excited about.
• Make food sound appetizing. Use word like “fresh,” “popular,” and “generous”
when describing menu items.
• Ask questions. Find out if guests are really hungry or just want something light;
whether they like chicken or beef; or if they feel like having something hot or cold.
• Suggest specific menu items. Don’t simply ask: “Would you like soup with your
meal?” instead point out: “A cold bowl of borscht would go nicely with your salad
on a hot day like this.”

7.1.4 Promoting Food & Beverage Service

Suggest your favourites.

Try as many menu items as you can, and tell guests you’ve tried them: “you’ll like
the chicken momo. It’s one of my favourites here.” But be honest- don’t say that
something you’re favourite when it is not.

Offer choice:

“Would you like
a slice of our famous
cheesecake or our
homemade pecan pie
for dessert?”

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