What is Suggestive selling ?

A sales technique where the employee asks the customer if they would like to include an

additional purchase or recommends a product which might suit the client.

Suggestive selling is used to increase the purchase amount of the client and revenues of

the business.

Basic examples of Suggestive Selling

• Fast food restaurants :

I can recommend today’s special ___.

Allow me to recommend ____. You will certainly like it. It is delicious.

Have you tried our _____? It is juicy and delicious.

What is Up-selling ?

Up-selling is a sales technique permitting to increase revenues with the same number of covers,
therefore increasing a restaurant’s guest check average.

Basic examples of Up-Selling

• Fast food restaurants : When you order a burger, you will often be asked” do you want fries with
that?”

• Up-selling is when you call a person’s attention to an item of greater quality (and cost)

• Suggestive selling, you are acting as a consultant (the most professional technique)

Professionalism in up-selling

• Know all your menu items (taste, preparation, presentation)

• Know the product name

• Know the value of your product

• Know the selling price

• Know at least 2 options when up-selling (choose items you usually like)

• Know your guests profile, assess you host who is your key customer