Suggestive Selling

Techniques and
Procedures
Basic communication skills
 Suggestive Selling Techniques
and Procedures
• It is act of giving suggestion and ideas to the guest or
customer to add from original orders, which leads to
increase of sales and have higher satisfaction. The
server should be careful not be become too aggressive
but rather, he should be able more helpful by giving
ample time to the guest in deciding what to order. You
can make suggestion from each section on the menu.
 Suggestive Selling Tips
• Get to the table before guest look at the menu. Be ready
for some questions asked from the guest or customer,
make it sure you know. the standard price.
• Do not interrupt the dining guest while they are
selecting food from the menu or ordering something.
Suggest food or beverage when the guest is done with
their order. Such an interruption might create an
element of doubt in the guest mind that you merely
suggesting items only to increase the sales and that you
really have no concern for her/his needs.
 Suggestive Selling Tips
• Know when to make suggestions to the guest. If the
guest is undecided into what food, they will order.
• Read the customers/guest at the dining table. Learn to
read customers body language and adapt our
suggestions accordingly. If one of customer seems
indecisive or hesitant when ordering, jump in describe
your favorite menu items. Take some action to suggest
signature food or beverage.
• Understand the guest needs. Respect needs of the
guest base on he/his beliefs, suggest some type of
food.
 Suggestive Selling Tips
• Avoid using words describing negatively. Try to find
words that could not describe "no" or "do not" how
through the thought that the customer or guest may
appreciate the food that present in the menu.
• Always wear your smile. In suggesting food or
beverage to your guest it's one way to order for what
food suggested from the server.
• Be price sensitive. Base on their budget, like, if the
guest wants to have food with beverage the order
range of php 300 php 400 do not suggest over the
amount.
Suggestive Selling Tips

• Suggest according to the season and ambiance or

location of the restaurant.
• Suggestive selling contributes to the guest's
satisfaction, particularly when there is a sincere
desire to really help the guest in the first place.
Basic Example of Suggestive
Selling in the Restaurant

1. I can recommend today's special ________

2. Allow me to recommend __________, It is our

best seller.

3. Have you tried our _________, It is juicy and

delicious.
What is upselling ?

Up-selling is a sales technique permitting to

increase revenues with the same number of covers,
therefore increasing guest check average.
Basic examples of up-selling in the Fast-Food
Restaurants:

• "When you order burger, you will often be

asked."

"Do you want fries with your burger ma'am/sir?

• Up-selling can be a win-win for everyone.
• Try to offer items that may not be on the menu and guide
your guest through the dining experience so that they can
fully enjoy your wonderful restaurants.
• You must put the needs of your customers first, the
money follows.

It is important that you....

• You know the cocktails and beverage options.
• Know all menu items (presentation, ingredients).
• Know the catch of the day.
• Know the daily specials.
• Know your desserts.
• Know the Price!!
What is the bottom-line goal of upselling and suggestive
selling?

• For long-term relationships with consistently satisfied

customers encouraging sales and repeat sales to ensure
long-term growth.

Remember!!!
• You can only sell a product if you know it by heart! You
never know who you are selling the product to, be careful!