AFFORDABLE WAY'S OF INCREASING DESSERT SALE IN RESTAURANT

1
BY ABHIJEET .R. SALVI

• SIMPLE AFFORDABLE WAYS OF INCREASING
  DESSERT SALES IN THE RESTAURANT.

2

• WE HAVE TO SELL OUR HOME MADE PREPARED BY THE
  RESTAURANT . DESSERTS IN A VERY PROFESSIONAL
  WAY.

3

• SERVERS BOTH CAPTAINS STEWARDS THE KEY PART
  OF ANY RESTAURANT .
• SO TO IMPRESS OUR GUESTS , WE NEED TO ACT
  PROFESSIONALLY HAVE TO SELL OUR PRODUCTS
  PROFESSIONALLY.

4

• A GOOD SERVER KNOWS HOW TO UPSELL THE
  PRODUCT .
• WHAT IS UPSELLING
• IT IS SIMPLY INFORMING OUR GUESTS ABOUT OUR CORE
  PRODUCT .

5
CONT .

• AND FOR THAT MAKING OUR GUEST SPEND MORE
  ON THAT QUALITY PRODUCT .

6
UPSELLING BASICS

• IN ANY RESTAURANT UPSELLING SHOULD BE DONE WITH
  LITTLE MORE FINENESS .
• THE KEY TO UPSELLING IS TO DO IT IN SUCH A WAY ,
  THAT THE GUEST DOESNT COME TO KNOW THAT HE / SHE
  HAS BEEN SOLD SOMETHING .

7

• THE BEST WAY TO UPSELL OUR CORE PRODUCT IS TO
  GIVE MOUTHWATERING DESCRIBTION OF THAT PRODUCT .

8

• OFFER OUR CORE DESSERT TO OUR GUESTS BEFORE
  THE GUESTS THINK ABOUT OTHER DESSERTS .

9

• UPSELLING DISPLAYS THAT OUR RESTAURANT SERVICE
  TEAM IS KNOWLEDGEABLE ABOUT OUR CORE PRODUCTS .

10
LAST WAY OF IMPRESSING .

• ALWAYS REMEMBER DESSERT IS THE LAST DIRECT WAY ,
  BY WHICH WE CAN IMPRESS OUR GUESTS .BY THIS WE
  CAN MAKE THEM VISIT AGAIN TO OUR RESTAURANT TO
  DINE OR TO HAVE ONLY OUR CORE DESSERTS.

11

• RESTAURANT DESSERTS ARE A BIT HARD TO SELL , THAN
  THOSE APPITIZERS . BECAUSE DESSERTS ARE ALWAYS
  SERVED AT THE END OF EVERY MEAL .

12

• ACCORDING TO MY RESEARCH OBSERVATIONS , THE
  BEST TIME TO OFFER OUR CORE DESSERT TO OUR
  GUESTS WHEN THEY HAVE ORDERED THEIR MEAL
  BEFORE THEIR FOOD ARRIVES ON THE TABLE .

13

• THIS GIVES AMPLE OF TIME TO THE SERVER TO
  DESCRIBE OUR CORE SIGNATURE DESSERT TO OUR
  VALUED GUESTS .

14

• DESSERT IS THE PERFECT WAY TO FINISH ANY MEAL .
  BUT FOR THAT THE SERVER SHOULD REALLY PULL OFF
  HIS SOCKS NEED TO INDULDGE THE ART OF
  SALESMANSHIP INSIDE HIM .

15

• ONCE THE TABLE IS READY FOR THE FINAL COURSE THAT
  IS DESSERT , SERVERS SHOULD AVOID ASKING
  QUESTIONS LIKE ARE YOU INTRESTED IN ANY
  DESSERTS ?
• WITH THIS KIND OF SELLING , THE EXPECTED ANSWER
  FROM TH GUEST WOULD BE NO .

16
CATCHING STATEMENT

• THERES NOTHING BETTER THAN OUR SERVERS MAKING
  THE SUGESSTIONS TO GUESTS AT THE BEGINNING OF
  TAKING ORDER BY SAYING
  SAVE ROOM FOR OUR AMAZING HOME MADE
  SIGNATURE DESSERTS.

17
UPSELLING STRATEGIES

• 1 ALWAYS CARRY A DESSERT MENU PUT IT IN
  FRONT OF EVERY GUESTS , THEN EXPLAIN THEM
  IN DETAIL .

18

• 2 THE SERVERS NEED TO CREAT AN ATTRACTIVE IMAGE
  OF THE INHOUSE DESSERT IN FRONT OF THE GUESTS
  .WHICH HELPS TO SELL MORE EFFECTIVELY THAN JUST
  LISTING THE DESSERT OR JUST LEAVING THE DESSERT
  MENU ON THE TABLE .

19

• 3 THE SERVER SHOULD NOT BE AFRAID TO USE A FEW
  SUPERLATIVES WHILE DESCRIBING THE DESSERT SUCH AS
  CREAMY , A PERFECT COMBINATION , CHOCOLATY , BY
  THESE SOMETIMES THE GUEST WILL NOT EVEN ASK THE
  PRICE OF THE DESSERT .

20

• 4 SHOW OFF OUR CORE DESSERT REMEMBER ALWAYS
  CARRY THE DESSERT AT THE TABLE LEVEL , NOT
  ABOVE THE HEAD LEVEL OF THE TABLE .THIS IS FOR
  THE OTHER GUESTS TO VISUALISE THE PRODUCT MAKE
  THEM AWARE OF OUR CORE PRODUCT.

21

• 5 WE HAVE TO USE UPSELLING STATEMENTS , SUCH AS
  IAM QUITE SURE YOU WOULD LIKE OUR DESSERT
  TONIGHT . MOST OF THE GUESTS WANT TO HAVE
  DESSERTS , BUT MANY A TIMES SERVER FAILS TO
  IMPRESS THE GUESTS BY HIS STATEMENTS WHICH HE
  USES TO DESCRIBE THE DESSERT .

22

• 6 CONSIDER SELLING THE DESSERT BEFORE THE MEAL .
  INFORM THE DINNERS THAT THE RESTAURANT HAS A
  HOME MADE DESSERT , BUT IN VERY LIMITED QUANTITY
  , SO MAY I PUT ONE ASIDE FOR YOU .

23

• ALWAYS REMEMBER THAT FOR MOST OF THE DINERS ,
  THE LASTING MEMORY FOR THEM ABOUT THE RESTAURANT
  IS THE DESSERT .

24

• 7 WE HAVE TO EMPHASIZE ON ITS QUALITY ,
  FRESHNESS MOST IMPORTANT ITS UNIQUENESS .
  WHICH IS VERY RARE TO FIND .

25

• 8 THE SERVER SHOULD NOT BOTHER THE GUEST THE
  BEST TIME TO UPSELL THE DESSERT , WHEN GUESTS
  THE SERVE FOR HIS OPINION , THE SERVER SHOULD
  TAKE THE OPPORTUNITY SELL OUR CORE DESSERT TO
  GUESTS.

26

• 9 PROVIDING USEFUL SUGESSTIONS UPSELLING
  SHOULD SEEM LIKE GOOD SERVICE RATHER THAN SALES
  TECHNIQUE . FOR THIS IT IS BEST THAT THE SERVER
  KNOWS EVERYTHING ABOUT THE MENU OFFERING , SO
  THAT THEY CAN PRACTICE GOOD CONSULTATIVE SELLING
  MAKE APPROPRIATE SUGESSTIONS .

27
CONT ..

• SERVERS SHOULD POSSESS VERY GOOD TECHNIQUE OF
  READING GUESTS BEHAVIOUR SIGNALS .
• SUCH UPSELLING TECHNIQUES WILL BE VIEWED NOT AS A
  SALES TACTIC , BUT AS A QUALITY SERVICE .

28

• 10 MAKE UPSELLING CONVINCING SERVERS SHOULD
  BE KNOWLEDGEABLE SEEMS TO BE EXCITED ABOUT THE
  PRODUCT THEY ARE SELLING . FOR EG SERVERS
  SHOULD NOT JUST ASK THE GUESTS , WOULD YOU LIKE
  TO HAVE DESSERTS ? INSTEAD THEY SHOULD MENTION
  THE BENEFITS OF GETTING THE DESSERTS SHOULD
  MAKE THE DESSERT SOUND MORE EXITING .

29
CONT

• LIKE WOULD YOU LIKE TO END YOUR MEAL WITH
  SOMETHING VERY SPECIAL ? ALWAYS REMEMBER , LOT
  OF GUESTS REALLY WANT THE PRODUCT , BUT PERHAPS
  THEY ARE NOT IMPRESSED WITH OUR SELLING
  TECHNIQUES .

30

• 11 KNOWING THE GUEST SERVERS SHOULD HAVE THE
  ABILITY TO READ THEIR GUESTS BEHAVIOUR
  ACCORDING TO IT THEY SHOULD APPROACH THE GUESTS
  TO UPSELL A PARTICULAR PRODUCT .

31

• ALWAYS REMEMBER JUST FOR THE SAKE OF SELLING
  THE CORE PRODUCT , SERVERS SHOULD NOT SELL THE
  PRODUCT , THIS MIGHT HAVE REVERSED AFFECT .
• AS THHIS WILL KILL OUR SERVICE , WHEN UPSELLING
  IS WRONG .