Becoming a Top-Selling Waiter in Fine Dining
Strategies for effective communication to enhance upselling skills and menu presentation.
Introduction: In fine dining, effective communication is a powerful tool for enhancing the guest experience and increasing revenue through upselling. Tony Robbins' strategies for effective communication provide valuable insights into connecting with guests and persuading them to explore and enjoy additional offerings. This lesson focuses on integrating these strategies to elevate upselling skills and menu presentation.
I. Presenting the Menu with Impact:
Engaging Introduction:
Begin with a warm and engaging introduction to the menu. Use positive language and enthusiasm to pique interest. To be able to sell something to anyone, you need their trust! As waiters, we don’t have much time to earn the guest’s trust, so the first impression is crucial!
Dress to impress – the guests judge by the look first
Smile and greet the guests with a positive attitude – be confident and passionate when you talk about a product you want to sell
Be creative in your choice of words and your approach
THE GUESTS BUY WITH THEIR EYES – YOUR POSTURE AND YOUR GESTURES ARE YOUR BEST-SELLING TOOLS!
WHAT SELLS MOST:
Body language – 55%
The tone of voice – 38%
Content of speech – 7%
Highlight Signature Dishes:
Emphasize signature dishes, unique offerings, or chef's specials. Create curiosity and desire. (For our daily specials the chef is using only local products, growing in a bio environment on the island)
Storytelling:
Use storytelling techniques to narrate the journey of specific dishes, their ingredients, and culinary inspirations.
(I will just tell you that our pizza Chef is called Gerardo Pizzi, and he is a fifth-generation pizzaiolo from Napoli. Everything this guy is doing comes from the heart!)
Descriptive Language:
Employ vivid and descriptive language to make menu items sound appealing and mouthwatering. Use the magic words: modern, excellent, popular, favorite
(My favorite dessert in this restaurant is the tiramisu)
(Our most popular dish is Chicken Caciatore. People come from far away just for it.)
