How do restaurant waiters sell drinks?

When serving restaurant customers, restaurant waiters have another identity-restaurant dishes and drinks salesmen. Restaurant customers' understanding of restaurant dishes and drinks leads to consumption desire. On the one hand, it is related visual information conveyed through restaurant recipes, on the other hand, it is auditory information conveyed through the language introduction of restaurant waiters, which often has a more direct impact on customers' consumption desire. Therefore, restaurant waiters need to make full use of this advantage and adopt different restaurant promotion skills according to the consumption types of different restaurant customers in the process of introducing dishes and drinks before meals and serving during meals. Then, what marketing skills should our restaurant waiters master and how to use these skills to arouse the consumption desire of restaurant customers? Below, we will discuss the promotion skills of restaurant waiters for different restaurant products (dishes, drinks, etc.). ), different types of restaurant customer consumption (children, the elderly, couples, etc.). ) and different stages of restaurant service (before meals, after meals, etc. ). First, the three points of the restaurant waiter's marketing skills 1, the restaurant waiter should aim at the identity of different diners and the nature of the food. Generally speaking, family banquets should pay attention to material benefits and eat some special dishes. At this time, the waiter will introduce affordable popular dishes and dishes with our characteristics to the guests. Guests can not only eat well, but also taste the unique flavor, so as to achieve the purpose of being ostentatious and affordable when dining in the hotel. For business guests, waiters should master the psychology of ostentation and extravagance and pay attention to high-grade drinks, drinks and food, which not only shows the identity of diners but also shows their economic strength. At the same time, the waiter should also provide them with warm and thoughtful service, so that the guests feel that they are valued and have a good face when eating here. 2. Restaurant waiters should learn to observe words and observe colors and choose the right sales target. Restaurant waiters should pay attention to the words and deeds of guests when serving them. Generally speaking, extroverted guests are the objects that waiters sell products. In addition, if you receive banquets attended by the elderly, you should take into account that the elderly are generally frugal and do not like extravagance and waste, so it is not appropriate to sell them directly to the elderly. You should choose talkative guests as the sales target and sell them with the voice that the elderly can hear. In this way, no matter the elderly or other guests, it is easy to accept the waiter's sales advice, which is conducive to the success of sales promotion. 3. Restaurant waiters should use language skills flexibly to achieve the purpose of promotion. Language is an art, and different tones and expressions will have different effects. For example, when service personnel sell drinks to guests, they can ask in the following different ways: "Do you use drinks, sir?" The second question, "What would you like to drink, sir?" "Would you like beer, drinks, coffee or tea, sir?" Obviously, the third question provides several different choices for guests, and it is easy for guests to choose one under the guidance of service. It can be seen that the third marketing language is more conducive to marketing success. Therefore, using language skills can greatly improve the efficiency of sales promotion. Second, the sales skills of different products 1, the basic skills of selling food When the guests are invited to guide the guests to the table, the service staff should take the initiative to introduce the dishes served that day. At this point, the waiter should stand on the right side of the guest, keep the distance between 0.5- 1 meter, have a correct posture, smile, lean forward slightly, listen carefully and remember carefully. In the process of ordering food, we should pay attention to: first, if the guest doesn't order food, we must apologize first. "Sorry, business is particularly good today. XX vegetables are sold out. What do you think of XX dishes? " The dishes recommended to guests should be similar to those ordered by guests, or more distinctive. Second, if the guests order the same kind of food, remind them to order something else. Third, if the guests say they are in a hurry, try to persuade them to order faster dishes, and do not recommend steamed, fried or cooked dishes. Fourth, after the guest orders, ask the guest about the weight of the food he ordered, and then repeat the menu to the guest to check whether there are any mistakes or omissions. When you don't hear the guest clearly, say "I'm sorry, would you please say that again?" . Guests are advised to listen clearly when speaking. 2, the basic skills of selling drinks Before selling, the service staff should keep in mind the name, origin, flavor, price, characteristics, efficacy and other contents of the drink, and answer the guests' questions accurately and fluently. Vague answers will make guests doubt the price and quality of drinks in restaurants. Words such as "almost", "possible" and "as if" are also not allowed in the language. For example, when selling "XX tribute wine", you should sell it to the guests: "Sir, you really have a good eye. XX tribute wine is one of the best-selling wines in our store at present. The reason why it is popular with guests is that the mineral water used to make tribute wine comes from a local wonder' XX Spring'. XX tribute wine is a fragrant wine with pure fragrance, refreshing taste and unique flavor. At the same time, it is also a good gift for your relatives and friends. I believe you will choose it. Third, the promotion skills at different service stages 1, and the pre-meal preparation also has promotion skills. In fact, the promotion of restaurant products began from the moment customers walked into the restaurant. From the decoration of the restaurant, the collocation of food, to the setting of the desktop prepared before meals, it should really be said that "marketing is everywhere". The following is a special introduction to how restaurant settings are promoted to customers: putting columns on the menu, clamping other papers or other devices; Put the wine glasses and other tableware on the table; Special offers or promotional activities, such as wine tasting or monthly specials; Place food and beverage publicity cards on the dining table. These seemingly insignificant little links may be the first things that customers notice when they walk into the restaurant, so our restaurant waiters should dig out the promotion skills from some small links when preparing before meals. 2. Sales Skills during Dining Most guests who enter the restaurant don't have an accurate concept of what they eat today. After a short contact with the guests, an excellent service staff should be able to accurately judge the consumption level of the guests they receive. Only when the judgment is correct can we promote the dishes and drinks to the guests in a targeted manner. " After three rounds of wine and five dishes, the banquet reached its climax. At this time, waiters often lose no time to successfully promote hotel dishes and drinks. For example, "I'm sorry, gentlemen, I'm glad to see everyone drinking so happily, but there's not much wine left now." Do you need another bottle? "Often some dining guests will agree," OK, another bottle ",so that the wine can be sold easily. 3, the sales skills after the dish is served first tell the guest: "Sorry, your dish has been served, please enjoy it. If there are other needs, I am very willing to help you. "This has two meanings: first, let the guests know that the food has been served and see if it is consistent with their order; The second is to remind the guests that the food is not enough and you can add more. Fourth, the sales promotion skills for different types of customers 1, the sales promotion skills for children are generally brought by parents when eating in hotels. For children who don't go to restaurants often, everything in the restaurant will be very fresh. If you want to ask children what they like to eat, they usually don't say, but when choosing drinks, the opposite is true. Because of TV advertisements, children are familiar with the types of drinks. When receiving a child, you should consider what drinks to sell to make him like it. You can say, "Hello, my aunt introduced XX milk juice to you. Delicious. Delicious. If you like, tell my aunt that my aunt will get it for you? "2. Selling skills of the elderly When selling dishes to the elderly, we should pay attention to the nutritional structure of the dishes, and mainly recommend foods with low sugar content and easy digestion or soft and tender dishes. Why not try this dish in our hotel? Its name is crispy sugar tofu. The characteristic of this dish is that it tastes like tofu, but it is refined from raw materials such as egg white. Smooth, tender and delicious, with rich nutritional value. Because it looks like tofu, we call it "crispy tofu". It will definitely satisfy you. I wish you happiness as the East China Sea and longevity as the South Mountain. 3, sales skills for couples, couples go to the hotel to eat not really to eat food, but to eat the environment, romantic dining atmosphere will attract more couples to patronize. Service personnel should pay attention to observation in their work. If you confirm that the guests are lovers, you can sell some symbolic dishes when ordering, such as "banana shreds" symbolizing sweetness and intimacy. At the same time, the service staff can be proud of men, willing to show their strength and generosity in front of women, and can appropriately promote some high-end dishes when most of the consumption is paid by men. 4. Selling skills for picky guests In the daily reception service, the service staff often encounter some guests criticizing the "software" and "hardware" of the restaurant. For the guests who love to find fault, the service staff should first serve with the greatest patience and enthusiasm, and make suggestions to the guests "if there is one, then change it, if there is one, then encourage it, be neither humble nor supercilious, and give reasonable answers". Try to answer the questions according to the wishes of the guests, and ask the guests for their opinions when selling food and drinks. "Sir, I don't know what kind of food you like. Can you give me a hint? "I will try my best to meet your needs" and so on. At the same time, remember that no matter how picky the guests are, they should treat them with a bright smile. 5. The sales skills of hesitant guests Some guests often hesitate when ordering, and don't know which dish to order. In terms of personality, most of these guests belong to the type of "drifting with the flow". They have no opinions and are easily influenced by other people's opinions. Therefore, in the face of these guests, the service staff should grasp the atmosphere of the scene, accurately recommend the hotel's signature dishes and special dishes for the guests, and explain the recommended dishes. Generally, this kind of guests can easily accept the recommended dishes. Many times the guests ordered nothing for a long time, but what they ordered was recommended by the waiter. 6. Promotion skills for ordinary guests with consumption level Generally speaking, the consumption power of working-class guests is relatively weak. They pay more attention to the benefits of food and demand cheap and good quality dishes. When selling dishes to these guests, we must master the scale and learn to respect. If we sell too many high-end dishes, they will feel embarrassed and lose face, and even greatly hurt the self-esteem of the guests, which will easily make them feel bullied by the store. Therefore, when selling high-grade dishes and drinks, tentative marketing methods should be adopted. If the guest insists on not accepting it, then the service staff needs to turn around and make a fuss about the middle and low-grade dishes and drinks. Remember, guests with low consumption levels are also distinguished guests of the hotel, and favoritism will make these guests never look back. The sales language skills of restaurant waiters 1. Sales language skills 1- addition For example, if a guest asks you what dishes should be on his wedding banquet list, you can add them in words. "This table is only a phoenix without a dragon. Add another lobster, and the dragon and phoenix will be auspicious. " For another example, the guest booked a birthday party. When consulting you, you can say, "Adding a turtle to this birthday party will increase the meaning of birthday words." 2, selling language skills 2- subtraction, such as: "It's a pity not to eat roast duck until you get to the Great Wall." It would be a pity not to go to Beijing to eat roast duck. Come to Sichuan without eating Jiangtuan. After this village, there is no such shop. 3, selling language skills 3- multiplication For example, someone asked: "Why is this dish so expensive, is it sold in 28 yuan?" . "There are more than a dozen raw materials in it, which require a variety of cooking techniques and cannot be made at home." 4, selling language skills 4- Teacher For example, the guest asked: "Why is this spicy crab so expensive?" You can say, "This is a sea crab weighing two pounds. Eat for eight people, 1 person a few dollars, not expensive! " 5, selling language skills five-borrowing the words of others, you can borrow the words of consumers with a certain identity to prove and sell dishes. For example, you can say, "Manager Zhang likes this dish best. He said it was the best dish he had eaten recently. " "Manager Huang always orders this dish." XXX, a famous food critic, said it was excellent. This will increase credibility and sell the food. Finally, it is necessary to remind restaurant waiters that whether selling vegetables or drinks, they should pay attention to "degree" and avoid "selling for the sake of selling". Once customers are disgusted, not only can restaurant products not be sold, but also customers will have serious negative feelings, and the loss caused by the decline in customer satisfaction will be far above the prices of dishes and drinks sold.