Food and Beverage

Suggestive Selling
Waiters Guide
 Introduction
• Suggestive selling is more than just a way
to get guests to increase the quality and
quantity of their food and beverage
purchases
• It is a technique that can help you make
your guest more satisfied and your
establishment more profitable, while
increasing your own professionalism,
confidence and income
Refer to the following ideas often so
that you can use them in your own
suggestive selling efforts

• Read your Guests

– Observe them
– Get a feel for who they are.
– Ask questions
– Know what they might want need, and expect
• Listen
– Pick up on guests’ verbal cues.
– Determine if they are in a hurry.
– Learn their special dietary needs
• Suggest specials and extras
– Recommend items that are on special or are
specialties of the house.
• Guide the Guest
– Using signals you’ve picked up on. Guide
guests in their selections
• Offer Options
– Offer two or three options for guests to
consider.
– Ask guests which of the items they want, not
whether they want something.
• Know your product
– Know the menu thoroughly, including daily
specials and specialties of the house
– Known the ingredients in all items.
– Know how items are prepared and garnished.
– Know how long each takes to prepare
• Use appetizing descriptions
– Make the food sound appealing by using
terms that stimulate the guest imaginations.
• ‘Exotic, fresh fruit garnish’.
• ‘Marinated and basted in a special sauce’.
• ‘I’ve tried it; it’s really delicious’/
• ‘Tossed with fresh, sautéed vegetables in a light
sauce’.
• Ask for the sale.
– Frequently, guests will not make a purchase
decision without some prompting you have to
do the asking.
 Selling Terms
Instead of….. Say….

“You don’t want wine, do “Can I get you a glass or

you?” carafe of Chenin Blanc this
evening?” or “you’d like to
try one of our specially
recommended wines?”

“Would you like a drink?” “Can I get you of our

refreshing Serena special
cocktail?”
 Summary
• “READ” the guest and decide what to sell
• EXPAND the customer’s awareness of
what is available
• EXPLAIN the features of what you’re
selling
• TELL the benefit
• CLOSE the sale
• COMPLIMENT the customer’s choice