文档介绍：SWEET
Selling With Extra Effort Together
Programme Objectives
• Describe and demonstrate the opportunities and methods
available to increase sales
• Explain and demonstrate the techniques used to mend
food and beverage items that encourage the customer to buy
• Demonstrate the importance of being able to read a guest and
offer the correct items to meet your guest’s needs
• Demonstrate how to handle objections effectively and offer
alternatives
• State the benefits of checking guest satisfaction and
demonstrate how to do this
Selling Skills - Objectives
• Describe the opportunities you have to
increase sales by suggestively selling to
your customers
• Identify opportunities to improve on an
initial sale by either lateral selling or
upselling
• State the 3 elements of a sale
Suggestive Selling
Suggestive selling is describing a
product using words which motivate
and tempt by creating an image in the
customer’s mind and so making the
customer need or want the product
Upselling
• Selling more of, or a more expensive
version of, the original purchase
New Zealand Chardonnay instead of house wine
A large glass instead of a small glass
Lateral Selling
• mending additional items which
complement their main purchase
. mending breaded mushrooms or
onion rings with steak and fries
Product Knowledge - Objectives
• Demonstrate the techniques used to
mend a menu / beverage items that
encourage the guest to buy
• State how you can improve your product
knowledge
There is a saying:
“If you don’t ask you
don’t get, the more you ask
the more you get!”
Reading the Guest - Objectives
• State the importance of being able to read a
guest
• Demonstrate the skills of offering appropriate
food and beverage items to different types of
guest
Handling Objections & Offering
Alternatives - Objectives
• Demonstrate how to handle objections
effectively
• Demonstrate how to offer alternati