F&B Enhanced Selling Skills (2 Days)

Introduction

This workshop provides participants with practical skills and knowledge for effective suggestive selling skills. In order to provide a total dining experience the food service professional must make suggestion, guide the guests in their selection and ensure that they have every opportunity to enjoy the best we can offered.

This comprehensive workshop utilizes formal tutorial input illustrated with presentation material, videos and group discussions.

Outcome

At the end of this program, participants will be able to:

- Provide a total dining experience to the guests by offering suggestive selling
- Understand the professional roles and qualities of a sales person
- Apply the techniques of effective communication
- Use the product knowledge to guide the guests in selecting a menu item
- Identify and respond to customer needs using anticipating skills
- Understand the different types of enhanced selling
- Use the suggestive selling techniques to increase sales
- Use appetizing descriptions when taking order

Select to design your own content and request for a customized quotation

No Topic Topic Description
1 INTRODUCTION
  • Welcome learners and icebreaker activities
  • Overview of the programme
2 CUSTOMER SERVICE-PROFIT CHAIN
  • What is Customer Service-Profit Chain?
  • Why is Customer Service So Important?
  • What the Customer Buys?
  • High-Quality Customer Service.
3 TOTAL DINING EXPERINCE
  • Product
  • Service
  • Ambience
  • Employee
4 THE PROFESSIONAL SALES PERSON
  • Qualities of an Effective Sales Person
  • Different Types of Sales Person
  • What is Your Professional Roles?
5 CREATING A POSITIVE IMPACT AND DEVELOPING RAPPORT
  • Creating a Positive First Impression
  • 3 Elements of Creating a Positive Impact
  • Face to Face with the Customer
  • Over the Telephone
  • How Can You Build Rapport with Customer?
  • Pacing & Mirroring
6 DISCOVERING THE CUSTOMER’S NEEDS
  • Types of Guests
  • Identifying Guest Needs and Wants
  • Questioning Skills
  • Listening Skills
  • Observational Skills
  • Anticipating Skills
  • Analysing and Interpreting Information
7 PRODUCT KNOWLEDGE I
  • What Customers Consider When Selecting A Menu Item
  • Product Information
  • Basic Nutrition
8 PRODUCT KNOWLEDGE II
  • Vegetarian and Their Diets
  • Food Allergies
  • Cooking Methods
  • Terminology
9 ENHANCED SELLING
  • What are the Benefits to Us?
  • Types of Enhanced Selling.
  • What is Suggestive Selling?
  • What is Up-Selling?
  • What is Cross-Selling?
  • What is On-Selling?
10 SUGGESTIVE SELLING TECHNIQUES
  • Read Your Guests
  • Listen
  • Suggest Specials and Extras
  • Guide The Guests
  • Offer Options
  • Know Your Product
  • Use Appetizing Descriptions
  • Ask For Sales
11 SUGGESTIVE SELLING ROLE PLAY
  • Applying the 8 Steps of Suggestive Selling Techniques
  • Understanding Product Knowledge based on Menu
  • Taking Order Techniques
  • Describing Menu Items Effectively & Using Appetizing Descriptions
  • Cooking Process
  • Colours
  • Tastes & Textures
  • Smell

Expert

Image

Social Media Icons

Copyright © 2021 PROFESSIONALS ASIA CONSULTANCY 202103127752 (RA0071453-H) - All rights reserved.

Register Form

Cancel

Sign in to your account

Register Form

Cancel

Sign in to your account