When serving restaurant customers, restaurant waiters have another identity-restaurant dishes and drinks salesman. 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 for different restaurant customers' consumption types in the process of introducing dishes and drinks before meals, serving during meals and serving. Then, what marketing skills should our restaurant waiters master, and how can we use them to arouse the consumption desire of restaurant customers? Below, we will discuss the sales promotion skills of restaurant waiters with you for different restaurant products (dishes, drinks, etc.), different types of restaurant customers' consumption (children, the elderly, couples, etc.) and different stages of restaurant service (before meals, during meals, etc.). 1. The three main points of the restaurant waiter's sales promotion skills 1. The restaurant waiter should make focused sales promotion according to the identity and dining nature of different diners. Generally speaking, family banquets should pay attention to the benefits and eat some special features at the same time. At this time, the waiter should introduce the affordable popular dishes and dishes rich in our characteristics to the guests. Guests can not only eat well, but also taste the unique flavor, thus achieving the goal of being ostentatious and affordable when dining in a grand 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 warm and thoughtful service for them, so that the guests feel that they are valued and eat here with great face. 2. Restaurant waiters should learn to observe words and observe emotions and choose the right sales target. Restaurant waiters should pay attention to the words and deeds of guests when serving them. Generally, extroverted guests are the target of waiters to promote products. In addition, if you receive a banquet attended by the elderly, you should consider that the elderly are generally frugal and do not like extravagance, so it is not appropriate to sell directly to the elderly. You should choose talkative guests as the sales target and sell them in a voice that can be heard by the elderly. In this way, both the elderly and other guests are easy to accept the sales suggestions of the waiters, which is conducive to the success of sales promotion. 3. Restaurant waiters should use language skills flexibly to achieve sales promotion. Language is an art, and different tones and expressions will have different effects. For example, when the service personnel sell drinks to the guests, they can ask in the following different ways: "Do you use drinks, sir?" Second question, "What kind of drink would you like, sir?" "Would you like beer, drinks, coffee or tea, sir?" Obviously, the third question provides several different choices for the guests, and it is easy for the guests to choose one under the guidance of the service. It can be seen that the third marketing language is more conducive to successful marketing. Therefore, using language skills can greatly improve the efficiency of sales promotion. Second, the sales skills of different products 1. Basic skills of selling meals When the guests are led to the table, the service staff should take the initiative to introduce the dishes served on the same day. At this point, the waiter should stand on the right side of the guest, keep the distance between 1.5 and 1 meters, 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 food ordered by the guests is not available, we should apologize first. "Sorry, the business is particularly good today. XX dishes are sold out. What do you think of XX dishes?" The dishes recommended for the guests should be similar to those ordered by the guests, or more distinctive. Second, if the guests order the same type of dishes, remind them to order other dishes. Third, if the guests say they are in a hurry, try to advise them to order faster dishes, and do not recommend steamed, fried or brewed dishes. Fourth, after the guest orders, ask for the weight of the guest's order, and then repeat the menu to the guest to check whether there is anything wrong or missing. When you don't hear the guest clearly, say "I'm sorry, would you please repeat it?" . It is advisable for the guests to be able to hear 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 drinks, and answer the questions of the guests accurately and fluently. Vague answers will make guests doubt the price and quality of drinks in the restaurant. Words such as "almost", "maybe" and "as if" are also not allowed in 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 liquors in our restaurant at present. The reason why it is well received by the 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 entrance and unique flavor. At the same time, it is a good product for your friends and relatives. I am sure you will choose it. 3. Marketing Skills in Different Service Stages 1. Pre-meal preparation also has marketing skills. In fact, the promotion of restaurant products begins from the moment when customers walk into the restaurant. From the collocation of restaurant decoration and dishes and products to the setting of the table top prepared before meals, it really should be said: "Marketing is everywhere". The following is a special introduction to how the setting of the table in the restaurant is promoted to customers: attach a column to the menu, clip other papers or other devices; Put the wine glasses on the table with other tableware; Special offers or promotional activities, such as wine tasting or monthly specials; Place food and drink publicity cards on the dining table. These seemingly insignificant small links may be the first things that customers notice when they walk into the restaurant, so our restaurant waiters should dig out sales promotion skills from some small links when preparing before meals. 2. Selling Skills in Dining Most guests who enter the restaurant don't have an accurate idea of what they eat today. After a short contact with the guests, an excellent service personnel should be able to accurately judge the consumption level of their reception guests, and only when the judgment is correct can they sell dishes and drinks to the guests in a targeted manner. "After three rounds of wine, five flavors of food", the banquet will then enter a climax. At this time, waiters often succeed in selling hotel dishes and drinks without losing time. For example, "Excuse me, gentlemen, I am also very happy to see everyone drinking so happily, but there is not much wine left now. Do you need another bottle?" Often, some of the dining guests will echo, "OK, another bottle", so that the wine can be easily sold. 3, the sales skills after the dishes are served, first of all, tell the guests: "Excuse me, your dishes have been served, please enjoy. 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 the food they ordered; The second is to remind the guests that they can add more food if the food is not enough. 4. Selling Skills for Different Customer Types 1. Selling Skills for Children Children When they go to a hotel, their parents usually take them with them. For children who don't frequent restaurants, everything in the restaurant will be fresh. If you want to ask children what they like to eat, they usually can't say, but the opposite is true in choosing drinks. Due to the role of TV advertisements, children are familiar with the types of drinks. When receiving a child, you should consider what kind of drink to sell to make him like it. It can be said: "Hello, little friend, my aunt introduced XX milk juice to you. It's very delicious and delicious. If you like it, tell my aunt that my aunt will help you get it?" 2. Selling skills for 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 dishes that are soft and tender. Why don't you 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. It is smooth and tender, delicious and rich in nutritional value. Because it looks like tofu, we call it "crisp sugar tofu". I'm sure it will satisfy you, and I wish you happiness as the East China Sea and longevity as the South Mountain. 3, the sales skills for couples lovers go to the hotel to eat not really to eat dishes, but to eat the environment, romantic dining atmosphere will attract more couples to patronize. The service staff should pay attention to the observation in their work. If it is confirmed that the guests are lovers, they can sell some symbolic dishes when ordering, such as "shredded banana", which symbolizes 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 in the case that most of the consumption is paid by men, they can appropriately sell some high-end dishes. 4. Selling skills for picky guests In the daily reception service, the service staff often encounter some guests who criticize the "software" and "hardware" of the restaurant. For guests who love to find faults, the service staff should first serve with their utmost patience and enthusiasm, and should "correct what they have, encourage what they have, be neither humble nor supercilious, and give reasonable answers" to the suggestions made by the guests. Answer the questions according to the guests' wishes as much as possible, and ask the guests' opinions more when selling food and drinks. How about "Sir, I don't know what flavor of food you like, could you please 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. Selling skills for hesitant guests Some guests often hesitate when ordering food, and don't know which dish to order. In terms of personality, most of these guests belong to the type of "drifting with the current", have no opinions and are easily influenced by others' 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. In many cases, the guests have chosen nothing for a long time, and all the orders are recommended by the waiter. 6. Sales 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 that the dishes are cheap and good. When selling dishes to these guests, we must master the scale and learn to respect them. If we sell high-end food too much, they will feel embarrassed and lose face, and even hurt the self-esteem of the guests greatly, which will easily make them feel bullied by the store. Therefore, when selling high-grade dishes and drinks, we should adopt a tentative marketing method. If the guests insist on not accepting them, then the service personnel need to turn around and make a fuss about middle and low-grade dishes and drinks. Remember, guests with low consumption level are also distinguished guests of the hotel, and favoritism will make these guests never look back. Sales language skills of restaurant waiters 1. Sales language skills 1-Addition For example, if a guest asks you what dishes should be served on his wedding banquet list, you can use language addition. "This table has only a phoenix without a dragon. If you add a lobster, the dragon and phoenix will be auspicious." Another example is that the guest ordered a birthday party. When consulting you, you can say, "Adding a turtle to this birthday party will increase the meaning of the birthday word." 2, selling language skills 2-subtraction, for example: "It's a pity not to eat roast duck until you reach the Great Wall." It would be a pity not to eat roast duck in Beijing. You don't eat Jiangtuan when you come to Sichuan. After this village, there is no such shop. 3, selling language skills 3-multiplication For example, someone asked: "Why is this dish so expensive, sell it in 28 yuan?" . "There are more than a dozen raw materials in it, which need to be made by a variety of cooking techniques, which can't be made at home." 4, selling language skills 4-division For example, the guest asked: "Why is this spicy crab so expensive?" You can say this: "This is a two-catty sea crab. Eight people eat it, and 1 people are a few dollars, which is 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." The famous food critic XXX said this dish is wonderful. This will increase the credibility and sell the dishes. Finally, it is necessary to remind the restaurant waiter that we should pay attention to the "degree" in the process of selling both dishes and drinks, and avoid "selling for the sake of selling". Once customers are disgusted, they will not only be unable to sell restaurant products, but also make customers feel negative seriously, and the loss caused by the decline in customer satisfaction will be far above the price of the dishes and drinks they sell.