Sales Babble

How To Sell a Fine Dining Experience

In this episode we visit Moe’s Cantina in Chicago IL.  Moe’s Cantina is  fatastic restaurant famous for it’s fusion of Latin American and Brazilian cuisines.  My host and our guest is Tony DeSalvo, Vice President of day to day operation at  Moe’s Cantina, John Barleycorn and the Old Crow Smokehouse.

Today we talk about how to sell a fine dining experience and how it’s more that just great food, great service, cleanliness, or great hospitality. It’s actually all of these aspects working in harmony.

 

The Big Four

Tony believes a terrific dining experience is built upon:

* Incredible hospitality

* Amazing food and beverage

* Unwavering cleanliness and sanitation

* Superior speed of service

The Wait Staff and Sales

Tony believes the Wait Staff are the front line of the dining experience.  Great waitstaff demand:

* Training

* Role playing

* Selling a specials

* Giving people what they want

La Flaca Margarita

He noted that many people want to be told what is great and told what to eat. They are visiting a restaurant for the first time they want to experience what makes it unique.

As an example, Tony did a great job selling me a La Flaca Margarita

A great server is able to sell without being pushy. Their primary focus is for you to have a great dining experience.

Key Takeaway

You have to engage with your customers

The Golden Rule

Do onto others as they would do onto you

The Platinum Rule (attributed to Tony Alessandra)

 

Do onto others as they would want you to do onto them.

 

Name on Social Media

Website  for the Restaurants

John Barleycorn

Moe’s Cantina

Old Crow Smokehouse

Facebook – Moe’s Cantina Facebook Page

LinkedIn – Tony DeSalvo

 

Twitter @tony_desalvo3

 

Sales Training, Sales Coaching, Sales Consulting

Grow your confidence in sales and grow your business too. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for you to

Be Yourself

Add Value

Make Sales

You too can start Selling With Confidence today!

Selling For Introverts

In this episode we meet Alen Mayer, aka Chief Sales Introvert,  an author, sales coach, sales consultant and mentor who disagrees with the idea that some people are just born to sales. Alen believes that anyone can be an amazing sales professional, even introverts, but only if they stay true to themselves.

In this episode  Alen and I have a lively discussion  about the unique skills that introverts bring to sales. If you are an introverts and think there are limits to what you can do, or if you are an extrovert and think that all prospective clients like cheerful chatty handshaking, both sets of people will learn a thing or two today.

It was interesting that at least a 1/3 or more of the population is introverts, and a large portion of the CEOs are too!

Sales People Aren’t Born, They are Made

* Anyone can be an amazing sales man, if they stay true to themselves

* Sales is not just for people “Born To Sales”

* Doesn’t like chit chat

* Plans for every meeting, does homework on prospects

* When working a conference or networking he prepares to meet a few people

* Needs time to recharge

* Questionnaire on his website …. which kinds of sales person are you?

* 33-50% of US introverts.  Sales teams need introverts.

* Need to adjust to your client

* NLP can use used for influence, manipulating people to trick answers out of people. But …. great sales is win-win.

* If you have passion about your business… you must show it!

* Introverts will not sell stuff if they don’t believe in it.

Name  on Social Media

Website – www.alenmayer.com and www.introvertsinbusiness.com

Twitter – mayeralen

Facebook – https://www.facebook.com/MayerSalesTraining

LinkedIn – https://www.linkedin.com/in/alenmajer

Alen Mayer Biography

Alen Mayer, aka Chief Sales Introvert, is a trusted coach and mentor to introverted business people. He helps leaders enlarge their circles by involving introverts more and tap into their team members’ individual strengths to increase their results.

Alen is an introvert too. He is a newly appointed President of the Sales Association Ontario Chapter and President of the International Association of NLP Sales Professionals; he was voted #2 on the list of Top 50 Most Influential People in Sales Lead Management in 2013; one of the Top 25 Sales Influencers for 2012, published author of 6 sales titles, including “Selling for Introverts” and“Cold Calling for Introverts” (both books available on Amazon and on Alen’s award-winning website: www.alenmayer.com)

Free Gift

Download Cold-Calling-for-Introverts     It gives clues how intorverts can use the strengths you have, even over the phone.

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

* Be Yourself

 Smooth Sale Pricing Process

In this episode we meet Elinor Stutz, CEO of Smooth Sale,  and author of  two books:  The International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and  her second best-selling book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews.”

Today Elinor shares stories about how she got started in sales.  Next she shares her sales pricing process for broaching money during a sales call. She does it in a way that leaves margin that will increase your commission.

Telling Selling Doesn’t Work

When first meeting a client Elinor asks: What caught your attention to invite me in?

Smooth Sale

Smooth Sales as repeat business, referrals and testimonials.

She believes if you do a good job in sales you become an order taker.

The steps:

* Your clients repeatedly keep ordering

* Your clients tell everyone they know, they  become your own private sales force.

Elinor believes we each have our own brand. If you’re true to yourself you too can be a top producer.

* First be true to yourself

* Second always be improving: clientele relationships, industry knowledge,  and widen your network of markets

Everyone is the CEO of their job… treat everyone with respect.

Sale Pricing Process

Right up front Elinor states the following:

* I appreciate your time.

* We are NOT the least expensive supplier.

* I need to know up front, is price or service more important to you?

This gives confidence knowing price is not the sole part of the decision. It allowed her to sell with profit.

Ask For Referrals

You have to ask for referrals. Ask for it when they say glowing things about you, at that moment, not before. Once they share their thoughts say “Can I use your words to share publicly and do you know anyone else who is shopping?”

She recommend Neil Rackham’s SPIN questions.

What she told a prospect to get a meeting and eventually her business. “You must be very embarrassed standing me up 3 times, just give me 5 minutes”.

Elinor Stutz on Social Media:

Twitter: @smoothsale

Facebook: Elinor Stutz

LinkedIn: Elinor Stutz

Youtube:  Elinor Stutz

www.smoothsale.net       (408) 209-0550   

Elinor @ smoothsale.net

Goal Setting

This is the  Laser Goal Setting Post Card that Elinor mentioned in the podcast.

 

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

* Be Yourself

* Add Value

* Make Sales 

Don’t  be shy. You too can start Selling With Confidence  today!