Closing Techniques for Full Service Restaurant

Welcome to the course! As a restaurant staff in a full-service restaurant, you're not just a server or a host, you're also a salesperson. You are selling the experience, the food, the ambiance and ultimately, the satisfaction of eating in your establishment. This segment will provide a foundation of understanding on how to tactfully and effectively convert customer interest into purchases. Imagine a couple walks into your restaurant. They're first-timers, looking to try something good. You recommend your house special, describing it in mouth-watering detail. They seem interested, but hesitant. How do you seal the deal? That's where closing techniques come into play. These are methods to help convince your customers to make a purchase, enhancing their dining experience while positively impacting your restaurant's sales.

There are several key techniques to close a sale in a full-service restaurant. First, the ASSURE method. A for 'Ask open-ended questions', S for 'Show empathy', S for 'Sell the benefits', U for 'Understand objections', R for 'Respond appropriately', and E for 'Encourage to buy'. For instance, when a customer shows interest in a high-priced menu item, ask about their preferences, show understanding, highlight the benefits of the dish, address any concerns, respond to their feedback, and encourage them to order. Another method is the 'Feel, Felt, Found' approach. This involves understanding how the customer feels, relating it to how others have felt, and explaining what they found after trying it. For example, for a customer hesitant about trying a new dish, you might say, 'I understand how you feel. Some of our customers felt the same way. But once they tried it, they found it to be one of their favorites.' These techniques, when used appropriately, can significantly boost your sales and customer satisfaction.

Let's apply these techniques in a real-world scenario. A family of four comes into your restaurant. The parents are interested in the seafood platter, but concerned about the cost. You could use the 'Feel, Felt, Found' technique, saying, 'I understand your concern. Many of our customers felt the same initially. However, they found that the variety and quality of seafood we offer in the platter provides excellent value for the price.' You could also use the ASSURE method, asking about their favorite seafood, empathizing with their concern, selling the benefits of the platter, understanding their objections, responding appropriately, and encouraging them to order. In summary, closing techniques are powerful tools in your sales arsenal. Remember to use them wisely to enhance the dining experience of your customers, while boosting your restaurant's sales.