Sales techniques for waiters

  1. Suggestive selling

    2. Instead of asking: would you like something to drink
    You better say: May I recommend our house cocktail or a refreshing gin-tonic?

  2. Upselling (suggesting a more luxurious option)

    3. Upselling means: suggesting a more expensive or more extensive version

    example: Would you like the regular zaowang mix boat or our special maki mix for the complete experience?

    Important

    For example:
    This wine pairs perfectly with your sushi and has a fresh finish.

  3. Cross-selling (Offering extras)

    4. This means suggesting complementary products

    examples

    Good timing is everything here
    don't offer everything at once

  4. Using product knowledge

    5. A waiter who knows his products, sells more

    You need to know:

    The more enthusiastically you describe something, the more appealing it becomes

    For example:
    Our chef makes this dragon eyes roll fresh daily, with fresh salmon and kanikama

  5. Selling the experience (emotional selling)

    6. People don't buy food, they buy an experience.

    Instead of:
    that is a boat with mixed fish.

    You say:
    That is our Zaowang mix boat, a journey through Japanese cuisine with fresh sashimi, classic nigiri and crispy futo maki rolls all on one beautiful boat.

    You sell the feeling.

  6. Using scarcity

    7. Example:
    We only have a few portions of our fresh hamachi left.

    This creates:

    But this must remain honest

  7. Timing of selling

    8. A good waiter knows when to make a suggestion.

    Too early = irritation
    Too late = missed opportunity

  8. Body language during selling

    9. Selling is also non-verbal:

    Doubt in your voice = less sales

  9. Customer-oriented selling

    10. Not every customer wants the same thing.

    You adapt your sales technique to the type of customer

  10. Subtle technique: limiting choices

    11. Instead of open questions:
    ❌ "what would you like to drink?"
    ✔️ "Would you like still or sparkling water?"

    The customer decides faster when you limit options.

  11. Important: what you must not do.

    12. Selling must always go hand in hand with hospitality.

Summary

A waiter sells by:

But always with respect and hospitality