Enhanced Selling

Program Duration: 01 day – 3 hours

Maximum No. of Attendees: 30 participants

Location: Dubai, UAE.

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Most guests do not know exactly what they want to order before they arrive at the restaurant.  They might, for example, know that they want a steak dinner or desire to visit a favorite seafood restaurant.  However, there are numerous types of steaks (in the first instance) and lots of menu alternatives at their favorite dining location.  Even if guests do know their entrée choice and even if this drives their restaurant selection, there are numerous other choices that will be available to them while dining.  Would they like a pre-meal beverage, a special salad, wine with their meal, a dessert and/or an after-dinner beverage?  Chances are they have not thought about these alternatives, and they might be interested in enhancing their dining experience by ordering these and related items to complement their dining experience.

 

Truly effective servers assume the responsibility to alert their guests to dining alternatives that supplement the meal.  Effective servers are not “born salespersons.”  Instead, they understand the benefits of enhanced selling and knowhow and are prepared to do so.  They have taken the time to learn about the products they sell.  They know how to read their guests and to build rapport with them.  They know how to ask the “right” questions and to use proper descriptive language when informing guests about available items.  They also aware of their own personal likes and dislikes, and they can explain them to guests if they are asked to do so.

 

Opportunities for enhanced selling do not just occur when the entree is ordered.  Instead, this can be done when guests arrive, as they are greeted and seated, as orders for various meal courses are placed, and even when, otherwise, the meal would be over.

 

Effective selling (not order taking!) benefits the guests (who can enjoy accompaniments to the meal to enhance their dining experience).  It also helps the restaurant because it generates higher check averages (levels of revenue).  Finally, it helps the servers whose tips increase as the amount of money spent by guest’s increases.  Techniques for enhanced selling are not difficult to learn or to use.  Given the many benefits, servers should begin to do so and, in the process, help their guests, their restaurant, and themselves.

 

¬Program Segments: 

 

  • Are You an “Order Taker” or a “Sales Maker”

  • Know Your Menu

  • Reading Your Guests

  • Building Rapport

  • Asking Questions

  • Using Descriptive Language

  • Personal Advice and Public Opinion

  • Samples, Substitutions and Combinations

  • Enhanced Selling Opportunities

-Arrival

-Greeting and Seating

-Beverages

-Appetizers

-Specials

-Entrées, Soups & Salads

-Desserts and After Dinner Beverages

-End Alls and Add-ons

 

Program duration: 3 hours

 

Maximum No. of participants: 25

 

 

MODULE LEADER

Adel Shokry Seif El-Nasr

General Manager of Kahramana Hotel, Sharm El-Sheikh

Bachelor of Tourism & Hotels - 1981

 

Specialization:

  • Food & Beverage Management

 

Certifications:

  • ACI, Accredited Certified Instructor - July 15, 2002

  • CHT, Certified Hospitality Trainer – July 31, 2002

 

Achievements:

  •  South Sinai Program Manager - US AID – Egypt Tourism Cluster Workforce Development Program(ETWDP)

  •  Team Leader of establishing company's SOP

  •  Founder of company's F&B manual & its SOP's

  •  Founder of company's Water Management manual & its SOP's

  •  Founder of AQUATICO Water Park Manual & its SOP's

  •  Opening team member of Calimera Habiba Resort - Marsa Alam, April 2006

  •  Opening team member of Laguna Vista Garden Resort – Sharm El-Sheikh, November 2008

  •  Team leader of ISO Certification of Laguna Vista Beach Resort – Sharm El-sheikh, February 2010, and its renewal on January 2013

  •  Opening team member of Sentido Beach Resort & Aquatico Water Park – Marsa Alam, March - April 2013

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