Decrease Turnover by Teaching Servers to Sell


Train your servers and bartenders to think and act like salespeople. Why? Because they’ll make a lot more money. Which, in turn, will make them happier employees. It’s true ya know, money really can buy happiness! You’ll decrease turnover by teaching servers to sell.

Decrease Turnover to Improve Service

In addition to decreased turnover, your guests will receive better service when waitstaff is more in tune to their needs — which will keep those guests coming back. That’s going to make your restaurant more profitable — which, in turn, will make you a happier manager, which will make you treat your employees better, which means happier employees who stay with the restaurant longer.

The Cycle of Success

So where do you begin? Invest in waitstaff sales training programs that will teach your employees the art of suggestive selling. Tell your waitstaff that all they have to do is recommend products on the menu — and the worst that will happen is the guest may say “No.” Emphasize the fact that all of those guests they serve every day have come in to the restaurant to buy something. If the server makes suggestions that convince the guest to buy more, hey, that means higher check averages and bigger tips. How much more?

$1 Per Guest

By increasing sales a mere $1 per guest, with an average of 50 guests per shift, servers will earn an extra $37.50 a week — or close to $2,000 more every year. Besides, they’ll learn how to work smarter, not harder — which means less time in “The Weeds” where even adequate service is impossible. With sales training, you’ll be able to turn your “order-takers” into “service-oriented salespeople” who are able to guide guests through the menu, making suggestions and answering guests’ questions. Servers will be able to control their sections, saving steps along the way, instead of letting their sections control them.

Restaurant Service and Sales Training

The Service & Sales Excellence Waitstaff Training Series is based on Service That Sells!, a restaurant training philosophy developed by restaurant owners for restaurant owners. Click here to learn more.

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