餐饮推销培训.pptx

FB SellingGeneral IntroduceObjective: Identify GTS needs, fulfill them fully through our professional recommends.目标：能区分顾客的需求，并通过专业性的推荐，充分满足顾客的需求。Why we sell Food Beverage? Help GST find right atmosphere帮助顾客找到适合的环境氛围Nutrition营养搭配Promote GST satisfaction thought Communication提高顾客满意度To increase money and career value and job pleasure.(Staff)增加员工收入、职业价值和工作快乐5 “R”： Right Time适当的时间 Right Price适当的价格 Right Way适当的方式 Right Product适当的产品 Right Person适当的客人Identify GST NeedsNationalityBooking SourceCredit cardFamilyObserve and ask special request by GSTHappy peoplePositionNot recommend:Group GSTPaid by company or othersBudget travelers or business personAngry peopleDrunk or sickness peopleStage of SellingTune in 切入话题Indentify opportunities 确定机会Match needs 满足需求Seek agreement 寻求一致Tune InHow was your trip?Are you whole family?Your shirt is very beautiful!Is this your first time to our hotel?……Time to sell The wrong time:When restaurant is busyThe GST is in not in a good moodThe GST is in a hurry/ exhaustedHistory recordDrunk or sicknessIdentify OpportunitiesLoyalty GTSLoversFamiliesFriendsBusinessBirthday……Match NeedRestate the NeedsConfirmation original booking with GST, then clarify GST need by skillful asking.确认顾客的需求，通过富有技巧的询问确定顾客的需求Suggest a outlet or beverageSo I would like to suggest you to choose our…推荐餐饮项目Explain the BenefitsBecause...向顾客说明其好处State the PriceThe price is only ￥270,would like to try it?告之价格Seek AgreementRead Buying Signals识别购买的信号Positive signals积极的信号Hesitation signals犹豫的信号Negative signals怀疑的信号If the GST accepted ,We must say:Give same praise.如果顾客接受，If the GST rejected ,We must say:Our Food is still pretty goodAnd key into profile and make attention如果顾客拒绝，Recommend a Outlet推荐餐厅或酒吧Objective: Recommend GTS to other outlets, satisfy them and increase our income目的：充分利用自有资源，将能接触到的客人推荐到其他营业项目，满足其需求，并增加酒店餐饮收入。项目介绍要点消费目的针对顾客群推销时间大堂吧1、有深圳最幽雅的环境商务洽谈、会友房客任何时间2、有最好的咖啡和茶，也能点餐到店访客3、下午和晚上有钢琴表演咖啡厅就餐客人项目介绍要点消费目的针对顾客群推销时间淘金吧17:00-21:00为欢乐时光，啤酒及软饮买一赠一会友、自我放松房客晚餐后聚会、沙龙大堂吧喝酒的客人项目介