Friday, September 14, 2012

More Discussion Points

Keep your mind thinking all the time. Discuss these at your next meeting or over the desk with other staff.

1. Give your clients the option to spend less ... they will probably end up spending more!

2. Sales staff should always inspect mega event sites ahead of time before they PLAN the menu in order to create foods that will be correct for the site. The culinary team should also see the site to determine how they will set-up and perform their tasks.

3. A great salesperson understands WHY the shopper didn't or couldn't buy from them. They are on a constant search for the answer to "why".               


4. Most people buy by simply choosing .... your marketing needs to have buyers understand why you are the ONLY correct choice!      

5. Open houses or group tastings are a super marketing concept.  They Demonstrate, rather than tell - what you are able to do.

Thursday, September 13, 2012

Roman's Tip On Qualifying Callers

A salesperson’s time is golden. It cannot be wasted. The purpose of qualifying the caller is to determine if the caller should be passed to a salesperson or if there’s another action, such as sending them a brochure, that’s more appropriate so they won’t take up the valuable time of the salespeople. You need to find out the date, approximate number of guests expected and the type of event it will be from the caller, using questions from the official script to get this information. You also need to make sure that the caller has the money needed to buy from you.