Tag Archives | Sales

Skills Focus: Making Recommendations

(Note: This is the first post in a series called “Weekly Skills Focus” that is designed to provide a weekly topic for your pre-shift meetings and instructions on how to teach it.  To best utilize this post, plese refer to to my explanation of how to hold an effective pre-shift meeting and the introduction of […]

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Restaurant Industry Insider 2/20/2011

Another week has passed and if you are reading this, you have survived the Valentine’s Day weekend.  Hopefully you all did well enough to negate any damage done to your sales by the recent snowpocalypse.  This week we had the nominees for the restaurant equivalent of the Oscars, a few major reports making news, and […]

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The Lost Art Of Suggestive Selling

“Subtlety is the art of saying what you think and getting out of the way before it is understood.” –Anonymous We as a society have really lost the power of subtlety.  It could be because we have lost the patience to unravel it.  We receive far more information on a daily basis than our ancestors […]

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What Motivates Servers: Purpose

(Note: This is the final part of a six part series dealing with what does and does not motivate servers.  It is based upon research presented in the first part.  If you have not read the initial post entitled “The Epiphany”, I highly recommend you do so to fully understand the series.  Later parts dealt […]

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What Motivates Servers: Mastery

(Note: This is part five of an ongoing series regarding what does and does not motivate servers.  It is based on research provided in part one.  I highly recommend visiting that post to gain proper perspective on this one. The second part dealt with how money fails to motivate servers.  The third part showed how […]

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What Motivates Servers: Autonomy

(Note: This is part four of a series based on research presented in part one.  Part one serves as the basis for the whole series and gives a great deal of background for this post.  If you haven’t read it, I highly recommend doing so to get the most out of this post and series.  […]

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How Money Motivates

(Note: this is part three of a series based on research presented in part one.  Yesterday, I addressed why contests and financial incentives do not motivate servers.  If you have not read these posts, I highly recommend doing so in order to fully understand the premise of this post.) Yesterday, I discussed why contests do […]

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Why Contests Don’t Work

(Note: This is the second part of a series I am posting over the holiday weekend.  The first part of this series lays out the basic premises this post and the rest of the series is based on.  In order to full appreciate this series, please read “The Epiphany” where the research behind this post […]

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The Epiphany

“Epiphany: noun- a sudden, intuitive perception of or insight into the reality or essential meaning of something, usually initiated by some simple, homely, or commonplace occurrence or experience.” I suppose there is nothing more simple or commonplace than scrolling through Facebook.  I was scrolling through Facebook today trying to decide what to write about for […]

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Coupons, Discounts, and How to Deal

The old adage says, “There is no such thing as a free lunch.” Whoever said this wasn’t looking hard enough. Today it seems every restaurant is offering some sort of deal. Prices are being slashed. “Buy one get one free” is a growing part of the lexicon. Restaurants that previously never would have thought of […]

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