In most venues waiters are asked to sell certain dishes. There are a number of reasons for this. Perhaps the chef has found a great bulk buy on a product or a cheap cut of meat to maximize profits. Perhaps the particular dish was ordered for a cancelled function or there was excess from that function. Maybe the oysters need to be sold fresh and will spoil if not sold. All of this is necessary to ensure the venue is profitable and your job is viable.
A guest may ask what is good on your menu so rather than answer with everything, feel them out and ask whether they prefer Beef or fish and guide them toward something that they will enjoy.
For example:
Guest:
What can you recommend?
Waiter:
What do you prefer? Our fish is always fantastic as the chef focuses on keeping the dish simple as the fish speaks for itself. The beef is also excellent. We source our beef from Casino in central NSW and chef cooks it in red wine and serves it with organic baby beets & red wine jus.
Guest:
That sounds great but what is the fish served with?
Waiter:
We serve it with a fresh citrus & rocket salad, blanched snow peas and salted lemon butter.
Guest:
Is the salad dressed?
Waiter:
The salad has segments of blood orange & naval orange so the natural juices dress the leaves and is seasoned with salt flakes and freshly cracked pepper.
If at this stage the guest still cannot decide but has given the impression that he likes fish, take the opportunity to recommend other seafood dishes.
When selling the specials (must move items) it is important that you do not over-sell. The last thing you want is to create an expectation that ensures the customer will feel let down when the meal arrives at the table. Being comfortable with the dish and how you are going to describe it is paramount. Always say it to yourself before unloading it on a customer. Use basic words like fresh, organic, local, made in-house. Theses words are appealing but do not build up expectations.
As waiters we are investments and it is our job to ensure that we use our sales skills to make sure the establishment we work in is profitable and keep fresh produce moving through the kitchen. If you can’t do this look to your manager for guidance watch and learn from other waiters who have honed their sales skills and have the gift of the gab, but as sure as you can walk amongst the tables it is your duty to know how to sell a dish.
