Have you ever been sitting in a restaurant with family, friends, or a business associate and have asked what they might choose from the menu? And how many times have you, while eating your meal, did not like the entr�e you ordered and wished your server would have made some suggestions on what to choose? Who knows best about the food and beverages in a restaurant? Those who prepare and those who serve them. It is interesting to note that most people do not know what they will order when they go out to eat at a restaurant. And most the time, the choice of where to eat is normally decided in a moment�s notice. Because of these factors, it depends on the service staff to make a guest�s experience even better by suggesting to them food and beverages that will create a memorable experience. What exactly does suggestive selling mean? It means offering a restaurant guest the full range of products and services at that place of business. It is a �soft-sell� accomplished by suggesting to guest�s foods and beverages that complement one another. To be successful in suggestive selling, one must have thorough knowledge of menu items listed. The proper pronunciation of their name, their ingredients, method of cooking/preparation time, tastes, portion size, accompaniments and substitutions (if available). It would also be wise to know pricing. Let�s look at the typical example of a guest who orders a hamburger and a cold beverage. Suggestive selling in this case could be: �Sir, would you like to make that a cheeseburger, with your cheese choices being Swiss, Pepper Jack, Blue Cheese, or Cheddar? And may I interest you in a side order of our in-house made kettle-chips or French fries or a fresh garden salad with your choice of Thousand Island, Creamy Italian or Honey Mustard dressing?� As for your cold beverage, we offer, ice coffee, soft drinks, mint tea or if you prefer, something from our bar?� OPPORTUNITIES TO �SELL UP� Suggestive selling or �selling up� involves offering a guest not just the specials of the day, but the full range of services and products the establishment offers. Pull out all the stops and tempt a guest with all the trimmings that will turn an ordinary meal setting into an extraordinary dining experience. Areas of opportunities that provide �sell up� moments: APPETIZERS If the guest or the table has not ordered an appetizer or soup, take the opportunity to let them know what is available. �Allow me to tell you about our mile-high shoestring fries. Unlike thick-cut fries, which are traditionally fried twice, shoestrings are fried only once. Their fun to eat and you have four different dipping sauces to choose from. Everyone is raving about them.� COCTAILS If a guest orders a whiskey and water, or scotch and water, always suggest a special brand. �Jack Daniels, Sir? Or �Laphroaig Ma�am?� A LA CARTE ITEMS Suggest foods that complement the guests� orders. As an example, if the guest ordered a spaghetti dinner, the following suggestions could be made: �Would you like for me to bring you an order of our oven-warm garlic bread?� or �May I recommend a bottle of our refreshing Zinfandel to complement your dinner?� SPECIAL OCCASIONS Be alert to when the guests appear to be celebrating an anniversary, birthday, new promotion, or some other special event. �An occasion like this deserves champagne. May I recommend a bottle of Veuve Clicquot Vintage Blanc or Dom Perignon? DESSERTS Allure the guests with mouthwatering descriptions of desserts that are available. Remember, when making suggestions, direct your attention to everyone at the table, but focus on that one individual who you feel may order. Typically, when one person orders, another follow suit. When making a dessert suggestions, be specific. �The finishing touch for such a memorable dinner should be a piece of our ever-popular Double Dutch Chocolate cake glazed with a sinfully rich cherry sauce. Or perhaps you would like a hot fudge Sunday that has two scoops of vanilla bean ice cream, dripping with chocolate and topped with mounds of whipped cream, nuts and a cherry? Or any combination that you like!� When a guest says, they are to full, offer a light alternative such as fresh fruit or a refreshing dish of sherbet. Still a no? Remind them that it can be packaged to go. and the AFTER-DINNER DRINK A relaxing end to a special dinner should always include an after-dinner drink suggestion. �May I recommend a Twilight Dream, which is made of fresh coffee, anisette, and a dollop of whipped cream, or our Signature Irish Coffee? Either one would be a perfect ending for this dinner.� Professional servers go out of their way to make their guests dining experience special and memorable. Practicing the �selling up� techniques above help do that. Adapted from �The Profession Server�s Guide to Excellence: Bradley/Walters