At the Catering Institute, we are focused on helping restaurant operators to grow sales and increase profits by educating their people to be experts at feeding their customers where they Live, Work & Play. Here and idea for your catering sales team. Feel free to pass it along!
Always start off a catering sales call by covering 3 things:
1. Make sure your customers/prospects understand how long the call will take. NEVER go past that time!
2. Make sure the customer knows what the objective of the call is. Be clear and always close with that objective in mind.
3. Relate the reason for the current sales call to the previous sales call you had with the person, or to information you may have sent them in the past.
Connecting the current sales call to something previous gives the customer the comfort of knowing you remember fully everything that may have already occurred. This also gives the customer the comfort of knowing you respect their time.
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