Tag Archives: sales

More than 40 Brands and 130 Attendees Registered! Only 8 Days To Go!

imagesWell, here we go!  On October 13, 2015, in Dallas Texas, we will be gathering with more than 130 attendees to focus ALL our attention on How To Grow Sales and Increase Profits with Catering out of Restaurants.

There is still room so hurry up and register today!

We are so grateful to our event sponsors.  PepsiCo Foodservice, MonkeyMedia Software, Punchh, Voice Teleservices, Realcomm Solutions, Texas Restaurant Association,Georgia Restaurant Association and FSR/QSR Magazine.

The Catering Institute is very honoured to be hosting the following brands to our workshop for a day of learning and networking: Backstreet Cafe, Badazz Burritos, Berry Hill Baja GrillBruegger’s BagelsCaracolCristina’s MexCorner BakeryCowboy ChickenCrushed RedDickey’s BBQGarbanzo’sFirehouse Subs, Fuzzy’s Taco ShopGarden Fresh, Hugo Restaurant, Hungry Howie’sLa MadeleineLittle Greek, Le Boulanger,  Lockharts Smokehouse, Luis Foods, Matt’s El RanchoMcAlister’s DeliMoe’s SW GrillNalley FreshOn The BorderOriginal Pancake House,Pepper JaxPollo CamperoPotbelly Sandwich WorksQdobaRestaurant WorksSchlotzsky’sSpaghetti WarehouseSpec Ops Burritos, SubwayTaco BuenoTooJay’s, Villa EnterprisesVooDoo BBQWhichWichZoe’s KitchenZoup!

It’s not too late so register today:

Your registration includes:

  • Breakfast Networking Event
  • Lunch Networking Event
  • Two snacks throughout the day’s curriculum
  • Access to Amphitheatre with up to 300 attendees
  • Access to Vendor Showcase
  • Catering Sales Management workbook binder and workshop materials
  • Catering sales certificate from The Catering Institute

Agenda topics:

  • Building a Sales Culture inside your organization
  • Cold Calling Techniques
  • Lead Generation and Prospecting
  • Consultative Selling
  • Buyer Types and Motives
  • How to get your current brand fans to spend more money with you
  • How to isolate and handle objections
  • Closing Techniques
  • How to Run Effective Sales Meetings
  • Motivating your front line team members to sell more catering
  • Using the power of delivery to get more sales

For more information visit us at:

or call us at 1-877-6-MONKEY
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Restaurant Catering Sales Tip #287 – Isolating Objections

Isolating Objections

Sales objections are just a part of selling.  Whenever a customer objects, they are never telling you the truth!  Of course, I am not saying that your customers are liars.  No.  I am just saying that they are not telling you what the real problem is.  The real reason why they are not buying from you.

The key to a successful sales call is being able to find out what the real objection is, and then isolating that objection to make sure that there is nothing hiding in the background of your prospects mind.  If you isolate the objection, you can now deal with it and close the sale!

Ideally, your Catering Sales Manager(s) will be offering solutions throughout the sales call to many of the possible objections that a prospect will bring up during the sales call.   Very often the customer may say “okay, I understand,” yet still not have accepted the solution.

A good Catering Sales Manager must figure out what needs to be asked in order to find out the real objection so it can be addressed. The process of doing this is called isolating the objection.

Move closer to closing by following these steps:

1. Validate The Objection:  appreciate the way that the customer sees the issue. Use phrases such as “I understand,” “I know how you feel.”

2. Ask why or what: “why is it that…?” “compared to what?” . An excellent Catering Sales Manager asks questions and finds out what the customer is thinking.  Remember, customers never say what they mean.

3. Isolate the Objection by Asking “Besides the (Objection) Is There Any other reason that is preventing you from purchasing today?  If they say yes, find out what it is and then isolate the two objections together..  if they say no, then move to step 6.

4. Find common ground and get permission to move forward:  “If we can get together on the issue of (objection), will we be able to move ahead?” Notice that you have not handled the issue yet, but have simply learned why and what makes it a concern to the customer. If the customer answers “yes,” then answer the question and close the sale. If the customer answers “no” or “maybe,” then continue to step five.

5. Stop Talking and Listen:   Stop talking and listen to the customer so you can figure out the real issue.  Great Catering Sales Managers realize that resisting handling the issues first presented and probing for other issues is essential to effectively overcoming the objection.  Keep going through this cycle until you have isolated the issues.  Once the issues have been isolated, then you can move to Step 6.

6. Solve The real issue:  The process of isolating the objection is a skill that takes time and practice to develop.  Once the issue is isolated, you can now close.

Let’s move to an example where the objection is, “It’s Too Expensive”. Here is a possible dialogue between the Catering Sales Manager and The Customer

CSM:  So, I understand you feel our product is too expensive? (Step 1)

Client:  Yes.

CSM:  Too Expensive Compared to What?  (Step 2)

Client:  Too Expensive compared to your competitor.

CSM:  Besides being to expensive, is there any other reason that you won’t move forward with our services today?  (Step 3)

Client:  No

CSM:  So, if price were not an issue, would you move forward then?  (Step 4)

Client:  Yes.

CSM:  Ok. If you place 12 orders with us, we will provide you with a 15% discount on select menu items.  (Step 6)

There is ALOT to discuss here.  Isolating objections every single time is the key to closing more sales.

Let’s talk catering!

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Top 5 Reasons To Attend Our Catering Sales Workshop October 13, 2015

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What: Catering Sales Management Workshop for Restaurants

Where:  Dallas, Texas

When:  October 13, 2015

How To Register:  Click on This Link

Early Bird Discount Ends on July 1, 2015

At the Catering Institute we are always looking for ways to bring value to our restaurant community.  We  believe that the development of people through continuing education is the key to creating meaningful and systemic change that will help restaurant operators discover new and exciting revenue potential.

Catering continues to be on the minds of all restaurateurs and foodservice professionals.  At MonkeyMedia Software and The Catering Institute, we have learned that developing a professional sales organization is key to acquiring more catering sales.

Here are my top 5 reasons for attending our Catering Sales Management Workshop in Dallas on October 13th, 2015.

1.  Network directly with peers, industry experts and sales experts already having success with growing catering sales.

2.  Learn a systematic and tested approach to getting more catering sales.

3.  Deliver more value to your organization by improving your sales skills.

4.  Inspire yourself to get more catering sales by learning more closing techniques and proper handling of common objections.

5.  Uncover new and hidden markets for generating more sales leads and prospects.

If you have any questions about the workshop, just reach out to me directly at 604-831-7422!  Hope to see you there.

 

 

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