Want to Crank up your Catering Sales? Register for this Workshop! – PepsiCo Foodservice Customers Save 8%!

Increase Catering Sales

 

 

 

 

 

 

Well 2015 is off to a great start!

At the Catering Institute, we are working hard to bring you great sales training workshops this year.  We are very grateful to PepsiCo Foodservice, Our Partner in Education for supporting our efforts to educate the restaurant industry on Takeout, Delivery and Catering.

This two hour workshop is a worthwhile investment and is recommended for your GM’s, Delivery Drivers, Catering Sales Managers, Catering Coordinators and anyone else in your organization that touches catering customers.

Course Details:

  • Where: The Catering Institute™ Online Classroom
  • When: Thursday, January 29, 3 pm EST (12 pm PST)
  • Duration: 120 minutes
  • Cost: $139

PepsiCo FoodService Customers get an 8% discount off the regular price – Register Here

Non PepsiCo FoodService Customers – Register Here

 

Erle’s Catering Sales Tip#345 – ABC

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My team at the Catering Institute is working hard in the field today, as they do every day.  We spend all our time in restaurants helping them to grow sales and increase profits by educating them to be experts at feeding their customers where they Live, Work & Play.

One of the key elements that we get asked about every single day is how to sell more products and services in the business to business (B2B) channel.

Well, I have learned that in order to sell more off premise products and services into companies, we have to really focus on active selling.  We have to become professional selling organizations, every single day.  This is not for the light hearted.  It takes organizational resilience to really be selling at all levels of a restaurant company.

One idea that I like to focus on with all of our clients is on the “ABC’s” of selling.

Always Be Closing!

It is amazing to see how many of us experience an uptick in sales when we just start focusing on the basics of asking for business.

Here are 5 ideas that you can implement tomorrow to help you grow more sales.

1.  Ask for the order 3 times

2. Be persistent every single day.  If a prospect says no to you, it’s not that they are really saying no.  They are not buying for another reason and it is your job to find out.

3.  Know when to Cut Your Losses and Move on To Another Prospect.  This is part of the qualification process.  Are they qualified to purchase your products and services.

4.  Learn to Isolate Objections.  Make sure you ask your prospect “Besides {put objection here}, is there any other reason you won’t buy from me today?”

5.  Once Isolated, ask the Prospect, “If {put objection here} was not an issue, would you buy then?  Then solve for their objection.

Let’s sell more catering together!

 

Grow Restaurant Catering Sales – My Tribute to Ray Kroc

I’ve been on a crazy road trip around the continent this past week.  Houston, New Orleans, Orlando and Baltimore.

I am so lucky to do the work that I love at MonkeyMedia Software and the MMS Catering Institute.  I get to meet so many fantastic people.

Like most of you, I also have my mentors that I look up to.  In the restaurant industry, I have studied the leadership of great leaders.  As I travel around from restaurant concept to restaurant concept promoting the business strategy of restaurant catering, I see common leadership qualities.  It’s humbling to see and I am forever grateful to our forefathers who built the early infrastructure that we all trade on.  Today, as we know, restaurant sales are expected to exceed $700 Billion in sales real soon.

As I have stated over and over, I believe that restaurant catering sales will one day represent more than $100 Billion of our industry’s sales.  Possibly even more.  It will become part of our Restaurant DNA.  I am certain of it.

I am reminded of a video I made two years ago for Restaurant Leadership Conference.  It was really meant as a tribute to a great leader.  I posted it here for you today.  I hope you enjoy watching it as much as I had making it.