Category: building rapport in sales

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How To Sell a Fine Dining Experience with Tony DeSalvo #62

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Tony DeSalvoHow To Sell a Fine Dining Experience

In this episode we visit Moe’s Cantina in Chicago IL.  Moe’s Cantina is  fatastic restaurant famous for it’s fusion of Latin American and Brazilian cuisines.  My host and our guest is Tony DeSalvo, Vice President of day to day operation at  Moe’s Cantina, John Barleycorn and the Old Crow Smokehouse.

Today we talk about how to sell a fine dining experience and how it’s more that just great food, great service, cleanliness, or great hospitality. It’s actually all of these aspects working in harmony.

 

The Big Four

Tony believes a terrific dining experience is built upon:

  1. Incredible hospitality
  2. Amazing food and beverage
  3. Unwavering cleanliness and sanitation
  4. Superior speed of service

The Wait Staff and Sales

Tony believes the Wait Staff are the front line of the dining experience.  Great waitstaff demand:

  • Training
  • Role playing
  • Selling a specials
  • Giving people what they want

La Flaca Margarita

La Flaca at Moe's CantinaHe noted that many people want to be told what is great and told what to eat. They are visiting a restaurant for the first time they want to experience what makes it unique.

As an example, Tony did a great job selling me a La Flaca Margarita

A great server is able to sell without being pushy. Their primary focus is for you to have a great dining experience.

Key Takeaway

You have to engage with your customers

The Golden Rule

Do onto others as they would do onto you

The Platinum Rule (attributed to Tony Alessandra)

 

Do onto others as they would want you to do onto them.

 

Name on Social Media

Website  for the Restaurants

John Barleycorn

Moe’s Cantina

Old Crow Smokehouse

Facebook – Moe’s Cantina Facebook Page
LinkedIn – Tony DeSalvo

 

Twitter @tony_desalvo3

 

Sales Training, Sales Coaching, Sales Consulting

Grow your confidence in sales and grow your business too. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for you to

Be Yourself
Add Value
Make Sales
You too can start Selling With Confidence today!

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SB030 – Karma Calling an Interview with Victoria Cook

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victoria cook

In this interview we meet author, speaker and internationally-recognized coach, Victoria Cook,  an expert on guilt-free success. Victoria coaches women entrepreneurs and how they can be successful business professionals while maintaining  balanced life at home.

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In This Episode Karma Calling

We talk about the power of setting SMARTER goals to ensure constant momentum and direction.  If you don’t have a place to go, if you have no goals other than doing work, most likely you will never arrive. Creating milestones that progressively lead you an ultimate destination, is a necessity for success. Is it assured, not necessarily. But it’s certain you will not meet your end goal, if you don’t even know where it is.

We laughed quite a bit too in this podcast.

Also, we discuss the notion of a Karma call. This is a call focused on connecting with prospective clients in a non confrontational manner, usually congratulating them on a recent accomplishment or merely asking how things are going. The idea is that any conversation can lead to business. By setting aside fear, and making the calls, opportunities can arise.

Resources

Victoria Cook can be found at www.centerforguiltfreesuccess.com

Her free eBook is How to Double Your Business in 30 Guilt-Free Minutes a Day

Victoria focuses on helping women entrepreneurs but this episode is applicable to people of all genders.

New Free Webinar

Sign up for the free webinar Selling With Confidence to be held at 12PM CST November 5th, 2014

Consider the following: 
Do you lack confidence in your selling skills?
Are you fumbling cold calls, unsure what to say?
Do you lack a formal sales process and forget to follow up?
Do clients keep stalling and never agreeing to buy?
Lastly are you running out of time?

If so, this webinar is for you.
Click here to learn all about it.  Selling With Confidence

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SB026- How Sellers Connect with Questions, an Interview with Deb Calvert

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Deb CalvertIn this episode we talk about how sellers can create connections with buyers through questions.  Deb Calvert, is the host of the Connect Online Radio podcast  for selling professionals. She is also the  2014 Top Sales & Marketing Influencer and author of the DISCOVER Questions™ book series.  As President of People First Productivity Solutions, she  helps organizations  boost productivity through people development. This work includes leadership training, strategic executive planning, team effectiveness work, and performance management program design.

We question, questioning! Deb has a process called DISCOVER,  great questions sellers can ask to connect with prospective buyers.

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In This Episode

Deb believes there are eight purposes people can frame questions. She calls them DISCOVER.  They are:

  1. Data – Just want the facts question
  2. Issue – Concern or complaint you invite sharing question  “Tell me more about that…”
  3. Solution – Collaboration question,“Tell me about how others in your industry address  this problem.” instigates brainstorming and allows the sellers to get feedback on what the buyer perceives as great solutions, ideas you can feed back to the buyer.
  4. Consequence – Fear questions “What happens if you don’t meet your goals?”
  5. Outcome – Hopes questions “Where do see your business in one year?”
  6. Value – Understand buyers hierarchy  of needs  “What’s most urgent for you?”   
  7. Example – Compare contrast questions  “How does this compare with other possibilities?”
  8. Rationale – Decision making questions “Walk me through your process, how will you come to your decision?”

Be purposeful in your conversation she coaches. We can always get better at asking questions.  Not just messy fishing questions, but purposeful questions that advance the sale. The world has changed and buyers expect more from sellers. Because they  have so much information, they don’t want to be sold the old way.

Deb teaches that questions engage people.  They provide an opportunity to be heard. This requires skill in listening and to stay in the moment.

Items of Interest

Below are the links mentioned in the in the podcast. Don’t miss it!

Got a Question?

If so ask me!  Go here to  leave an audio message.   Or click here to type a message. 

Read my posts on LinkedIn here www.LinkedIn.com/in/patrickhelmers 

I’ll review your cold calling script! Leave a question and I’ll respond!  Also I really appreciate your support and sharing what we do with friends and colleagues.   If you would like to share the love  on Twitter, click here.

We can teach you to find your voice in sales! Start here.

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SB014 | Creative Thinking When Selling an Interview with Tony Vengrove

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Tony VengroveCreative Thinking When Selling an Interview with Tony VengroveCreative Thinking in Sales

In this episode we  interview Tony Vengrove to explore the question: how does creativity impact sales?

Tony is the founder  of Miles Finch Innovation a marketing company that removes  barriers that interfere with corporate innovation and creative thinking. He is an idea champion and believes every problem has a solution    With  over 20 years experience  Tony has  worked in world-class New York City ad agencies and Fortune 500 marketing, innovation and R&D organizations.

Tony and I  talk about  creative thinking and ways a sales professional can build  an emotional connection.

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In This Selling Episode…..

Tony  mentions the Idea Climate Equation:

  • Idea Climate Equation =creativity ** belief/ logic** doubt

 

  • Visualize the  tension in an organization between logic and creativity
  • The more doubt the less ideas
  • The more creativity the more ideas , and if you believe you’re on the right track for even more ideas!

Items of Interest

These are the two links mentioned in this episode:

Creative Breakthrough

Consider the things you can do to lower doubt and increase possibility. Answer this question:

Have you been thinking out of the box to grow more clients, are have you been doing the same old same old?  

If you answer same old same old, create  a list of 10 innovative ways to engage your clients and get into their heads.

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What do you think?

Would you like to win a copy of Profit Heroes by Bob Rickert?   If so click here by June 23rd 2014,

www.salesbabble.com/contest

and I’ll place your name in a raffle  to be  announced on Tuesday June 24th.  This is a great book.  Read it!

Did you enjoy this episode?  If you’re on this page I’m assuming yes!   Please make sure I get as many people introduced to this great content as I can.  So I  would really appreciate  it if you  could help  me with a review on iTunes. It takes just a few minutes  and it  would really mean a lot to Sales Babble.

Click here for directions to provide a review in iTunes.

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SB013 | Winning Customers by Building Profits, an interview with Bob Rickert

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Bob rickertIn this episode we interview the author of the book Profit Heroes by Bob Rickert. In his book Bob tells a fascinating tale of two sales rep who both vie for the same deal. In the both cases the two characters in the book are true sales professionals. But like in any competition there are winners and losers. Bob will explain the context and insight to explain why the deal went in the direction it did. And sum it up in with one word, it’s PROFIT.

Bob Rickert is an expert sales coach on breakthrough strategies for winning customers and building profits.

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In This Episode
In this podcast we talk about how you need to view a customers business from their perspective :

  • How to quickly understand a prospective client via social media
  • If you understand a company’s financials, you can uncover their needs
  • The need to find out the decision making process
  • Honoring the competition
  • Connect their issues to your companies products and services
  • Companies are continuing to minimize costs to drive profit
  • Product differentiation is not enough, you must show how it impact their business
  • The best way to influence the buying decision is to have positive impact on profit
  • Customers love to talk about their business

Items of Interest
This episode mentioned the following resources:

Breakthrough
Consider one of the leads you are working now and answer the following questions:

  • My prospective customer makes/provides __________________ for their customers such as _________________
  • My prospective customer is profitable………
  • The greatest struggle my prospective customer has………
  • My prospective customers would be highly successful if ………..
  • My company can provide ________________ that would increase my prospective customer’s profit

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What do you think?

Would you like to win a copy of Profit Heroes by Bob Rickert? If so email me at pathelmers @ salesbabble.com by June 23rd 2014, I’ll place you name in a raffle and I will announce on Tuesday June 24th. This is a great book and that any small business professional or seller will find of value. It’s practical, pragmatic and fun to read. No kidding.

You can also enter by clicking here

Did you enjoy this episode? If you’re on this page I’m assuming yes!
I want to make sure I get as many people introduced to this great content as I can. So I would really appreciate it if you could help me with a review on iTunes. It takes just a few minutes and it would really mean a lot to me.

Click here for directions to provide a review in iTunes.