I recently led some sales training for our team and stumbled across these tips on how to be a better waiter on wikihow.com - it fit so perfectly into how to be a great enterprise software sales person - i used the analogy throughout the day -
... (the italicized text are my little comments when i think one was necessary)
- Learn everything you can (nuff said)
- Never fight over tables with other waiting staff. (dont fight over territories)
- Learn the menu as soon as possible (know what you are selling)
- Learn your regular customers' names as soon as you can.
◦People love having a regular place to go to, where you know what they like to eat and you call them by name.
- Develop a file system for your regular customers (learn the organization)
- Do one thing at a time.
◦Don't count on finishing writing the order down as you walk to the order counter. Do it now! (stay organized)
- Break down the "wall" between you and your customer.
◦Depending on the situation, sit down at the table to take an order, squat down to take a child's order, shake hands, …
- Always be clear about your order.
- Be tactful about questioning customers.
◦If you feel you must question why a customer is making a special request, be tactful
- Remove the plates, glasses, and other used items from the table as they are finished. (follow-up on support and other commitments)
- Don't just assume when the diner is finished and wants the check. Ask if there is anything more you can get for them (When the checkbook is open....)
- Be polite in the face of irritable, difficult and unfriendly customers
- Don't let a bad tip ruin your shift. (don't let one deal break your stride)
- Happy service is infectious - Happy service is infectious
- Check back often with your tables. You'll always have that table who always seems to need something extra. (stay in touch)
- Leave drama, bad moods and personal issues at the door.
- Never sit around. If you have nothing to do, clean! (cold call, research, etc.)
- Be honest about the food/kitchen practices when asked by the customer. Serious consequences can result from mis-information. Allergies and intolerance to food products or practices could result in death. (overselling will kill a relationship)
So - a great waiter… (like a great enterprise salesperson)
◦Fits the menu to the diner - and not the other way around
◦Highlights appetizing and healthful options and ingredients
◦Offers irresistible side dishes
◦Is mindful of inventory and high margin options
◦Is attentive and inquisitive without being intrusive
◦Identifies who is paying early in the meal, communicates payment options and delivers the bill
◦Does not need to know how to cook!
◦Is rewarded with a gratuity that is proportionate to the bill and their level of service