2

The Ritz, The Waiter and The Reason WHY You Aren’t Closing More Sales

The other day I was having lunch at the Laguna Niguel Ritz Carlton not too far from where I live. 

My favorite restaurant there, Raya, has fantastic food and they have their systems really figured.

For example, when I make reservations they know when I dined there last, what I ate and any special requests I made.

They also always ask me if anyone if my party has special food requirements. And we did. Two of the people I was taking were vegans and one was allergic to fish.

The person taking my reservation noted it all, confirmed that she got it right, wished me a great day and I was done.

This is where the systems kick in…

When my friends and I arrived there they confirmed all my requests again. It’s such a small thing, but it always makes me feel so good – to know that someone paid attention.

Since I’ve dined there before, the server (who didn’t wait on me ever before) already knew that I wasn’t the one with the special food requirements and confirmed with my guests who is who. (Again, someone paid attention!)

But… here’s where he dropped the ball…

And it’s the reason why so many service professionals are struggling to closing more sales… 

Hew knew so much about “his product” – the menu – that he stopped paying attention to us and what we wanted.

Because of our special needs (and the fact that I’m actually doing a special cleanse so I can only eat certain things right now) my guests and I made our choices in advance.

And we made sure our server knew it.

Still, here’s what he said to start us off…

“I know you all have special requirements and that you already made your choices, but I’m going to tell you about our specials anyway because they are so good…”

REALLY!?

Even as we were placing our orders he kept talking over us, pointing out other dishes because “they were so good.”

In medical field, prescription without diagnosis is called malpractice.

Yet people do it all the time in selling situations!

Often those who know their product the most (the business owner or the service provider) are the worst at selling it.

Because they are too pre-occupied with what they are selling to listen to their prospective customer.

Wanna win more sales? Shut up and listen.

And don’t try to sell what your customers aren’t buying. You will fail each time!

In one of our program, the Big Ticket Sales Formula, we spend a lot of time coaching our clients on handling sales conversations. We’ll be opening it again in a few weeks.

So keep your eyes on this if you want to close more deals.

For now, if you want to ramp up your sales, schedule a chat with us and we’ll teach you a few of our proven methods.