he is great energetic engaging exciting fun outgoing everybody please stand give
a warm Midwest welcome to Bob Brown
knows what he's saying he's already done it he's been there all right how many of
you like to make $10,000 more this year product knowledge is the foundation of
all sales success now where you stand affects how much you sell selling begins
at the door I think artful selling is all about softer selling tuning into
people and turning them on to new things and giving them what they want you've
waited on somebody in the entire time that you waited on them they were on
their cell phone or their blackberry is that right so we live in a world of
disengaged people and we have to break through the wall of resistance you have
to be interesting otherwise people will not listen if you're not making that
item come to life then the guest the customer the guest misses out he's one
of the most dynamic speakers I've ever met the energy the enthusiasm and the
clarity in which he shares the information is fabulous be ready to move
around and be enthusiastic and be engaged but what I really love about
what makes me excited is to is the aliveness of it and the interaction
between the audience and myself go to your left your other left
okay go to your right go to your left put your hands on your side bend your
knees go forward touch your nose okay watch out for the derriere in front of
you
I love the whole feeling of the spontaneity that happens between an
audience and myself and I also love all the interesting things that I learned
from an audience the sale is a transfer of enthusiasm from you to the mind and
heart of your customer back to back get back to back with your partner come on
don't be afraid don't be afraid here we go 1 2 3 oh by the way good turn around
again now we're gonna do staccato we're gonna go hey by the way ready 1 2 3 hey
by the way okay when we're gonna do the sexy one right ready to go here we go
we're gonna go oh by the way one two three oh by the way clap clap clap good
have a seat have a seat thank you when you hear someone ask you a question like
would you like a drink you think that the experience that's about to occur is
going to be bland and boring if you have to be able to paint a picture and get
people interesting inside information when I watched great waiters what I
noticed was none of them would ask questions you went to a restaurant and
you missed the damn best thing on the menu because the waiter didn't tell you
how many agreed that this can happen 60 to 90 percent of the time people buy
exactly what you suggest offer items a compliment if somebody orders a
cappuccino what compliments a cappuccino a
chocolate banana mousse pie or a sambuca by the way in sambuca would go nicely
with that wouldn't it I'm not pressuring you to buy anything I'm just giving you
some information that's helpful to you there's all kinds of people and in the
food and beverage world there's economizers there's diners or
sophisticated diners and our restaurant that George says seafood grill people
would come in waving their coupons and the waiter would go other waiters to go
Bob you take them no you take them no you take them no you take and the good
news is if you have a planned approach to selling to any of those groups of
people you can sell to anybody that walks in the door an objection is a
sales persons best friend because when people object it means they're still
buying something for all size organizations and it doesn't tie
strictly into the restaurant aspect all aspects of selling are covered people's
interest in listening is increased by 300%
when they are laughing when they are in a positive mental state if they're bored
if they're if they're disengaged they don't learn and they don't listen they
might miss a secret treasure on your menu or as an experience they might miss
that might cause them never to come back to your restaurant again it's all about
the human touch in my mind I mean we're starting the day very early today and
just to have everybody leaving energetic smiling laughing great Brown it can
bring out the best in your and your staff and give you help give your guests
the best experience possible Bob is absolutely wonderful I've had the chance
to see him before and company I'm with right now we would really believe in a
lot of what he shares with us he will help you to do your job a hundred
percent better he will help you to up your sales he will help you to make more
money and what he says is absolutely the truth and he's so full of enthusiasm and
you'll love him he covers it from A to Z on how a server can bethe selkie is
wonderful Danny Meyer says people want four things from birth I contact smile a
hug and some food how many of you agree with me on that
so think about selling on your side selling take this back and use it thank
you very much I hope you enjoyed today thank you