Bob Brown’s “By the Way” Technique

Suggestive selling is technique that works in the majority of situations. If you do not want to seem pushy, you may try Bob Brow’s “by the way” technique. This technique reminds me of Columbo, that old TV show police detective with one last question before he leaves. Using this techniques, you’ll have one last suggestion for your client before you complete taking the table’s order. Here is how it works:

By the way, I’d like to attract your attention to…… (something on the menu)

By the way, we also offer….. (drink to go with food)

By the way, we offer….. (upsell item)

By the way, would you like to share….. (menu item or bottle of wine)