Mike Roman

Successful selling results from intense listening to the shopper.  Following are a few things that EVERY catering salesperson needs to do:


• Speak clearly and precisely at all times, particularly during a selling interview.


• Answer typical buyer objections before they arise.


• Plan sales calls in advance... and really makes a plan for each day!


• Decide ahead of time what they are going to sell to the buyer.


• Ask good, probing questions.


• Always be honest in you approach to selling.


• Use sales aids that involves all of the buyers senses i.e. smell, sound, sight, touch and taste.


• Sell the concept of “not embarrassing” the buyer in front of others.


• Take the risk out of buying when possible.


• Use time properly. Don’t be afraid to stop a selling situation to move on to someone else.


• Listen to the meaning of what the buyer is saying... not just the words.


• Act professionally at all times.


• Never apologize for price... only explain what the price means.


• Understand why the sale was missed.


• Be in constant search of competitor data.


• Be ready to sell 24 hours a day!


• Don’t be afraid of making mistakes.


• Be “user friendly” to the buyer and those influencing the purchase.


• Know what your "closing rate" is.