As a seasoned sales rep helping restaurant operators put their best tabletop forward, you’ve likely heard the same excuses time and again from restaurant clients reluctant to upgrade their tableware. Many operators mistakenly think doing so is either too expensive or nota critical factor to their overall success.
We get it. Battle-wounded chain operators are fighting through the toughest year for restaurant sales since the recession, which doesn’t exactly make your job as a sales rep a walk down Easy Street.
But there you are, staring at dingy, chipped, cracked, or just plain tired tableware and you know it’s time for an upgrade – or even to simply replenish existing dinnerware with clean, bright plates from the same collection your clients are already using.
So how do you move the conversation forward when you know it’s time for an upgrade but your client doesn’t see the light?
We’ve put together a few tips to help you guide your clients through the decision-making process and gain an understanding of how their tabletop is a fundamental component of their operation’s success.