After having dealt with so many people at a fast food counter over a long period of time, I've developed the ability to pick up on who is more likely to be an easy touch for an upsell on their combo size.
There are certain signs in a customer's behavior and choice of words that indicate to me who would more likely agree to an upsize when pitched. I also have discovered that when I use a certain choice of words in a certain order, with a certain tone of voice, an upsell is almost guaranteed. I'm not going to reveal here what these things are, because I consider that information to be proprietary to my success on the job.
This evening I had a typical case. A guy with his wife and kids ordered their food, and were trying to order as cheaply as possible. When I noticed that, my sadistic streak kicked in and I worked my magic. Sure enough, what would have been a $10 sale ended up being more than $25.
As the family left the counter, I overheard the wife whisper to her hubby "how on earth did we just order $25 worth!?" He told her not to worry about it, just eat it and be quiet.
Heh-heh-heh.
Of course, this is all a hold-over from my days as a failed advertising sales executive. I spent a lot of money on courses in Sales Hypnosis and Neuro Linguistic Programming. I may have really sucked as an ad salesman, but I can really work 'em over at the burger counter.
For those of you who are curious, here's what I CAN tell you: read the following book, available at Amazon, and you'll understand what I'm talking about:
I put links to the pages where these books are sold.
I put links to the pages where these books are sold. Many people scoff after reading them. That's ok. Maybe next time they wonder why they paid $25 for couple of burgers, they'll know why.
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