Next time you are at a restaurant, try this one on for fun. When the server comes over to take your order, close the menu and ask,
“What’s good here?” or “What do YOU recommend?” You will immediately learn some things to take back to your dental practice!
Some servers will give you a totally blank look as if you just landed from the planet Mongo. Others will say “Everything is good!” While that may be true, it is entirely not helpful.
Another common one is “Well, that depends what you like.” Again, not very helpful. Geez… we’re asking for a personal recommendation here!
Then there is always the famous “The chicken parmigiana is very popular.” Well, McDonald’s is popular, MB. That doesn’t mean it’s good.
But a really good server will say something like:
“The crab cake is outstanding! It’s Chef Billy’s recipe – he only uses Maryland sourced backfin crabmeat, a tiny bit of aioli to bind it together, and his secret spice blend. It’s my personal favorite, and because I think it’s the best crab cake in the state!”
Boom – SOLD! You no longer care that it is one of the more expensive things on the menu – nothing is getting in between you and that crab cake except for maybe a little cocktail sauce!
Betty Hayden, one of the outstanding coaches at The Madow Center, reminds us that “Selling is simply a transfer of enthusiasm!”
See how that server transferred his enthusiasm for that crab cake into a sale, and probably a nice tip? So what are YOU doing to transfer enthusiasm in YOUR practice?