Reservations can be strong and checks can still feel flat, and often that indicates that it’s time to train your team on the art of the upsell. The trick is to make a sales suggestion feel like organic guidance. In our trainings we like to emphasize timing, descriptive language, and clear upsell paths like sides, premium modifiers, desserts, and coffee.

One suggestion per table is plenty. It could be a pairing that enhances the entrée, a premium spirit option when a guest orders a cocktail, a dessert recommendation when plates are cleared, before the check appears. Dessert and coffee are especially effective when the timing is right because the guest is already deciding whether the experience is ending or continuing. If the team waits too long, the guest has often mentally checked out.

Suggestive selling works best when the menu supports it. If your best upsell is hidden, complicated, or inconsistent, it will be harder for your team to pitch it. Make sure the pathways and connections are clear on the menu. Place the best upsell directly adjacent to the item it belongs with, and keep the language specific so it reads like a natural next step. “Add a cup of tomato soup” beats “Add sides.” The same logic applies to bundles: a clearly defined plate or combo removes decision fatigue and gives the team an easy, consistent suggestion that lifts check average.

Want to find out how the upselling feels from the customer’s side? Mystery shopping captures the guest journey in a way that shows exactly where attachment moments are missed and where coaching should focus. Explore our Mystery Shopping services and Training Seminars that fine-tune suggestive selling language.