This presentation provides few pointers to learn from fast food employees, which are beneficial for inside sales reps.

1. Sales Lessons To Learn from Fast Food
Employees
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should not be treated as views of the organization.
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2. 1
Build rapport with the regulars
Make customers feel special by calling
them and determine how they are doing
even though they are not looking for any
service. It not only reminds them the
kind of service you offered by adding
value to their business but also you
encourage them to come back when
they’re looking for a relevant service.
Every day at Subway, a Robert Downey Jr. look-a-like would sweep
in and order the exact same thing: a chicken salad sandwich on
wheat bread. I was proud of myself for remembering his order, and I
was proud of him for coming to Subway every day (so healthy!)
AAyuja Internal and Confidential © 2012

3. 2
Anticipate the pains and needs of a
customer
At Subway, we’re required to ask if you’d like jalapenos even if you
ask for everything; most of the time, people would thank me for
anticipating that, no, they would not like the spicy pepper on their
“Everything” sandwich.
Show the clients that you truly
understand their pain points. This can be
done by asking the right questions at the
right time to the prospects to understand
their actual problem. It enables you to
come up with an appropriate solution
that actually helps them. If you show the
prospect that you’ve understood their
pain points, in the future when they’re
looking for a service they'll call you.

4. 3
Execute a process
Qualifying leads is crucial in the sales
process. Qualifying prospects helps you
allocate the right amount of time to the
right activities.
Qualifying a lead should be done in a
quick and efficient way to enable
spending more time in closing sales.
There are many different ways to make a Subway sandwich. We were
taught to make the sandwich as quickly and efficiently as possible.

5. 4
Make a connection with someone
An effective way to establish rapport
with clients is to know them. Try to build
an emotional connection with the
customer that fosters trust and loyalty.
You can build rapport by showing
personal interest and friendly gestures
such as wishing them on their birthday,
asking about their family etc
Isn’t the weather nice? How are you? It’s when, after enough visits, I
was able to ask, “How are your kids?” that I knew I had made a
connection with someone.
AAyuja Internal and Confidential © 2012

6. 5
Solve problems and take ownership
I can’t count the amount of times I’ve accidentally given away the
wrong sandwich, and had to run after the customers outside to give
them the right one. But I never wallowed; I fixed the problem and
moved on, assuring the customer that it wouldn’t happen again.
Put yourself in the customer’s shoes,
they need to feel that you’re considering
their problem as yours.
Also take ownership of the situation and
sound positive by solving their problem
or find someone who can solve it, if not
find an alternative solution.
A simple and genuine apology at the
appropriate time can do wonders, it’ll
empathize the situation and usually
diffuses
a
tough
customer.
AAyuja Internal and Confidential © 2012

7. 6
Show your expertise
Product knowledge can boost sales. You
should know the benefits and other
details regarding the product or service
you offer.
Sometimes, customers want to know what you eat. Customers
relied on my expertise to make their decision
AAyuja Internal and Confidential © 2012

8. 7
Bring order to chaos
Sometimes it got so busy at Subway and Burger King that everyone
started freaking out. But I tried to be the one person who had a
constant smile – even if it was forced. Just that small act made
people remark – “why are you always so happy?” That was my way
of bringing order to chaos, hoping that my smile would help everyone
else feel more relaxed.
Keep smiling during the call with your
client, this can be noted in your voice by
the customer.
An enthusiastic tone of voice conveys a
sense of caring and makes people feel
special. Sales reps should always watch
their tone of voice throughout the call,
over enthusiastic may sound annoying
AAyuja Internal and Confidential © 2012

9. 8
Stay happy
Positive thinking leads to more positive
approaches which lead to more sales.
Positive thinking brings breakthrough
ideas to help the customers which in turn
attract the prospects to do business with
you. When you move towards being
positive and happy you tend to win more
sales
My boss would always tell us that smiles are the
most important. He liked me because I was perky;
and it wasn’t too hard to keep up the smiles. In fact,
it came naturally after a while, so I looked dazed and
elated even when there were no customers in the
restaurant. Tricking myself into smiling helped in
situations where everything seemed to be going
wrong, and actually made me more proactive
(instead of the people who were whining in the back
about an annoying customer).
AAyuja Internal and Confidential © 2012

10. 8
Stay happy
Positive thinking leads to more positive
approaches which lead to more sales.
Positive thinking brings breakthrough
ideas to help the customers which in turn
attract the prospects to do business with
you. When you move towards being
positive and happy you tend to win more
sales
My boss would always tell us that smiles are the
most important. He liked me because I was perky;
and it wasn’t too hard to keep up the smiles. In fact,
it came naturally after a while, so I looked dazed and
elated even when there were no customers in the
restaurant. Tricking myself into smiling helped in
situations where everything seemed to be going
wrong, and actually made me more proactive
(instead of the people who were whining in the back
about an annoying customer).
AAyuja Internal and Confidential © 2012