Office Hours: Why Your Staff Can’t Sell & Why It’s Your Fault

I’m Josh Kopel, a Michelin-awarded restaurateur and the creator of the Restaurant Scaling System. I’ve spent decades in the industry, building, scaling, and coaching restaurants to become more profitable and sustainable. On this show, I cut through the noise to give you real, actionable strategies that help independent restaurant owners run smarter, more successful businesses. In this episode, I dive into the critical aspects of profitability in the restaurant industry. I emphasize the importance of effective sales training that prioritizes emotional engagement over just product knowledge. I also share actionable strategies to help restaurant teams connect with guests and sell more effectively by using storytelling and developing a genuine belief in the food they serve. Takeaways:Most restaurant owners think they need more guests.Profit isn't random, it's engineered.Sales doesn't come from knowledge. It comes from conviction.Guests don't buy facts. They buy feelings.Selling isn't about pressure, it's about believing.The best servers are matchmakers.Curiosity builds connection. Emotion builds belief.Empower storytelling over scripting.If your team isn't trained to feel it, they'll never be able to sell it.Make what's working a daily conversation. Chapters 00:00 Introduction to Hospitality Insights 01:20 The Importance of Profitability Systems 02:45 Transforming Team Sales Training 05:42 Empowering Teams for Effective Selling If you’ve got a marketing or profitability related question for me, email me directly at josh@joshkopel.com and include Office Hours in the subject line. If you'd like to scale the profitability of your restaurant in only 5 days, sign up for our FREE 5 Day Restaurant Profitability Challenge by visiting https://joshkopel.com.