These 20 upselling phrases waiters can use help you sell more without sounding pushy. More drinks and desserts mean a bigger bill, and often a bigger tip.
The secret is not what you sell. It’s how you say it. By the end of this post, you’ll have 20 easy phrases for drinks, starters, desserts and wine. Tap 🔊 to hear each one.
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The 3-part upsell: name it, describe it, ask
“Do you want dessert?” is a yes/no question. Saying “no” is very easy. So guests usually say no.
Try three parts instead:
- Name it: say one exact dish. “Our chocolate lava cake…”
- Describe it: one or two tasty words. “…is warm and gooey inside.”
- Ask: a friendly question. “Can I tempt you?”
One dish, one reason, one question. It sounds like a tip from a friend, not a sales pitch.
5 upselling phrases for drinks
“Can I start you with one of our signature cocktails?”
As soon as guests sit down. “Signature” = special to this restaurant.
“We have a lovely red on special tonight. It’s great with the lamb.”
After they order food. A drink + a reason.
“Our homemade lemonade is really refreshing on a hot day.”
Use the weather. Hot day → cold drink. Cold night → hot drink.
“Would you like a bottle? It’s better value than four glasses.”
When two people order the same wine by the glass.
“Would you like to make that a double?”
For spirits like gin or whisky. Tell them the price if they ask.
5 phrases for starters and sides
“Would you like some starters while you look at the menu?”
Right after the drinks order. “While you look” makes it feel easy.
“Our nachos are great for sharing. Most tables order one.”
“Great for sharing” + “most tables” = less guilt.
“Have you tried our calamari? It’s one of our specialities.”
A speciality = something the restaurant is famous for.
“Would you like regular fries or truffle fries with that?”
A choice question. They choose which, not yes or no.
“The wings are my personal favourite.”
Only say this if it’s true. Guests can hear it.
5 dessert upselling phrases
“Can I tempt you with dessert? Our lava cake is amazing.”
After you clear the main plates. “Tempt” is light and friendly.
“The brownie is big enough to share.”
For guests who say “I’m too full”.
“The apple tart takes ten minutes. Shall I put one in now?”
When guests are relaxed and in no hurry.
“We have a dessert platter if you’d like to try a few.”
For tables that can’t decide. A platter = a big plate with small pieces.
“Are you celebrating anything tonight?”
If yes, offer a dessert with a candle.
5 wine pairing phrases
A pairing = a drink that tastes good with a dish.
“The sea bass goes really well with our Sauvignon Blanc.”
After they order food, before they think about drinks.
“Our manager recommends the Merlot with the steak.”
An expert’s choice sounds safe to guests.
“Would you like a bottle, or would you prefer glasses?”
Both answers mean wine. You just help them choose.
“We have a tasting flight if you’d like to try three wines.”
A flight = small glasses of different wines.
“This is one of our most popular bottles. Guests love it with pasta.”
“Most popular” makes the choice feel safe.
Save this card and look at it before your next shift. On Pinterest? Pin it so you can find it fast.
20 upselling phrases waiters can use: example dialogue
Waiter: How was everything?
Guest: Delicious, thank you. We’re quite full.
Waiter: I’m glad you enjoyed it. Can I tempt you with dessert? Our lava cake is amazing.
Guest: Hmm, I don’t know…
Waiter: The brownie is big enough to share. It comes with vanilla ice cream.
Guest: Okay, one brownie and two spoons, please.
Waiter: Great choice. Would you like a coffee with that?
Guest: Yes, two cappuccinos, please.
Name it, describe it, ask. And when the guest said “I don’t know”, the waiter offered a smaller option: sharing.
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Get the course →Common mistakes
Quick quiz
1. Which question sells better?
Name the dish and ask a friendly question. Yes/no questions get a no.
2. A guest says “We’re too full.” You say…
Sharing makes a “no” into an easy “yes”.
3. The table is in a big hurry. You…
Read the table. Upselling a rushed table feels pushy.
FAQ
How do you upsell without being pushy?
Name one dish, give one reason, and ask a friendly question. If the guest says no, say “No problem” and move on.
What is the best time to upsell?
Drinks when guests sit down, starters before the main order, and dessert after you clear the main plates.
What is suggestive selling?
It’s another name for upselling with a helpful suggestion, like “The lamb goes really well with our Merlot.”
Related guides
- How to recommend a dish: 12 easy phrases
- Natural upselling techniques for servers
- Food adjectives for describing dishes
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