Suggestive selling on the floor, with the numbers and the exact words
How to measure spend per cover, what to suggest at each moment of the meal and how to get a team ready before the season. Written for owners and managers of restaurants and bars in Mallorca.
Latest
Revenue per Cover vs Profit per Cover: When a Higher Ticket Medio Still Loses Money
The till tells you what guests paid, not what you kept. Here is a one-page margin check on your most-suggested items, and why the big-ticket upgrade is often the weakest sale on the menu.
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9 articles- Season planning
The November List: What Mallorca Restaurants Should Fix Before Next Season
November is the one month a Mallorca owner has time to think. Here is the list to work through: sales by item, menu, team gaps and training dates, while there is still time to act.
- Measurement
Did the Training Work? Before-and-After Spend per Cover by Server
A higher ticket medio after training proves little on its own. Here is how to compare fair periods, strip out price rises and see which servers and which moments of the meal actually changed.
- Measurement
What +€2 per Cover Means for a 120-Cover Terrace (Worked Example)
Two euros a head sounds like small change. Run it across 28,800 covers in a hypothetical Mallorca season and it becomes more than €50,000 ex-IVA, from guests who were already sitting down.
- Measurement
What Is a Good Average Spend per Head? Spain, the Balearics and the UK
The Balearics averaged €35 a head in 2024 and Spain €27 on TheFork in 2025. Here is what those figures and the UK numbers really measure, and why your own baseline is the benchmark that counts.
- Measurement
The Baseline Week: Measure Before You Train Anyone
Before anyone trains your team, record seven quiet, honest days from your till. Here is what to write down, and how to stop a rainy Tuesday and a fiesta Saturday from ruining the comparison.
- Measurement
How to Calculate Your Average Spend per Cover (Ticket Medio) From Your Till
Net sales divided by covers sounds simple until IVA, tips, split bills and the bar get involved. Here is how to pull one honest number from your till, split by service.
- Fundamentals
Upselling vs Cross-Selling vs Suggestive Selling: The Difference in One Table
Upselling is a better version of what was ordered, cross-selling is an extra item, and suggestive selling is the skill that covers both. Here is the difference in one table, with bar and restaurant examples.
- Fundamentals
What Is Suggestive Selling (and What It Isn't)?
Suggestive selling is naming one specific item, at the right moment, for a reason that has to do with the guest. Here is what that looks like on a Mallorca floor, and what the pushy version looks like.
Beyond the blog
- News
- Hospitality news from Mallorca, summarised, with the source.
- Resources
- The most useful articles, sorted by the question they answer.
- Self-check
- The self-check walks through the moments of the meal where your team could suggest something and shows you which ones nobody is working. It is free.