POS resellers often assume they know what restaurant owners need – fast transactions, seamless integrations, and cost-effective pricing. But what do restaurant owners really want from a POS provider? And what makes them reject a pitch outright?
If you’re selling POS systems to restaurants, understanding their pain points, daily challenges, and decision-making process is crucial. This article explores what restaurant owners wish POS resellers knew before walking into that sales meeting – so you can craft pitches that actually convert.
1. "We’re Drowning in Sales Pitches – Make Yours Stand Out"
The Reality: Restaurant owners get bombarded with POS pitches every week. Most of them sound the same – promising “efficiency” and “seamless integration.”
What They Want: A clear, concise, and personalized pitch that immediately addresses their specific business model, existing pain points, and growth goals.
How to Stand Out:
Do your research: Mention their cuisine type, order volume, or existing tech stack.
Skip generic buzzwords: Instead of “we help streamline operations,” say “Our POS reduces your order processing time by 30% by automating kitchen tickets.”
Show, don’t tell: Offer a quick live demo tailored to their business needs.
2. "We Care More About Reliability Than Cool Features"
The Reality: Resellers often focus on flashy features like AI-driven analytics or mobile ordering. But if a POS system crashes on a Friday night, none of those features matter.
What They Want: A POS that never goes down during peak hours, has fast support, and handles high order volumes smoothly.
How to Sell It:
Highlight uptime statistics and how your system handles connectivity issues.
Offer a fail-safe solution, like an offline mode that keeps orders flowing during internet outages.
Share real-world reliability testimonials from similar restaurants.
3. "Our Staff Turnover Is High – Your POS Must Be Easy to Learn"
The Reality: Restaurants experience one of the highest turnover rates of any industry, meaning new hires need to be trained on the POS constantly.
What They Want: A system that’s so intuitive, new employees can use it with minimal training.
How to Sell It:
Offer a self-explanatory, touchscreen-friendly interface with minimal clicks per order.
Provide video tutorials, on-screen guidance, and a simple training mode.
Show how your POS reduces training time and mistakes, saving them labor costs.
4. "Hidden Fees Are a Dealbreaker"
The Reality: Many restaurant owners have been burned by POS providers charging unexpected fees for software updates, integrations, or hardware replacements.
What They Want: Transparent pricing with no surprises.
How to Sell It:
Be upfront about ALL costs, including processing fees, add-ons, and future scalability.
Offer flexible plans, including one-time purchases, leasing options, or month-to-month contracts.
Show how your pricing compares favorably to competitors, especially in long-term value.
5. "We Need POS Systems That Work with What We Already Have"
The Reality: Many restaurants already use specific accounting software, online ordering platforms, or delivery services – and switching is a hassle.
What They Want: A POS that integrates with their existing tech stack instead of forcing them to replace everything.
How to Sell It:
Ask about their current systems before pitching.
Highlight your integrations with major platforms like DoorDash, Uber Eats, and QuickBooks.
If no direct integration exists, offer workarounds or API flexibility.
6. "We Don’t Have Time for Long, Complicated Setups"
The Reality: A restaurant’s priority is serving customers, not spending hours setting up a new POS system.
What They Want: Fast, frictionless onboarding with minimal disruption.
How to Sell It:
Offer a quick installation process with pre-configured menus and one-click imports.
Provide on-site or remote support to get them up and running fast.
Show how your system can be operational in a matter of hours, not days.
7. "Our Margins Are Thin – Show Us How Your POS Saves Us Money"
The Reality: Restaurant margins are notoriously low, and any additional cost must be justified by clear ROI.
What They Want: A system that reduces costs, increases revenue, or prevents financial losses.
How to Sell It:
Show real-world numbers: “Our POS reduces order errors by 25%, saving you an average of $500/month.”
Demonstrate labor cost reductions through automation and self-ordering kiosks.
Offer data-driven insights that help them optimize menu pricing and reduce waste.
8. "Great Support Matters More Than You Think"
The Reality: If something goes wrong, restaurant owners need fast, effective support. A slow response can mean lost sales and angry customers.
What They Want: 24/7 customer support, ideally with real humans answering urgent issues.
How to Sell It:
Highlight your average response time and customer satisfaction ratings.
Offer dedicated account managers for larger restaurants or franchise chains.
Provide multiple support channels – phone, chat, email, and in-app troubleshooting.
Restaurant owners aren’t looking for a POS salesperson – they’re looking for a tech partner who understands their business. The best way to win their trust? Listen first, pitch second.
Before your next sales meeting, ask yourself:
✅ Have I researched their specific restaurant model and needs?
✅ Am I addressing their biggest challenges rather than listing features?
✅ Can I prove how my POS will save them time, money, and frustration?
By focusing on what restaurant owners truly care about, you can turn your POS pitch from “just another sales call” into a game-changing conversation.
Want More Tips on Selling POS Systems?
Check out KitchenHub’s blog for more insights on POS sales, integrations, and restaurant technology trends!
