Peak Performer Prospecting for Hotels, Resorts and CVBs - Targeting and Delivering the Business you Want and Need

Delivered in a fast-paced, interactive style, this session will discuss markets that impact the "need times" of a hotel and the critical sales programs designed to grow a hotel's client list into productive accounts.

Business Recruiting is more than "working a list"-it's specifically designed to immediately increase rates over peak times and occupancy during slower periods. Business Recruiting takes the techniques of the third-party planners and focus them on achieving results-why pay a commission when your staff can develop winning leads on their own?

This session, as delivered to Hyatt, Intercontinental, Radisson and Four Seasons Hotels, will help the Director of Sales and the Sales Manager alike develop new markets by pinpointing the techniques and markets that will increase sales and develop long-term clients. We will look at prospecting from a meeting planner's standpoint. This is an event you can't afford to miss!

Learning Objectives:

• Identifying Prospecting Highlights--Tips and Tricks that WORK
• Targeting Top Markets and Accounts
• Revealing the Top 5 "Tricks of the Trade"--The best prospecting strategies
• Conducting Sales Calls Best Practices
• Dealing with receptionists and voice-mail
• Getting to the client
• Getting the right information
• Top closes and follow-up
• Keeping Score--Follow-up and tracking results
• Developing a Tracking and Rewards Program to recognize exceptional performance.

Presented By:

Tom Pasha started his hotel career in operational positions of bellman, bartender and cook, Tom began his management career as a Hyatt Management Trainee in Chicago . He went to Sales Management positions throughout the Hyatt organization, working in 14 Hyatt Hotels over 18 years. Tom was Director of Sales at Hyatt Hotels in Greenville , San Antonio and Chicago O'Hare, and as Director of Sales, started the National Sales Office for Hyatt Hotels in Omaha . He won Sales Manager of the Year, Sales Director of the Year and the Donald M. Pritzker Award for Sales Excellence.

Tom presents Sales Skills Seminars to CVB's and hotel sales departments nationwide. As a senior hotel manager, he has presented graduate hospitality classes to Northwestern University, Cornell, George Washington University and the Conrad Hilton Hotel School.

Tom went into meeting planning and founded CONTACT Planning, a national meeting planning company with headquarters in Orlando, Florida. The company concentrates on corporate and association events that include golf. Tom personally booked over 50,000 room nights and 12,000 rounds of golf at clubs and resorts nationwide, working with premier corporate and association accounts.

Testimonials:

"In the two days of calling, our staff was able to identify in excess of $600,000 in new business and has been able to close on over $250,000 of that business and we are still working on the balance. I would recommend this training no matter how seasoned a sales staff may be." -Daniel J. Merrill, Vice President of Sales, The Camberley Hotel Company

"The recently completed Peak Performer Prospecting program was outstanding. The sales training was right on target, as the team was able to put your "tricks of the trade" to immediate use finding new business! The contracts just keep on coming." -J. Dirke Von Hollen, CMP, Director - Sales and Marketing, Savannah Area Convention and Visitor Bureau

Continuing Education:

• This program has been approved for 1.5 recertification points and .15 initial application points toward CMP Certification through the Convention Industry Council (CIC). For more information about CMP certification or recertification, please visit the CIC homepage.

If you have problems registering online, or have any questions, please call our customer service department
at 1-800-431-7571.

Length: 1 hour 30 minutes