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Peak Performer Prospecting for Hotels, Resorts and CVBs - Growing your Group Business through Cutting Edge Prospecting Program

For hotels and destinations interested in growing their group business, there is no better strategy than to introduce clients to your destination and invite them to take advantage of an offer over the phone. Too many times, sales managers are intimidated in making a sales call, and they resist increasing sales by Prospecting. This session, as taught to Hyatt, Marriott, Four Seasons Hotels and many CVB's, can make your team more effective in making calls and driving new business.

 

Learning Outcomes

  1. Obtain hands-on coaching for call strategies, style, and script writing
  2. Develop a winning 10-second "Elevator Introduction"
  3. Identify and implement the one-call close, and how to follow through to generate maximum results.
  4. Identify techniques in dealing with voice-mail and screeners
  5. List four ways to make every call count.

This is one of the most popular training sessions in hotel sales, and Tom Pasha is known as one of the premier instructors on the topic.

Who Should Attend?

  • Hotel & Resort Sales Directors and Managers
  • CVB Sales Directors and Managers

Presented By

Tom Pasha
President
Contact Planning and Production

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.

Later, Tom founded the Midwest office for Helms-Briscoe Performance group, personally generating over 50,000 room nights annually. He 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.

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CD Only - $199*

*All CD orders will be assessed a $20 Shipping & Handling Fee for CD and Conference Materials.

Questions About this AudioConference CD? Call 1-800-431-7571

 



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Continuing Education

This program has been approved for .2 recertification credit toward CSEP recertification through the International Special Events Society (ISES). For more information about certification or recertification, please visit the ISES homepage at www.ises.com.

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 at www.conventionindustry.org.