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Peak Performer Prospecting for Hotels, Resorts and CVBs

Tom Pasha, one of the most respected presenters on Hotel sales, will present the essential skills of Prospecting for new business, specifically addressing group sales for hotels, resorts and CVB's. With the changes in the economy and the demands of owners and managers, your team will hear the best ways to dramatically increase short-term, highly visible results by recruiting business in new markets.

Tom Pasha has presented his sales sessions worldwide, from national corporate sales meetings to CVB's and private consulting. Sales Directors nationwide trained their managers using the techniques they learned from Tom, and his updated Prospecting presentation will give your managers the tools they need to succeed. All attendees will also have the opportunity to book a full-day Sales presentation for their team.

Learning Outcomes

  • Describe skills to prospect for new business
  • Explain how to recruit business in new markets
  • Give examples of how Sales Directors can train their Sales Managers
  • Demonstrate successful Call Scripting
  • Discuss ways to target the Right Group at the Right Time
  • Identify the best sources for successful prospecting

Who Should Order This CD?

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

Presenters and Panelists

Tom Pasha
President
CONTACT Planning

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.

Click Here to Order the CD

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.