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New Prospecting Techniques for Hotels, Resorts and CVBs: Targeting and Delivering the Business you Want and Need
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Delivered in a fast-paced, interactive style, suitable for a “Train the Trainer” program, the Business Recruiting session will discuss markets that impact the need times of a hotel and the critical sales programs designed to grow a client list into productive accounts.
Business Recruiting is more than “working a list”—it’s specifically designed to immediately increase rate 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
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Learning Objectives :
- Targeting specific groups that have immediate potential for incremental business to your hotel.
- Revealing the Top 5 “Tricks of the Trade” needed on every call to make a Prospect a Customer.
- Training yourself and your Sales Managers to be a One-Call Closer.
- Develop a Tracking and Rewards Program to recognize exceptional performance.
It's one of the most popular and high-impact programs offered and the results will make your hotel a success story in any market. |
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Presented By
 Tom Pasha
President
Contact Planning and Production/Golf Event Managers Association
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 Register
CD Only - $199*
*All CD Registers 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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