Convention & Visitors Bureau

Bureau Co-Sponsored Training Programs

While in the past Steinhart & Associates has predominantly facilitated their Accelerated Hotel Sales Training programs for hotel and hotel management companies, we have found a definite application for individual properties via their Convention and Visitors Bureaus.

The format is simply that your bureau co-sponsor these one day training sessions by introducing them to your member hotels, assist with registration and arrange for the site. The member hotels pay their own way and may send as many attendees as they desire.

This process will allow your member hotels to ascertain critical sales training while at the same time allow your bureau to provide a valuable service. The program is designed so that your bureau will not incur any costs other than initial mailing costs.

Typical fees are $200 per attendee.

Bureaus who have participated in the program first forward the enclosed information to their member hotels in an effort to determine interest. Once interest is verified, a date is selected and we will forward to you all of the registration material that you forward on to your hotels.

Phase One is designed for new persons in our industry or for those looking for a refresher course. Phase Two is designed for more experienced salespeople, or those that have already attended Phase One. You need not have attended Phase One to attend Phase Two. You may also want to attend both sessions.

Bureau Co-Sponsored Training Program Implementation Check List

•	Present training program at a DOS Meeting or via mailing to determine initial interest. A minimum of 20 attendees is required to maximize training format.
•	If there is enough initial interest then a consensus date(s) needs to be established.
•	A location must be selected. Seminar will run from 9a-5p in a U-Shape set-up. Typically, a member hotel will donate the meeting space and AM and PM coffee breaks.
•	Luncheon is on own.
•	Once these details are finalized, we will send you an official registration form. The Bureau will then send out the form to its member hotels. The form will be completed and sent back to the Bureau offices where a list of attendees will be compiled.
•	Registration payment should accompany the registration form. The checks should be made out to Steinhart & Associates whereby you hold them and give them to us at the conclusion of the session. If you prefer, the checks can be made out to the Bureau whereby you deposit them and then have one check made out to Steinhart & Associates.
•	Typically, the Co-Sponsoring Bureau will arrange for hotel accommodations for the facilitator.
•	Steinhart & Associates will provide the seminar materials as well as issue diplomas for each attendee.

Accelerated Bureau Sales Training Program Agenda Phase One

PURPOSE: To accelerate the training of hospitality sales personnel as it relates to the refinement of existing, and introduction of new selling skills that will establish action steps in order to achieve specific goals.

I. Introduction

II. Three pitfalls of hospitality sales

III. Analysis of Sales Skills
      a) Identifying new accounts / gaining market share
      b) making effective presentations
      c) removing resistance
      d) negotiating
      e) closing
      f) prioritizing

IV. Analysis of People Skills
      a) work ethic
      b) creativity
      c) image

V. How a superior can assist with the sales effort

VI. How to improve working relations between hotels/bureaus

VII. How to implement this new material into your daily routine

Accelerated Bureau Sales Training Program Agenda Phase Two

PURPOSE: To further accelerate the training of experienced hospitality sales personnel as it relates to the refinement of existing, and introduction of new selling skills that will establish action steps in order to increase productivity.

I. Introduction / Quick Review of Material from Phase One

II. Making effective presentations

III. Advanced negotiating

IV. Advanced closing

V. Establishing goals, objectives and action steps

VI. How to accelerate the rapport building process with customers

VII. Selective selling / selling down times

VIII. The Dynamics of target markets
         a) Association
         b) Corporate
         c) Incentive

IX. Identifying your strengths and weaknesses

A Few of Our Clients

•  International Association of Convention & Visitors Bureaus
•  Western Association of Convention & Visitors Bureaus
•  San Francisco Convention & Visitors Bureau
•  Greater Phoenix Convention & Visitors Bureau
•  Sacramento Convention & Visitors Bureau
•  Tucson Convention & Visitors Bureau
•  Salt Lake Convention & Visitors Bureau
•  Washington County Convention & Visitors Bureau
•  Portland Oregon Visitors Association
•  Los Angeles Convention & Visitors Bureau

Steinhart & Associates
Tel (650) 854-4568 • Fax (650) 854-7629 • Email: SteinAssoc@aol.com