ATAA Launches Sales Seminars

Industry veteran Robert Stalbaum will lead teleconference series on sales techniques

The Association of Travel Agents of America has tapped noted industry consultant Bob Stalbaum of Strategies for Success for a series of teleconferences on selling techniques.

The conference-call seminars, titled Tune Up For Winter, are free to ATAA members and $20 per session for nonmembers or $75 for all five seminars. Stalbaum said that the “single greatest opportunity for an agency in this current business environment is to increase sales, but only two in 10 agencies have the sales process down pat.”

Stalbaum said he aims to correct that problem. In fact, he said he has every confidence “that participants will increase sales 20% to 40% in 60 days or less” after hearing his seminars.

The Schedule

Oct. 22: Qualifying prospects, getting rid of time wasters, and determining a prospect’s degree of readiness/commitment to book.

Oct. 24: Conducting a client interview (asking the right questions to ensure the sale) and consultative selling.

Oct. 29: Overcoming objections, combating the Internet and justifying fees.

Nov. 5: Closing and enhancing the sale, wowing clients and adding value.

Nov. 7: Referral programs and self-marketing.

All teleconferences will start at 10 a.m. PST and are 50 minutes in length. To register, go to and, on the home page, click on Tune Up For Winter on the Upcoming Hot Events board.