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