If you didn’t feel the ground shaking, you’ve missed the most significant changes in conference center group sales in my lifetime. In fact, right now, in the winter of 2010, conference center meeting customers are different than they were three years ago, and if you haven’t altered your approach, processes and behaviors you’ll be left behind.

The skills you'll take away:

• The ability to identify, reach and interest a qualified prospect for your conference center.
• The ability to create a site inspection, appointment, presentation or “surrogate tour” prior to the site selection decision.
• The ability to understand the potential buyer’s needs (all stakeholders) and clearly be perceived as superior to their other property choices.
• The ability to gain “out negotiate” potential customers who keep insisting on lower rates.
• Exceeding revenue and room night goals through precise competitive practices