Signature Sales Training

How to Register:

The option to sign up for a Signature Sales Training session will be available during the registration process.

*Note: Hotels participating in a Signature Sales Training session on Wednesday, May 28, will have access to the hotel discounted room rate for Tuesday, May 27 arrival.

From Preparation to Partnership: Making Every Minute Count

Wednesday, May 28, 1-5 pm

What You Will Learn:

• Understanding the Travel Manager’s Role: Gain insights into their key responsibilities within the Worldwide Sales framework and how to create mutually beneficial partnerships.
• Key Decision Factors: Identify the critical elements that influence client decision-making and tailor your approach to make every minute count.
• Crafting Powerful Introductions: Develop your captivating opening statement that captures attention and sets the stage for productive conversations.
• Building Tailored Business Cases: Learn how to align your proposals with client goals and challenges to drive stronger engagement.
• Strategic Differentiation: Define and communicate your unique value proposition to stand out in a competitive marketplace.

Toni Lindner, Senior Manager, Worldwide Sales - Hotel Sales Optimization, brings over 30 years of extensive business acumen experience in the hospitality industry. Recognizing the pivotal role of strategic positioning and client satisfaction in driving referrals and repeat business, Toni excels in maximizing sales revenue. Toni holds certifications as a Certified Hospitality Trainer and Certified Hospitality Sales Professional from the American Hotel Lodging Educational Institute. She plays a key role in facilitating and delivering multiple sales training programs for BWH Hotels, encompassing both virtual and live sessions. Notably, she facilitates programs such as General Manager Sales Leadership and Sales & Revenue Optimization Training, contributing significantly to the professional development of sales teams. Throughout her career, Toni has received industry accolades, underscoring her contributions. She was instrumental in founding the West Valley Events Coalition in Arizona, which, under her stewardship, evolved into the highly successful Glendale Visitors and Convention Bureau. Toni's leadership extended to serving on the Convention Bureau’s Advisory Board, where she provided valuable insights and guidance. For the past ten years, Toni has been an integral part of the Hotel Sales Optimization Team for BWH Hotels. She has previously served Districts 1 and 5 and currently oversees District 2, Executive Residency / Dual Brands and @Home, demonstrating her commitment to driving excellence across various segments.

Level Up: Optimize Your Hotel Sales Strategies for Success!

Wednesday, May 28, 1-5 pm

Highlights include:

• Authentic Selling: Engaging in a genuine and transparent manner.
• Emotional Intelligence: Build stronger connections through authenticity.
• NeuroSelling: Understand customers at a deeper level based on how buyers make decisions.
• AI in Sales: Tools to engage and enhance communication.

Elevate your hotel sales success with strategies to drive action, build trust, and enhance emotional engagement throughout the sales process.

Session Hosted by:

Melinda McGuire
Sr. Manager, Hotel Sales Optimization
BWH Hotels

Melinda McGuire has been with BWH Hotels for 11 years and is a Senior Manager on the Hotel Sales Optimization Team for Worldwide Sales. She supports our Upscale/Boutique hotels which includes Premier, Collections, and Aiden. She has over 25 years of experience in Sales, Hospitality, Food & Beverage, and Event Management. She earned her Certification in Hospitality Business Acumen through HSMAI, Certified Hospitality Trainer through AHLEI and Certification in Analytics Essentials for Hotel Managers through STR Research/AHLEI. Melinda is also a facilitator for multiple virtual and live sales training courses including General Manager Sales Leadership, Voting Member Professional Development, Sales & Revenue Optimization Training and Premier Master Selling Class for the Upscale/Boutique Brands.