Stories are universal in their use, appeal, and effectiveness—across cultures and across ages. In this course, participants will learn to craft and use compelling stories to sell incentive travel solutions to clients. Participants will learn to develop an audience profile to help tailor the story to the client, as well as components that comprise a compelling story to aid in development of the story. Finally, participants will consider positioning the story in a sales presentation and consider other sales opportunities where storytelling might be beneficial.

Telling Your Story to the Incentive Market is appropriate for sales professionals who have more than five years of selling experience in the Incentive Travel industry.

At the conclusion of this course, participants should be able to craft powerful stories as a tool for selling incentive travel to specific clients.

Successful incentive travel experiences are built on relationships— and reputation is one of the keys to establishing and building successful relationships. Whether suppliers or buyers, we do business with those we like and trust. In this course, participants will explore key needs of buyers and suppliers that can make or break their relationships. They will consider how reputation affects themselves, their companies, and the incentive travel industry, as well as reviewing the role of ethics and the SITE Code of Conduct in business interactions.

This course is appropriate for sales professionals who have more than five years of selling experience in the Incentive Travel industry as well as incentive travel buyers and brokers who are interested in enhancing their relationships with incentive travel companies.

At the conclusion of this course, participants should be able to:

• Develop mutually beneficial partnerships with the buyers or suppliers with whom they work
• Identify the benefits of a good reputation and ethical business conduct versus the consequences and the implications of a not-so-good reputation

Requests for Proposals (RFPs) are the primary tool that buyers use to express requirements for an incentive travel experience. The response to the RFP is the supplier’s opportunity to demonstrate how they can fulfill these requirements and provide a unique solution for the buyer’s community of qualifiers. In this course, participants will explore both sides of this process, considering best practices in both developing RFPs and in responding to them and learning more about special considerations.

This course is appropriate for sales professionals, buyers, and brokers who have more than five years of experience in the Incentive Travel industry.

At the conclusion of this course, participants should be able to:

• Identify and follow best practices in preparing and distributing RFPs to potential suppliers
• Develop responses to RFPs according to the best practices of the incentive travel industry

Contracts are the legal expression of an incentive travel agreement between the buyer and the supplier. Successful contracts result when buyers and suppliers both approach negotiations in a collaborative manner, understanding the requirements and limitations of each other. In this course, participants will explore both perspectives of contract negotiations as well as “gotchas” that buyers should be aware of.

This course is appropriate for sales professionals, buyers, and brokers who have more than five years of experience in the Incentive Travel industry.

At the conclusion of this course, participants should be able to negotiate an incentive travel contract for the mutual benefit of both the buyer and the supplier.

Visiting a site during the sales cycle can help buyers see how the destinations and properties under consideration can provide a unique incentive travel experience for their group. For suppliers, site visits are an opportunity to show off their offerings, deepen the relationships with the buyer, and gain greater insight into buyers’ needs and wants. In this course, participants will explore planning and conducting a site visit.

This course is appropriate for sales professionals, buyers, and brokers who have more than five years of experience in the Incentive Travel industry.

At the conclusion of this course, participants should be able to plan a site visit that not only showcases the destination or property but also demonstrates how it meets the unique needs of the community of qualifiers.