CLIA Video/DVD Training

Profiting From the Power of Groups - New for 2010!

What do the most successful travel agents share in common? At least part of their business consists of groups. This video features interviews with both travel agents and cruise line executives who have far-reaching, first-hand experience with cruise groups. Hosted by Dr. Marc Mancini, this presentation will give you dozens of insights and insider tips on how you too can profit from this important sector of the cruise marketplace. (40 minutes).

Delivering Great Service

Recent consumer surveys have verified what we've all suspected: great service is becoming an increasingly rare commodity. But as with anything rare, consumers want, even treasure, service excellence. And many now are willing to pay extra for it. In this video/DVD, Dr. Marc Mancini reveals the five emotional needs that any service-related travel business should address. He'll share with you the 10 standards of excellence that the most successful service providers follow; which communication skills can best enhance your service efforts; how the luxury market is built on service excellence; what you must do to turn yourself into a brand; and how technology can help you provide even greater service to your clients. (35 minutes)

CLIA’s Tech Tips: Making Today’s Technology Work for You

E-mail has become a powerful marketing tool for selling travel. In this video/DVD, Dr. Marc Mancini will share with you five ways to get people to open your e-mail promotion; seven strategies to make your e-mail especially effective; and ways to get the most out of your Internet searches. If you're already knowledgeable about technology, it'll be a good refresher course – and you may learn a few new things, too. If you feel a bit technologically challenged, this video/DVD will teach you plenty. (26 minutes)

Secrets of Success: 10 Strategies to Increase Your Profitability

What do top-producing sellers of travel do to enhance their profitability? In this video/DVD, Dr. Marc Mancini will take you on a discovery of 10 easy-to-apply secrets to success, including dozens of practical tips that pacesetting travel agents will share with you. You’ll especially learn how new technologies can assist you with even the most personal of your sales and service skills. (40 minutes)

Effective Direct Mail Techniques

This video/DVD reveals the success strategies used by the pros. Learn how to build or obtain databases, apply the seven“C’s” of great copy writing to all of your mailings, and make potential clients notice your mailer above the rest. Join Dr. Marc Mancini and discover what direct mail is all about. (20 minutes)

Closing the Cruise Sale

This CLIA video/DVD reviews the most popular closing strategies to get your clients to make the final commitment to buy. You’ll learn how to recognize when a client is ready to buy. As a bonus, there’s a chance to share your own favorite closing techniques and maybe even win a prize. (35 minutes)

Cruising… Knowing the World You Sell

Dr. Marc Mancini, leading travel educator and speaker shows you some of the world’s great cruise destinations – the Caribbean, Alaska, Europe, Asia, the Pacific, South America and Mexico – and shares insights on the best way to sell them. Presented in a lively news broadcast format. (70 minutes)

Principles of Professional Selling – 2nd edition

This video/DVD focuses on the essential sales skills that need to be learned and practiced with every client. Subjects covered include – the five essential steps of the sale, turning features into benefits, and tips to refine your telephone sales skills. (35 minutes)

Selling Cruises as a Home-Based Agent

You’ll discover the seven advantages of working from home and the five biggest challenges. Gain insider tips on how to satisfy government requirements, work with suppliers, learn new technologies and how to maintain an efficient home office. (30 minutes)

Marketing Your Agency on the Internet

In this video/DVD, Dr. Marc Mancini shows you how to make the Internet a powerful ally for your agency in the travel marketplace. You’ll learn what will set you apart from your competition, the essential ”e-strategies“ for web-based success, how to tailor e-marketing for cruise sales, and gain valuable insight from Internet professionals. (25 minutes)

Turn Your Agency into a Cruise Vacation Store

Learn simple, effective strategies to transform your agency into “Cruise Vacation Central.” Learn to use your agency’s existing resources (such as business cards, stationery, promotional pieces, and even office layout) to reach your cruising market with the impact that gets results. Find out the best ways to tell the right people that your agency is the place to book a cruise. (20 minutes)

Introduction to Successful Cruise Selling – 2nd edition

A must-see for anyone involved in cruise sales, particularly new retail agents. This video/DVD includes elements of the cruise vacation, effective sales techniques, insights from clients, do’s and don’t's, tips for turning the reservation process into a sales opportunity and using brochures to close a sale. (35 minutes)

CLIA’s Guide to Escorting Groups

In this video/DVD, Dr. Marc Mancini (who began in the industry as a tour conductor) takes you on an insightful and often amusing exploration of what it takes to operate a successful cruise group departure. (65 minutes)

Converting Landlocked Vacationers into Cruise Vacationers

This video/DVD will explain ways to break down the wall of resistance, examine common misconceptions, provide solutions for getting past barriers, and identify the five types of non-cruisers and ways to reach them. It is estimated that there are 22 million prospects on the verge of taking a cruise just waiting for you to persuade them. (30 minutes)

Selling Special Interests/Niche Cruising

Perhaps the fastest growing segment of travel is special interest cruising – and niche clients are becoming a major profit center. Find out how to adjust your sales to the needs of families, luxury seekers, learning enthusiasts, adventurers, and honeymooners. You’ll also learn about the five generations that buy travel and what each seeks in a cruise vacation experience. Niche sales can enhance your bottom-line – or serve as your core strategy. Find out how and why. (30 minutes)