HOTEL-REVENUE-MANAGEMENT5 MIN READ
Push back on a group discount without blocking sales
Use a decision matrix conversation to challenge a group discount while preserving the sales relationship.
Marco MA Sales Director 1 Validate 2 Criteria 3 Terms The moment 20 sec Discount pressure Marco wants to lower the group rate to win the planner. The peak night has high transient value; shoulders need base. A flat no protects rate but can lose a deal that could be shaped. $145 requested rate $210 peak transient forecast
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