The Marcus Capstone
The Day 2 finale. Delayed shipment. 15% lower competitor quote. A skeptical partner. Two weeks of silence. Go.
The setup
- • Marcus owns a 110-room hotel.
- • His furniture shipment was delayed six weeks — his timeline is wrecked.
- • He has a competitor's quote for the remaining scope that is 15% lower.
- • His business partner is now involved and skeptical.
- • He went silent for two weeks after saying "we need to think about whether this still makes sense."
- • You just re-engaged him. He replied.
You'll be scored on 4 moves
- Re-engage cleanly (not "just checking in").
- Run HEAR on the delay — don't just apologize.
- Reprice the 15% quote in guest-cost / ROI terms — don't discount.
- Close with ONE recommendation and ONE dated next step that works for the partner too.
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