You are responsible for booking events at Premier Hotel, a five-star hotel. The convention facilities are state-of-the-art and ideal for large corporate meetings. The accommodations are suites, not rooms, so two people can stay comfortably in each one, which helps reduce the overall costs of rooms. The service is impeccable and has ratings above the Ritz Carlton and Four Seasons hotels. Premier Hotel has received the J. D. Power and Associates Award for the best service in the hospitality industry. You have made your presentation and a pricing proposal and presented it to the prospect. This meeting is essential for the hotel, and you must close the sale. However, first, you will need to handle some objections: Answer the following question:

• What value does Premier Hotel offer to Capstone Industries for this meeting?
• What objections are you most likely to get?
• How will you prepare for each one?
• You are unwilling to lower the price, so respond how you will handle that objection if you get the price projection.