From your Written Reports #1 and #2, you know your product that you are selling, you have conducted Prospecting activities, done your Pre-approach planning to be ready for your meeting, you started off your meeting well with a brief chat about something that connects you, and you asked a few questions to confirm that your Prospect's business will benefit from buying your product.

It is time to finish off your sales planning:

How to Complete & Submit your work

Open the original MS Word document for Written Report #2.

o Feel free to edit/enhance the original content of your earlier report based on feedback, new information or if you notice other errors/typos.

Please use bullet point format for your document as much as possible.

o Bullet points should be phrases or short sentences; not paragraphs.

At the end of your original report, add the following new content:

o Approach: Based on your Pre-approach research, list something about your prospect(the person) that you can refer to at the start of your meeting to help build a rapport with him/her.

Provide an explanation, if needed. (Ex.: This could be something that you know about your prospect from his/herLinkedIn profile that you have in common.)

o Needs Identification:

List two (2) questions you will ask your prospect to help you identifywhether his/her business needs your product or would benefit from purchasing and using your product.

List & explain two (2) points about your prospect company, based onyour research, that you believe will make them interested in buying your product. Explain each point enough to make sure it is clear

.o Presentation:

Choose two (2) features or benefits of your product that you think will be the most important in convincing your Prospect to buy. This is probably what you will focus on the most in your presentation. Explain each point enough to make sure it is clear.

o Handling objections:

Give two (2) objections that your Prospect will raise during your presentation. Please use a stall for the second objection. Use quotation marks ("...") to show exactly what your Prospect says. Give your response to each objection. Use quotation marks to show what you will say to overcome each objection.

o Closing:

Give a brief, sentence "Elevator Pitch" statement to make at the end of your presentation that will summarize for your Prospect the benefit of buying your product.

My previous Written report # 2:

Product Analysis

Product Name: La Marzocco Linea Mini

Official Website: https://home.lamarzoccousa.com/product/linea-mini/

Product Description:

The La Marzocco Linea Mini is a high-end espresso machine designed for the home barista. It is a scaled-down version of the iconic Linea Classic, which is used by professional baristas around the world. The Linea Mini features dual boilers, a saturated brew group, and a PID controller, making it capable of producing consistently delicious espresso.

Key Features:

Dual boilers for optimal espresso brewing and steam production

Saturated brew group for thermal stability and consistent extraction

PID controller for precise temperature control

Compact design for easy installation and space-saving use

Elegant stainless steel construction for a stylish and durable addition to any kitchen

Company Information:

La Marzocco Canada

1300 Yonge St, Suite 300Toronto, ON M4T 1X2 Canada

(416) 961-2222

https://idrinkcoffee.com/collections/la-marzocco

Target Market:

Upscale spas in the Greater Toronto Area (GTA)

Reason for Targeting:

Upscale spas cater to a clientele with discerning taste and a willingness to pay for premium products and services.

Spas use a significant amount of hot water for making tea and infusions, and the La Marzocco Linea Mini's dual boilers can provide a consistent supply of hot water without compromising espresso brewing performance.

The La Marzocco Linea Mini's elegant design and high-quality construction will complement the luxurious ambiance of upscale spas.

Prospecting Activities:

1. Attend industry events and conferences: Networking with spa owners and managers at industry events can provide valuable leads and insights into their needs and preferences.

2. Conduct online research: Utilize online directories and search engines to identify upscale spas in the GTA. Gather information about their services, clientele, and budget to assess their suitability as potential customers.

3. Engage in social media marketing: Follow and interact with upscale spas on social media platforms to establish connections and showcase the La Marzocco Linea Mini's capabilities.

4. Utilize referral networks: Ask existing spa clients to refer you to other upscale establishments in the area. Positive word-of-mouth can be a powerful tool forgenerating leads.

List of Five Target Companies:

1. Spa by 10:10 Spa & Salon1010 Yonge St, Toronto, ON M4T 1Y2(416) 961-22222.

Elmwood Spa123 Elm St, Toronto, ON M4P 1T2(416) 555-12123.

Ritz-Carlton Spa Toronto181 Wellington St W, Toronto, ON M5V 3B7(416) 585-25004.

The Spa at the Four Seasons Hotel Toronto60 York St, Toronto, ON M5J 1E5(416) 341-11115.

Willow Spa500 University Ave, Toronto, ON M5G 1X5(416) 555-2222

Pre-Approach

Contact Person: Marie Picton, Spa ManagerLinkedIn Profile: https://www.linkedin.com/in/mariepicton/?originalSubdomain=ca

Pre-Approach Activities:

1. Research the company: Visit the spa's website and social media pages to gain insights into its brand, services, and target clientele.

2. Review industry trends: Stay up-to-date on the latest trends in the spa industry to tailor your sales pitch to the spa's specific needs and preferences.

3. Familiarize yourself with the La Marzocco Linea Mini: Thoroughly understand the product's features, benefits, and competitive advantages to confidently present its value proposition to the spa manager.

Sales Presentation

Objective: To convince the spa manager to purchase the La Marzocco Linea Mini espresso machine for their establishment.

Target Audience: Marie Picton, Spa ManagerKey

Selling Points:

Enhanced Client Experience: The La Marzocco Linea Mini's ability to produce consistently delicious espresso will elevate the spa's beverage offerings and enhance the overall client experience.

Improved Efficiency and Productivity: The machine's dual boilers and PID controller ensure efficient operation and consistent performance, minimizing downtime and maximizing productivity.

Increased Brand Reputation: The La Marzocco brand is synonymous with luxury and quality, and adding the Linea Mini to the spa's equipment will reinforce its reputation for providing premium services.

Long-Term Investment: The La Marzocco Linea Mini is built to last, making it a worthwhile investment that will provide years of reliable service.

Presentation Outline

1 Introduction: Briefly introduce yourself and La Marzocco, and express your appreciation for the opportunity to present.

2. Company Overview: Provide a brief overview of La Marzocco's history, craftsmanship, and commitment to producing high-end espresso machines.

3. Product Demonstration: Demonstrate the key features of the La Marzocco Linea Mini, highlighting its ease of use, efficiency, and ability to produce consistently delicious espresso.

4. Customer Success Stories: Share real-world examples of how the La Marzocco Linea Mini has benefited other spa businesses.

5. Addressing Objections: Anticipate potential objections, such as price or budget constraints, and prepare well-structured responses that emphasize the long-term value and ROI of the La Marzocco Linea Mini.

6. Call to Action: Clearly state your call to action, encouraging the spa manager to schedule a follow-up meeting to discuss pricing and installation options.

Follow-Up

1. Send a thank-you note: Express your gratitude for the spa manager's time and reiterate the key benefits of the La Marzocco Linea Mini.

2. Stay connected: Maintain communication with the spa manager, providing updates on any relevant information or promotions related to the La Marzocco Linea Mini.

3. Request feedback: Seek feedback from the spa manager on their impression of the presentation and address any lingering concerns or questions.

4. Schedule a follow-up meeting: Reiterate your interest in helping the spa manager evaluate the La Marzocco Linea Mini and schedule a follow-up meeting to discuss pricing and finalize the purchase