1. Purpose of the Assignment and Learning Outcomes Upon completion of this assignment, as it relates to the following, students have demonstrated: The role of the seven steps framework in the selling process. 2. The various techniques and resources to find and qualify prospects. 3. The process of breaking down an execution plan. 4. A strategy to address audience's needs. 5. The process to anticipate roadblocks or questions by knowing audience and planning ahead. 2. Instructions 1. Assume you're a Toronto-based organization (product/service of your choice). 2. Identify a potential customer for a sales presentation. 3. Create a draft outline using the seven steps framework. Your analysis should include the following: a. Prospecting & Qualifying: Do research to determine if a lead is ready, willing, and able to purchase your product or service b. Pre-approach: Identify the demographics of the company, the decision maker and, most important, the prospect's pain points and need. c. Approach: Establish the value your organization can deliver to the prospect, not just sell. d. Presentation: Explain how you will demonstrate how your solution relieves the prospect's pain points and delivers a better solution than the current state. e. Handling Objections: List potential objections and your strategy to deal with each of them. f. Closing the Sale: List the terms and conditions that will be part of your negotiation before the sale can be closed. g. Follow-up: Explain how will you earn the trust of the customer by actually delivering what was promised-on time and on budget. 4. Deliver a sales presentation. Try to incorporate tools and frameworks learned throughout the course to make your presentation effective and powerful