Ask Aiclo. Walk into every deal prepared.

Sure. You met Rossi Impianti twice. The last time was on 3 October, on a video call, with Marco Rossi (owner) and Elena Bianchi (purchasing manager).

What they want. To cut installation times, currently around three weeks. Marco was clear: "Every week less is one more job for us."

What holds them back. They are not sure the solution works with their management software. Elena asked twice about delivery times and you have not given a date yet.

What has not come up yet. Who signs and when they want to decide.

Today I would start from the software, their most concrete objection, and close with a question about the decision date. Want me to prepare three questions to do that?

I re-read the two previous meetings. Here is an outline for today, in three moments.

Opening (2 minutes). Start again from what Marco told you: "Every week less is one more job for us." Ask whether it is still their priority and whether anything has changed since the last meeting.

Core of the meeting (15 minutes). Tackle the software integration, the doubt Elena raised twice. Show how it would work, then ask her: "What would you need to see to feel comfortable?" Then move to delivery times and propose a date.

Close (5 minutes). Ask who else needs to be involved in the decision and when they would like to start. Agree on a step with a date.

"I am not sure it integrates with our software." It already came up on 3 October. Answer with a similar case and propose a test before launch, so their risk stays low.

"Switching is a risk, even if three weeks is too long." Acknowledge the risk and propose a gradual start, on a single job.

"I need to discuss it with my partner." It is not yet clear who signs. Ask whether they can join the next meeting.

Want me to turn the outline into a checklist to keep in front of you during the meeting, or simulate an objection so you can practise the answer?

Here is a draft, based on what you discussed today.

Subject: Recap and next steps, Rossi Impianti

Good evening Marco, thank you for your time today. It was useful to understand that your goal is to bring installation under two weeks.

As agreed: by Friday I will send you the technical sheet on the integration with your software. By Monday I will confirm a firm delivery date, once checked with production. Thursday the 22nd at 10am we will speak, together with Elena, to review the proposal.

If I misunderstood anything, just let me know. Best regards, Davide

I kept a direct tone, like the one Marco used during the meeting. Want a shorter version or one written for Elena?

Done. I prepared the proposal starting from the two meetings with Rossi Impianti. Where possible I used their words, so the document talks about their problems, not our products.

Where we start. In our meetings you explained that an installation currently takes about three weeks and that this costs you jobs: "Every week less is one more job for us." The proposal starts from here.

What we propose. A standardised installation, aiming to get under two weeks. Integration with your management software, with a test phase before going live. Delivery on a guaranteed date, confirmed in writing with the order.

Timing and next steps. Start within two weeks of confirmation. Thursday the 22nd at 10am we review the proposal together.

Investment (from the price list you pasted): [amounts and payment terms]

Before sending it, two things to check. The guaranteed delivery date has not yet been confirmed by production. And Marco has not said who signs: worth asking on Thursday. Want me to add a short section answering the objections that came up?

You have three meetings tomorrow. Here is what you need for each.

9:30 Rossi Impianti (video call). The software integration objection is still open. You promised the technical sheet by Friday: bring it ready.

11:00 Studio Verdi (in person). It is the first meeting, no previous conversations. I would start with two questions: what brought them to you and how they work today.

15:00 Bianchi Srl (phone call). The quote was sent 6 days ago and they have not replied. At the last meeting Luisa Bianchi said she had to talk to her partner. Ask how that went, without going back to price.

You are free between 11:30 and 14:30: if you like, I will prepare the morning follow-ups.