Meeting Scenarios
How to Run Negotiations That Close
When you need meeting scenarios
The meeting went well, the customer liked it, but they "need a pause". There is no meeting structure that drives a decision - just a presentation for the sake of presenting.
Meetings without results
The customer listens, nods, says thanks - and leaves to think. The meeting does not move the deal forward.
Salespeople do not know how to discover needs
They jump straight to the pitch without uncovering the real task.
Demos and pitches drag on
They show everything instead of what matters to this specific customer.
No closing in the meeting
They leave without a clear next step - "we will get back to you".
Online meetings are weaker than offline
On Zoom/Meets rapport drops and attention slips - there is no format adapted for it.
Group negotiations are stressful
When several people sit on the customer side - the salesperson freezes.
Meeting scenarios for every format
The result is a working document, not theory.
Meeting structure
- 5 stages: rapport, discovery, presentation, objection handling, close
- Timing and transitions between stages
- What has to happen at each stage
Discovery questions
- SPIN or BANT - adapted to your product
- How to surface real pain, not surface-level requests
- How to work with multiple decision-makers
Closing scenario
- How to propose a solution after discovery
- How to handle objections in the meeting
- How to end with a clear next step
What's inside the section
A detailed structure with concrete content.
Meeting prep
What to study about the customer beforehand, how to set the goal, what to bring.
Building rapport
How to open the meeting, build trust, and set the customer up for dialogue rather than monologue.
Needs discovery
Question structure: situation, problem, implication, value. Adapted to your product.
Solution presentation
How to link the customer's pain to your solution - through concrete results, not features.
Closing and the next step
How to ask for a decision without pressure and leave with a concrete commitment.
The creation process
A clear process - from briefing to the final document.
Live meetings of top salespeople
What works, what does not, bottlenecks
Structure, questions, techniques
Practice and refinement
Minimum from you
We need your time and access to data. We handle the rest.
Recordings of 5-10 real meetings (video/audio)
Top salespeople for interviews
Information on typical negotiation scenarios
Examples of successful and failed meetings
Honest answers
Questions clients ask before we start.
Do B2B and B2C need different scenarios?
Yes. B2B has more participants, a longer cycle, and different criteria. We adapt to your sales type.
How do we adapt the scenario for online meetings?
A separate block: online meeting structure, how to keep attention, what to use instead of in-person rapport.
Is a scenario the same as a script?
No. A scenario is structure and logic. The exact words are natural and personal to each salesperson.
Should we run a training afterwards?
Yes - scenarios do not stick without practice.
Ready to build a sales playbook your team will actually use? Book a 30-minute review - we will show what your playbook will include and the impact you can expect.
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