How it works
- 01
Set up the scenario
Agree on the topic and attendees for the next conversation.
- 02
Role-play the conversation
The customer starts with: “I can make time, but what exactly would we be looking at?” Adapt your questions based on their response.
- 03
Review, then try again
Look for a shared goal and the right attendees. A calendar slot alone doesn’t mean the meeting is well prepared.
What does this practice session look like?
He wants to explore a specific use case with a colleague who will use the tool, not sit through a general demo.
The customer says: “I can make time, but what exactly would we be looking at?” Here’s one possible response.
“I suggest we review your approval process with your colleague. Which use case should we prepare?”
What scenario should you practice?
A contact has confirmed a problem but doesn’t want a general demo. They also need to involve a colleague who will use the tool day to day.
Tie the meeting to the need they expressed, propose an agenda, and identify the attendees before discussing availability.
What phrases can you try?
Adapt these to your own words. They’re for practicing an approach, not reciting a script.
- “For this meeting, I suggest we look at your specific use case. Would that be the right goal?”
- “Who needs to be involved for us to make progress on this?”
- “What would you like to receive before the meeting?”
What mistakes should you look for in the debrief?
Review your phrases in the call report and look for these.
- Suggesting times before confirming the purpose.
- Promising that everything will be decided during the meeting.
- Forgetting to confirm the attendees, format, and next steps.
What exercise should you do this week?
End every call by summarizing the meeting goal and asking the customer to confirm it. In the debrief, check that the commitments are specific.
Change only one thing at a time. A simulation doesn’t guarantee results on your real calls. It gives you a place to practice. See call simulations and pricing.
