SD-301j · Module 3

Team Preparation Process

3 min read

For deals above a defined threshold, negotiation preparation is not a solo activity. It is a team exercise. The rep prepares the initial brief and concession map. The manager reviews and challenges the assumptions. Sales ops validates the pricing boundaries against historical data — is this discount range consistent with what has been approved for similar deals? A deal strategist or senior peer role-plays the prospect in a mock negotiation. The collective preparation takes ninety minutes. It saves days of post-negotiation repair when a poorly prepared rep gives away margin that did not need to be conceded.

Do This

  • Require team preparation for every deal above the threshold — no exceptions
  • Include a mock negotiation with a peer playing the prospect for top-tier deals
  • Document the preparation session output as the negotiation brief the rep brings to the room

Avoid This

  • Let reps prepare alone for major negotiations because they "know the deal"
  • Skip the preparation session when the timeline is tight — tight timelines are exactly when preparation matters most
  • Treat preparation as optional for experienced reps — even experienced reps benefit from fresh perspectives