The discounting reflex
This section covers the practical side of the discounting reflex for teams that want measurable behavior change. Apply the steps in order.
The goal is a small repeatable improvement that compounds over a quarter. Coaching works when it is specific, consistent, and tied to real calls.
Pre-negotiation coaching
This section covers the practical side of pre-negotiation coaching for teams that want measurable behavior change. Apply the steps in order.
The goal is a small repeatable improvement that compounds over a quarter. Coaching works when it is specific, consistent, and tied to real calls.
Live-call moves
This section covers the practical side of live-call moves for teams that want measurable behavior change. Apply the steps in order.
The goal is a small repeatable improvement that compounds over a quarter. Coaching works when it is specific, consistent, and tied to real calls.
Post-deal debriefs
This section covers the practical side of post-deal debriefs for teams that want measurable behavior change. Apply the steps in order.
The goal is a small repeatable improvement that compounds over a quarter. Coaching works when it is specific, consistent, and tied to real calls.
Building a negotiation playbook
This section covers the practical side of building a negotiation playbook for teams that want measurable behavior change. Apply the steps in order.
The goal is a small repeatable improvement that compounds over a quarter. Coaching works when it is specific, consistent, and tied to real calls.
Key Takeaways
- 1.Tactics coaching is a coaching problem, not a training problem.
- 2.Live-call coaching produces faster behavior change than post-call feedback.
- 3.A ten-minute weekly routine outperforms quarterly offsites.
- 4.Measure behavior change before you measure pipeline impact.
- 5.Specific coaching moves beat generic advice every time.
Action Checklist
Frequently Asked Questions
What is sales negotiation coaching coaching and why does it matter?
sales negotiation coaching coaching gives reps targeted, actionable feedback on their live sales calls so they can adjust in the moment. Post-call feedback rarely changes future behavior. Live coaching does.
How often should managers run sales negotiation coaching coaching sessions?
A ten-minute focused session once a week per rep is the minimum effective dose. Top-performing teams run them twice a week.
Can sales negotiation coaching coaching work for remote teams?
Yes. Remote coaching requires more structure, a shared call recording to review, and a fixed weekly cadence, but the behavior-change results are comparable.
What is the biggest mistake in sales negotiation coaching coaching?
Giving generic feedback that could apply to any rep on any call. Effective coaching is specific to one rep, one call, and one behavior.
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