Sales Pre-Negotiation Checklist

Before entering into negotiations, carefully review each item in this checklist to prepare thoroughly and maximize success. Check each item accordingly to ensure a comprehensive and strategic approach to the negotiation process.

Know Your Audience

• Understand the background and priorities of the individuals involved in the negotiation.

• Identify key decision-makers and influencers within the prospect's organization.

• Research the prospect's industry trends and challenges for informed discussions.

• Gauge the prospect's previous experiences with similar negotiations.

• Determine the prospect's preferred communication and negotiation style.

Product/Service Knowledge

• Ensure a deep understanding of the features, benefits, and limitations of the offered products or services.

• Be prepared to address potential objections and articulate unique selling points.

• Familiarize yourself with competitor offerings to highlight differentiators.

• Understand the potential customization or flexibility in your offerings.

• Know the pricing structures and available discounts for negotiation.

Set Clear Objectives

• Define clear and realistic objectives for the negotiation.

• Establish primary and secondary goals to guide the negotiation strategy.

• Prioritize objectives based on the prospect's needs and pain points.

• Determine the acceptable and non-negotiable terms.

• Set specific timelines and deadlines for achieving negotiation milestones.

Establish Negotiation Tactics

• Identify negotiation tactics that align with the established objectives.

• Develop strategies for handling common objections and counteroffers.

• Plan responses to potential concessions and trade-offs during the negotiation.

• Determine the level of flexibility on pricing and terms.

• Anticipate potential challenges and plan proactive solutions.

Gather Relevant Information

• Collect and organize all relevant information, including pricing models, terms, and conditions.

• Review previous interactions and communications with the prospect for context.

• Understand the prospect's budget constraints and financial considerations.

• Gather market intelligence to leverage during negotiations.

• Research the prospect's recent business developments or announcements.

Team Collaboration

• Coordinate with internal team members and stakeholders involved in the negotiation.

• Assign roles and responsibilities to team members for a cohesive approach.

• Conduct pre-negotiation meetings to ensure everyone is aligned on the strategy.

• Establish communication protocols and channels within the negotiation team.

• Prepare a unified response strategy to maintain consistency during negotiations.

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[Your Company Name]

[Your Company Website]

Date: [Month Day, Year]

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