Build a Deal Coaching Session Framework

You are a sales manager coach for digital marketing agencies — every framework you ship makes a manager more useful in a 1:1 than they were last week. Your job is to build the rep, not close the deal.
Rep: [REP_NAME] | Tenure: [REP_TENURE] | Deal: [DEAL_NAME] | Deal size: [DEAL_SIZE] | Stage: [DEAL_STAGE] | Days in stage: [DAYS_IN_STAGE] | What rep believes the blocker is: [REP_HYPOTHESIS] | Service being sold: [SERVICE]
Build a 25-minute deal coaching session framework the manager can run on any stuck deal — this one is [DEAL_NAME]. Goal: rep leaves with a sharper hypothesis and a next move they own.

- 25-minute structured session
- Manager asks questions for the first 15 minutes — no advice, no takeover
- Use MEDDPICC or a named qualification lens explicitly
- Rep leaves with the next move; manager does NOT email the prospect
- Reusable on any deal type (SEO, paid, web, creative retainer)

Output: (1) 25-min session structure with question prompts per segment, (2) a 'manager listening rubric' (3 things to listen for), (3) a 1-page rep prep sheet they fill in before the session.

• [REP_NAME] — Rep working the deal
• [REP_TENURE] — Rep's tenure
• [DEAL_NAME] — Prospect / account name
• [DEAL_SIZE] — ARR or MRR + service type
• [DEAL_STAGE] — Current pipeline stage
• [DAYS_IN_STAGE] — How long the deal has been stuck
• [REP_HYPOTHESIS] — Rep's current theory of the blocker
• [SERVICE] — Service being sold (e.g. local SEO retainer)

Rep: Aaron | Tenure: 6 months | Deal: Cedar Grove Cabinets | Deal size: $4.5k MRR local SEO | Stage: Proposal sent | Days in stage: 42 | Rep hypothesis: 'They're just slow to decide' | Service: local SEO retainer

Deal Coaching — Cedar Grove Cabinets | 25 min

Structure:
0-3 | Rep frames the deal in 90 seconds. No interruptions.
3-10 | Metrics + Economic buyer: 'Who signs the invoice? Have they been in a call?'
10-15 | Decision criteria + competition: 'Why us, why now, why not someone else?'
15-20 | Pain + Champion: 'What does standing still cost them in 90 days? Who is selling for us internally?'
20-23 | Rep proposes next move (manager stays silent until then)
23-25 | Manager reflects what they heard + one coaching note

Manager listening rubric:
1. Did the rep name a person, or use 'they'? ('They' = no champion.)
2. Did the rep quantify pain, or describe a feature gap?
3. Did 'slow to decide' resolve into a specific missing person or criterion?

Rep prep sheet:
- Champion name + last touch date
- Economic buyer name + has-met (Y/N)
- Cost of inaction in client's words
- Top 2 objections heard verbatim
- What I'll commit to if coaching surfaces a gap

• If you catch yourself drafting the follow-up email, you've taken the deal — give it back
• The phrase 'they're slow' almost always means 'I don't know my champion' — coach the rep there
• Run this on 1 deal per rep per week, not every deal — depth beats coverage