Sales Under Pressure

Who it's for

Account executives, senior AEs, enterprise reps and founders who still carry deals, with at least a year of selling behind them and a live deal to run the rooms against.

Output

• A scored report after every room, with the moment that earned each score and one recommended focus
• A written plan for the live deal that grows a page a week, from the problem statement to the ask in one sentence
• A trajectory across every attempt, and for the manager a Ren summary of each rep and a team report
• Scored against published frameworks: enterprise deal qualification and consultative question sequencing, the Minto pyramid principle and Aristotelian rhetoric, principled negotiation (BATNA and ZOPA) and anchoring and concession theory

Program contents

1. Deal discovery · Executive credibility — Sales Discovery · Executive Access
2. Demo control · Proposal under challenge — Product Demo · Presentation Under Pressure
3. Holding the price · Asking for commitment — Negotiation · Closing and Commitment

How the program works

A three-week program for experienced sales reps, assigned by a sales manager or an enablement lead, built on Renatus. Six simulation rooms · Three weeks, two rooms a week · Unlimited attempts · Ongoing thereafter.

The rooms

Why this program exists

Experienced reps lose deals at a handful of moments: the discovery call that stays on the symptom, the executive meeting that turns into a pitch in the first minute, the demo that starts at the login screen, the proposal that meets a buyer whose default is challenge, the price conversation that softens, and the close that is never quite asked for. This program prepares them through simulation. Ren builds each scene from the rep's real role, level, sector and the live deal they describe, and plays the buyer, the executive, the late-arriving stakeholder and the counterparty in it, so every room is new and moves with each decision the rep makes.

What you'll achieve

1. Rehearsal of the six moments that decide a deal, as often as they want it, each run against the live deal they named
2. A scored report after every room: each dimension with the moment that earned its score, strengths, development areas, blind spots and one recommended focus
3. A written plan for the live deal that grows a page a week, from the problem statement to the ask in one sentence
4. Unlimited attempts at every room, each a different buyer calibrated to their current role, scored on the same dimensions and charted against every attempt before it

At a glance

Who it's for

Reps with at least a year of selling behind them and a live deal to run the rooms against: account executives, senior AEs, enterprise reps and founders who still carry deals. Every room calibrates to sales role or seniority, so one team can hold them all. It is assigned by the sales manager or an enablement lead; the **Manager** lines in this guide are written for whoever that is. It assumes reps know their product and have a pipeline, and rehearses the six moments that decide a deal, scored the same way every time.

Cadence

3 weeks

1

Deal discovery · Executive credibility · Sales Discovery · Executive Access · Read Disqualification and Listening; read Insight Led and Next-step Proposal; ask where the live deal is

2

Demo control · Proposal under challenge · Product Demo · Presentation Under Pressure · Read Priority Discovery and Honesty on 'Can It Do X?'; read Question Response and Poise; read the Ren summary across four rooms

3

Holding the price · Asking for commitment · Negotiation · Closing and Commitment · Read Concession Pattern and Pressure Response; read Blocker Surfaced and Holding the Ask; read the team report; set the ongoing plan

Session by session