Sales AI Skill

Deal Execution

Accelerate deal velocity and close rates through proposal generation, CPQ, contract management, objection handling, and mutual action plans. Use when creating proposals, generating quotes, managing contracts, overcoming objections, building mutual action pl...

Deal Execution & Closing

Accelerate deal velocity through intelligent automation of proposals, quotes, contracts, objection handling, and closing processes.

Deal Execution Workflow

Phase 1: Automated Proposal Generation

  1. Select proposal template based on deal type:
  1. Auto-populate from CRM data:
  1. AI generates customized proposal:
   Proposal Structure:
   ├─ Executive Summary (AI-written, references prospect's specific challenges)
   ├─ Current State Assessment (from discovery call notes)
   ├─ Proposed Solution
   │  ├─ Scope of work / features included
   │  ├─ Implementation timeline
   │  └─ Success metrics and KPIs
   ├─ Pricing & ROI
   │  ├─ Pricing table (products, quantities, terms)
   │  ├─ ROI calculation (with prospect's data)
   │  └─ Payment terms and options
   ├─ Proof Points
   │  ├─ 2-3 relevant case studies (same industry/size)
   │  ├─ Customer testimonials
   │  └─ Third-party validation (Gartner, G2)
   ├─ About Us
   │  ├─ Company overview
   │  └─ Implementation approach
   └─ Next Steps (sign here, onboarding kickoff)
  1. Proposal tracking and engagement:

Phase 2: Quote & CPQ Automation

  1. Product selection and pricing calculation:
  1. Approval workflow (based on discount thresholds):
   Discount Approval Matrix:
   ├─ 0-10% discount → Auto-approved
   ├─ 11-20% discount → Manager approval
   ├─ 21-30% discount → VP Sales approval
   ├─ 31-40% discount → CRO + CFO approval
   └─ >40% discount → CEO approval + strategic justification
  1. Quote generation and delivery:
  1. Re-quote and revision tracking:

Phase 3: Contract Generation & E-Signature

  1. Auto-generate contract from accepted quote:
  1. Internal review routing (if required):
  1. Customer e-signature:
  1. Post-execution triggers:

Phase 4: Objection Handling

  1. Objection detection (from emails, calls, chat):
  1. Common objection frameworks:
   ### "Too Expensive"
   Response framework:
   - Acknowledge: "I understand budget is a factor"
   - Reframe to value: "Let's look at the ROI — customers typically see X payback in Y months"
   - Provide proof: Case study showing 3x ROI
   - Options: Payment plan, phased implementation, pilot program
   - Concession: "What budget range were you thinking?"

   ### "We're Happy with Current Vendor"
   Response framework:
   - Validate: "That's great — it means you've invested in a solution"
   - Uncover: "What's one thing you wish they did better?"
   - Differentiate: "Here's where we're different on [key criteria]"
   - Switching incentive: Migration support, data export assistance, pilot option

   ### "Not the Right Time"
   Response framework:
   - Acknowledge timing: "Totally understand — when WOULD be the right time?"
   - Cost of waiting: "What's the cost of the current problem persisting 6 more months?"
   - Soft commitment: "Can we do a quick assessment now and revisit in Q3?"
   - Stay top of mind: Monthly check-in, relevant content sharing

   ### "Need to Think About It"
   Response framework:
   - Clarify: "What specifically are you thinking through?"
   - Separate concerns: "Is this about the solution, the timing, or something else?"
   - Provide decision framework: "What criteria will you use to decide?"
   - Set next step: "Let's schedule a follow-up for Friday to discuss your thoughts"

   ### "Send It to Legal / Procurement"
   Response framework:
   - Validate: "Of course — standard process"
   - Expedite: "Can you share who we should connect with?"
   - Prepare them: "I'll send a one-pager to make their review easier"
   - Timeline: "What's your typical review timeline?"
  1. Objection library management:

Phase 5: Mutual Action Plan (MAP)

  1. Create shared action plan post-discovery:
   ## Mutual Action Plan: Acme Corp
   
   **Deal Owner**: Jane Smith, VP Ops
   **Deal Value**: $185,000
   **Target Close Date**: March 31, 2025
   
   | # | Milestone | Owner | Side | Target Date | Status |
   |---|-----------|-------|------|-------------|--------|
   | 1 | Discovery complete | Rep + Jane | Both | Feb 5 | ✅ Done |
   | 2 | Technical demo | SE + IT Team | Both | Feb 12 | ✅ Done |
   | 3 | Security review | Legal | Buyer | Feb 19 | 🔄 In Progress |
   | 4 | ROI validation | Rep | Seller | Feb 19 | 🔄 In Progress |
   | 5 | CFO alignment call | Jane | Buyer | Feb 26 | ⏳ Pending |
   | 6 | Proposal review | Jane + Rep | Both | Mar 5 | ⏳ Pending |
   | 7 | Contract negotiation | Legal | Both | Mar 12 | ⏳ Pending |
   | 8 | Executive sign-off | CEO | Buyer | Mar 20 | ⏳ Pending |
   | 9 | Contract signed | Jane | Buyer | Mar 31 | ⏳ Pending |
   |10 | Kickoff meeting | Rep + Jane | Both | Apr 3 | ⏳ Pending |
  1. MAP management:

Phase 6: Competitive Displacement

  1. Identify incumbent:
  1. Pull competitor battlecard:
  1. Displacement strategy:

Phase 7: Closing Urgency & Discount Management

  1. Urgency tactics (escalate appropriately):
  1. Discount management:

Templates & Frameworks

Proposal Tracking Scorecard

## Proposal Performance Tracker

### Proposal Metrics
| Metric | Current | Target |
|--------|---------|--------|
| Avg. time to create | 2.5 hrs | <1 hr |
| Proposal view rate | 78% | >85% |
| Avg. time spent viewing | 6 min | >8 min |
| Proposals shared internally | 34% | >40% |
| Win rate after proposal sent | 32% | >40% |
| Avg. revisions per deal | 2.3 | <2.0 |

### Top-Performing Proposal Elements
1. ROI calculator included (42% win rate)
2. Custom executive summary (38% win rate)
3. Case study from same vertical (36% win rate)
4. Video walkthrough included (35% win rate)

Negotiation Playbook

## Negotiation Framework — BATNA Approach

### Before Negotiation
1. Define your BATNA (Best Alternative to a Negotiated Agreement)
2. Identify their likely BATNA
3. Determine your walk-away point
4. Map concessions you can make (ranked by cost)
5. Identify what they value most (non-price terms)

### During Negotiation
1. Listen first — understand their priorities
2. Anchor high (but credible)
3. Make concessions only in exchange for something
4. Use "If...then..." framing: "If we can do X, then would you be able to Y?"
5. Take it to higher authority for major concessions
6. Never concede without getting something back

### Concession Trading Matrix
| We Give | We Get In Return |
|---------|-----------------|
| 10% discount | Annual prepay + case study |
| Extended payment terms | Reference customer access |
| Free training | Longer contract term |
| Additional user seats | Faster decision timeline |

Integration Points

Proposal & CPQ Tools

Contract Management

Pricing & Revenue Management

Conversation Intelligence (Objection Detection)

Edge Cases

Enterprise/Government Deals

International Deals

Complex Pricing Models

Contract Exceptions

Output Dashboards

Deal Execution Dashboard

Rep Deal Pipeline View

Manager Oversight View

Trigger Phrases