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DEAL CREATION SKILLS
Find value. Build trust. Create opportunities. Turn them into wins.
#1
Find the Right Opportunities
Focus on deals worth creating.
- Define your Ideal Customer Profile (ICP)
- Look for business triggers (growth, change, new initiatives, pain points)
- Use data, networks, and referrals
- Qualify early (BANT, MEDDIC, or your framework)
- Disqualify fast to save time
#2
Understand Deeply
Uncover real needs and business value.
- Ask great questions (open-ended, curious)
- Listen more than you talk
- Explore business goals, challenges, and constraints
- Identify the impact of their problems (cost, risk, missed opportunity)
- Map stakeholders and decision process
#3
Create & Shape Value
Position solutions that make a difference.
- Connect your solution to their business outcomes
- Build a compelling value story (ROI, efficiency, revenue, risk reduction)
- Explore and co-create options (not just pitch)
- Tailor the solution to their specific context
- Use value-based, not feature-based, messaging
#4
Build Relationships & Influence
Earn trust and become a valued advisor.
- Engage multiple stakeholders (not just one)
- Understand their priorities and what success looks like for them
- Communicate with credibility and empathy
- Share relevant insights, ideas, and perspectives
- Build long-term trust, not just a short-term win
#5
Create the Deal
Turn interest into a defined opportunity.
- Co-create the solution and scope
- Align on value, pricing, and commercial terms
- Address concerns and objections early
- Confirm decision process and timeline
- Get to a clear next step (e.g., proposal, pilot, business case)
#6
Navigate to Win
Close with confidence and set up long-term success.
- Confirm stakeholder buy-in
- Reinforce value and ROI
- Handle final objections with facts and empathy
- Create urgency (based on their business needs)
- Agree on next steps and close the deal
- Plan for successful implementation and expansion
#6
Key Mindsets
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- Be curious, not just persuasive
- Focus on solving problems, not pushing products
- Think long-term, not just this deal
- Be resilient - deals take time
- See every conversation as a chance to create value
#7
Useful Frameworks
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- BANT-Budget, Authority, Need, Timeline
- MEDDIC - Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
- SPIN-Situation, Problem, Implication, Need-Payoff
- Value Selling - Focus on business outcomes
- Challenger - Bring new perspectives and insights
#8
Quick Tips.
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- Prepare before every meeting
- Ask "Why?" until you find the real need
- Quantify value wherever possible
- Involve the right stakeholders early
- Be clear, concise, and compelling
- Keep momentum with defined next steps
- Always be creating the next opportunity