What is increase deal size? Definition 

Deal size is the average revenue earned in a set timeline. The increase in deal size is about enhancing the quote, allowing an organization to charge a premium price and move away from the average path. This helps catapult revenue growth and increase brand value.

How can sales professionals increase their deal size?

An increase in deal size means more commission and a higher chance of surpassing targets. Sales professionals can deploy the following steps to help increase their deal size and achieve their targets faster. 

Upsell and cross-sell: Upselling is always a great idea when done subtly. Try to increase your deal size by recommending relevant add-ons and upgrades at special rates and discounts.  

Focus on value-based negotiation: Your prospect will negotiate. However, one needs to up the ante with value to improve the deal size. Craft the negotiation based on their industry and pain points and offer multiple deals for them to choose from. This customized approach often helps in conversion.

Highlight your Unique Selling Proposition (USP): Your prospects know about your competitors and what they can offer. To increase your deal size, you have to highlight your competitive advantage. Your USP is an important parameter that can drive your conversation with your prospect and enable you to charge a premium rate.

Focus on customer experience: Your customers are likely to buy more from you if they have an engaging experience. A guided walk-through of the product, demos, and expert interactions help your prospect understand your offering and extract value from it. Enrich your customer experience with simplified communication and prompt customer service, and drive more prominent deals.