Win bigger deals

When I run the contract value audit with clients, one pattern shows up almost every time: certain reps or certain deal types consistently close at a higher price, and nobody has asked why.

In my course, I walk through an example where one rep sells implementations at a premium while the rest of the team charges the standard rate for the same work. The difference wasn't talent or aggression. She was scoping the project more thoroughly and pricing the complexity upfront, and clients didn't push back because the value was clear. Deal size is not fixed by your price list. It's shaped by how you scope, how you package, and how you present options.

This playbook covers the tactics that increase your average deal size: tiered packaging, value-based scoping, anchoring techniques, and the contract value audit that shows you exactly where the opportunities are hiding in your existing data.