Lesson 4: Value drives contract size.


PeopleMetrics found a buyer’s perception of meeting value correlates to the size of the contracts they sign. As buyers’ ratings of meeting value move from good to excellent,


they found the average size of the contract increases by close to $100,000.


It’s true that sellers may focus on delivering more value in bigger deals.


But it’s important to note that the buyer’s perception of that extra value can also contribute to the size of the deal. The behaviors that drive value lead providers to uncover deeper, more-complex needs and craft custom solutions.


Those solutions, in turn, may be greater in scale than those offered in the absence of those behaviors.


The Value of Sales Meetings Correlates with the Size of the Resulting Contracts $347,750


37%


increase in size of contract


$253,000 $248,000


VIDEO: HOW TO DELIVER VALUE: WHAT TOP PERFORMERS DO DIFFERENTLY (01:14)


High Value (5 out of 5)


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Moderate Value (4 out of 5)


Low Value (1, 2, or 3 out of 5)


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