How to Increase Your Average Deal Size

22 January 2026

Let’s talk about something that gets every sales professional, business owner, or entrepreneur a little jazzed—bigger deals. Yep, we're diving into the juicy topic of how to increase your average deal size.

It’s not just about making more sales; it’s about making smarter ones. Imagine for a moment that instead of chasing ten small deals, you closed five big ones. Less chasing, more impact.

Boosting your average deal size not only grows your revenue faster but also stabilizes your business. Who doesn't want to do more with less effort? So, grab your coffee (or your favorite brew), and let’s get into it.

Why Increasing Deal Size Matters

Before we get into the how, let’s talk about the why.

Growing your average deal size means you're making more money per transaction. That alone can transform your business. Think about it: if your revenue goal is $100,000, would you rather close 100 deals at $1,000 each or 20 deals at $5,000 each?

Right? Fewer deals, less hustle, more time to focus on nurturing client relationships and building long-term value.

But beyond the numbers, bigger deals often equal better clients. These customers usually have bigger budgets, more serious needs, and are often more likely to stick around long-term. They'll expect more—sure—but they’re also willing to pay more for that value.

1. Know Your Ideal Customer (Like, REALLY Know Them)

Not all customers are created equal. Some will always look for the cheapest option, while others are ready to invest in high-quality solutions.

If you're spending time selling to people who only want the bare minimum, you're going to hit a ceiling fast.

Spend time narrowing down your ideal customer profile:
- What's their budget?
- What size is their company?
- What problems do they face (that you solve brilliantly)?
- What do they value most—speed, service, customization?

Targeting high-value prospects means your average deal size will naturally grow. It’s like fishing with a spear instead of a net—you go for the big catch.

2. Sell Value, Not Price

Here’s the truth bomb: people don’t buy based on price—they buy based on the value they perceive.

Think about it. Why do people pay $6 for a cup of coffee at Starbucks instead of making one at home for $0.50? It’s the experience, the brand, the convenience.

You need to start crafting your offer in a way that screams value:
- Highlight benefits over features.
- Share real success stories and testimonials.
- Show how your product/service solves specific pain points.
- Help your prospects visualize the outcome of working with you.

Price becomes secondary when value takes center stage.

3. Offer Tiered Pricing or Bundles

One of the easiest (and most effective) ways to increase your deal size? Packaging your offerings.

Think of it like this: fast-food restaurants have nailed this for decades. You go in for a burger, and they offer to "make it a combo" with fries and a drink. Boom—higher sale.

Here’s how you can bundle:
- Combine services/products into packages.
- Offer add-ons or upgrades.
- Create "good, better, best" pricing models.

With tiered pricing, you're giving customers options and nudging them toward higher-value packages. No one likes to feel boxed in, so offer them choices—with a clear value ladder.

4. Upsell and Cross-Sell Like a Pro

You know that moment at the checkout when someone asks, “Would you like to add this for just $5 more?” That’s upselling and cross-selling in action.

It’s not pushy when done right—it’s helpful.

Your current customers already trust you. They’ve opened their wallets. They’re warm. So why not offer them more value?

Here’s some real-life examples:
- A marketing agency might upsell SEO services to a web design client.
- A software company could cross-sell project management tools to users of their time-tracking app.
- A photographer could offer printed albums in addition to digital images.

The trick is to suggest things that align with their goals. Not random extras. Relevant, timely, and clearly beneficial.

5. Focus on Relationship Building, Not Just Closing

Let’s step back for a sec. Bigger deals require trust. You're not just selling a service, you're building a relationship.

Think of your biggest deals. I’d bet they didn’t close in a day. There were conversations, back-and-forth emails, maybe even Zoom calls. That’s because people need to feel seen and understood before they sign off on a high-dollar investment.

Here’s what helps build that trust:
- Personalized attention.
- Listening more than you talk.
- Being genuinely curious about their needs.
- Following up consistently.

When people feel like you get them, they’re open to spending more. Bigger trust = bigger deals.

6. Leverage Case Studies and Social Proof

Sometimes your prospect just needs a gentle nudge. What better way to nudge than through a good ol’ fashioned success story?

Case studies are gold. They show proof of results. Think of them like testimonials with muscle.

Here’s how you make them work:
- Use real numbers. “We helped Client A increase revenue by 30%.”
- Share the problem, solution, and outcome.
- Feature clients similar to your prospects.

When potential buyers see that others like them spent more—and got amazing results—they’ll feel more confident doing the same.

7. Improve Your Sales Process

Your sales process should feel like a guided tour, not a maze.

Sometimes, we lose big deals simply because our process is clunky. Maybe your proposal takes too long, your messaging is unclear, or you’re not aligning with the buyer’s journey.

Here are a few tweaks that can help:
- Qualify leads better. Don’t waste time on those who can't afford you.
- Use discovery calls to uncover deeper needs.
- Send clear, professional proposals with custom pricing.
- Follow up like a boss—consistently and respectfully.

Streamline your process, and you'll close bigger deals faster and with less friction.

8. Use Scarcity and Urgency (Wisely)

We all respond to a ticking clock. But it can’t be fake—or it backfires.

Creating urgency and scarcity, when used ethically, can help drive decisions:
- Limited-time bonuses.
- Limited slots available for premium services.
- Deadlines for special pricing or packages.

People act when there’s a reason to act now. But make sure whatever offer you give has real limitations. Authenticity matters.

9. Democratize Decision-Making with Tools and Demos

Bigger deals often involve more decision-makers. It's not just one person signing off—sometimes it's an entire team.

To help them get buy-in, give them tools:
- Interactive demos.
- ROI calculators.
- Customized presentations.
- PDF summaries they can share easily.

The more you empower your champion (the person inside rooting for you), the smoother the deal will go—and the bigger it can be.

10. Revise Your Offer

Sometimes it's not about how you sell—it's about what you're selling.

Ask yourself:
- Is my offer actually valuable enough to command a bigger price?
- Are there features, benefits, or services I could add to raise the bar?
- Can I reposition my offer to make it feel more premium?

Little tweaks like better onboarding, added support, or exclusive resources can elevate your entire brand—and justify higher deal sizes.

It’s like turning your Honda Civic into a Tesla by upgrading the whole experience.

Final Thoughts: Bigger Deals, Better Business

Raising your average deal size isn’t an overnight trick—it’s a shift in mindset and strategy. You’re not begging for higher prices. You’re building better relationships, offering greater value, and packaging yourself in a way that magnetizes higher-paying clients.

Remember, it’s not about selling harder—it’s about selling smarter.

Put yourself in your client’s shoes. Why would they pay more for what you offer? Once you truly understand that, you’ll unlock the key to consistent, high-value deals.

So go ahead—take a deep breath, revisit your sales approach, and start making every deal count.

Bigger deals are just one shift away.