Deal structure refers to the terms, components, and flexibility built into how you sell your product or service. It includes:
Discounting: Do you discount often? When and why? Is it strategic or reactive?
Payment terms: Do you require full payment upfront? Offer installments? Net 30? Subscription?
Bundling or packaging: Are products or services sold individually, in packages, or as add-ons?
Customizations: Are deals tailored per customer, or do you stick to standard offers?
Incentives or bonuses: Do you include limited-time offers, free extras, or other deal sweeteners?
Contractual elements (if relevant): How long is the commitment? Is there an opt-out? Penalties?
When you are intentional about deal structure, you're selling with purpose. A well-designed structure protects your margins, shortens the sales cycle, and helps you attract the right customers. It creates consistency for your team, clarity for your buyers, and predictability for your business. Most importantly, it reflects a business that knows what it’s worth and how it wants to grow.
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