[{"data":1,"prerenderedAt":50},["ShallowReactive",2],{"glossary-deal-structure":3},{"slug":4,"path":5,"title":6,"description":7,"term":8,"wordCount":9,"hasExample":10,"inboundLinks":11,"isPublished":10,"html":12,"data":13,"related":28,"lessons":47},"deal-structure","/glossary/deal-structure","What Is Deal Structure in Sales? Definition and Examples","Deal structure is how a deal is shaped beyond price — contract length, payment terms, scope, phasing, bundles. Creative structure closes deals that a single price could not.","Deal Structure",180,true,2,"\u003Cp>Deal structure is how a deal is shaped beyond the headline price: \u003Ca href=\"/glossary/term-sheet/\">contract\u003C/a> length, payment terms, scope, phasing, bundles, and who \u003Ca href=\"/glossary/procurement/\">approves\u003C/a> it. Two deals can carry the same price and feel completely different because of how they are structured. A \u003Ca href=\"/glossary/negotiation/\">negotiation\u003C/a> often stalls on price when the real fix is structure — a longer term, a smaller first phase, a \u003Ca href=\"/glossary/pilot-program/\">pilot\u003C/a>. Creative structure is one of a rep's strongest \u003Ca href=\"/glossary/concessions/\">concessions\u003C/a>.\u003C/p>\n\u003Ch2 id=\"in-plain-english\">In plain English\u003C/h2>\n\u003Cp>If the buyer says "it is too expensive," the answer is rarely just "here is a \u003Ca href=\"/glossary/discount/\">discount\u003C/a>." It is often "here is a structure that fits your budget" — a phased rollout, annual billing, a shorter scope. Structure is a way to change the shape without wrecking the \u003Ca href=\"/glossary/walk-away-price/\">walk-away price\u003C/a>.\u003C/p>\n\u003Ch2 id=\"why-it-matters-to-you\">Why it matters to you\u003C/h2>\n\u003Cp>The best closers are flexible on structure and firm on value. Offering the right structure lets you say yes to the buyer's real constraint while protecting your number. Learn your company's \u003Ca href=\"/glossary/term-sheet/\">term-sheet\u003C/a> options so you can reshape a deal in the room instead of walking away or slashing price.\u003C/p>\n",{"title":6,"description":7,"primaryQuery":14,"term":8,"publishedAt":15,"author":16,"reviewedAt":17,"example":18,"relatedTerms":19,"lessons":26},"what is deal structure in sales","2026-08-19","closers","2026-09-24","\"I structured the deal as a one-year pilot with an option to expand, so finance approved it without a full budget review.\"",[20,21,22,23,24,25],"term-sheet","negotiation","concessions","discount","walk-away-price","procurement",[27],"/academy/account-executive/prepare-for-the-sales-negotiation",[29,32,35,38,41,44],{"slug":20,"path":30,"title":31},"/glossary/term-sheet","What Is a Term Sheet in Sales? Definition and What It Contains",{"slug":21,"path":33,"title":34},"/glossary/negotiation","What Is Negotiation in Sales? Definition and How It Works",{"slug":22,"path":36,"title":37},"/glossary/concessions","What Are Concessions in Sales Negotiation? Definition",{"slug":23,"path":39,"title":40},"/glossary/discount","What Is Discounting in Sales? Definition and How to Avoid It",{"slug":24,"path":42,"title":43},"/glossary/walk-away-price","What Is a Walk-Away Price in Sales? Definition",{"slug":25,"path":45,"title":46},"/glossary/procurement","What Is Procurement in Sales? Definition and How to Sell Into It",[48],{"path":27,"title":49},"Prepare for the Sales Negotiation: Value, Leverage, and Your Walk-Away",1792888522217]