Why Steph Curry's $62.6 Million Contract is a Masterclass in Value: Sales Lessons for Entrepreneurs and Sales Leaders

When Steph Curry signed a $62.6 million contract extension with the Golden State Warriors, reactions were mixed. Some people balked at the figure, questioning how any athlete could be worth such a sum. But for those of us in sales and business, we know that price and value are two different things. When someone says, "That's too expensive," they're not rejecting the offer—they're expressing interest but don’t yet see the value.

This misunderstanding of value versus price is why Curry’s contract isn’t just justifiable—it’s a strategic masterstroke for the Warriors and the NBA. Let’s dive into why this deal is a masterclass in value, and how it offers valuable lessons for sales professionals, entrepreneurs, and leaders alike.

Curry’s Leadership and Unmatched Legacy

Steph Curry’s resume is nothing short of legendary. Most recently, he led Team USA to the finals in the Paris Olympics, once again proving his ability to perform on the global stage. Curry’s dagger three-pointer in the final moments of critical games has become symbolic of his leadership and clutch performance. But his achievements go far beyond these moments.

Consider this: Curry is one of only five players in NBA history to have won at least four NBA championships, two MVP Awards, and an Olympic gold medal. The only other names on that list are LeBron James, Magic Johnson, Michael Jordan, and Bill Russell—icons of the sport who have become larger-than-life figures. These accolades aren’t just statistics; they represent the unique value Curry brings to the table.

The True Bargain: Understanding Value Beyond Price

In the competitive world of professional sports, contracts are benchmarks of an athlete’s worth. Let’s compare Curry’s deal to other major contracts across different sports. Lionel Messi’s contract with Paris Saint-Germain is valued at around $75 million annually, while Patrick Mahomes’ deal with the Kansas City Chiefs stands at $45 million per year.

In comparison, Curry’s $62.6 million contract is not only reasonable—it’s a bargain. His influence goes far beyond scoring points. Curry has redefined the game with his three-point shooting and has become a global ambassador for basketball. The return on investment for the Warriors is measured not just in championships, but in global brand expansion, increased ticket sales, and lucrative media rights. For the Warriors, this contract isn’t an expense; it’s an investment with enormous returns.

Sales Lesson 1: Price Objections Signal Interest

Let’s translate this to a broader business context—particularly in sales. When a prospect says, "That's too expensive," what they’re really saying is, "I don’t yet see the value." This isn’t a dead end; it’s an opportunity. The key is to demonstrate the value in a way that shifts their perspective. Here are actionable strategies to handle price objections, inspired by Curry’s contract:

1. Highlight the Unique Value: Just as Curry’s unique talents justify his contract, your product or service has features that set it apart. Make sure your prospect understands what makes your offer indispensable.
2. Prove the ROI: Like Curry’s proven track record, show your prospect the tangible benefits and ROI of your offer. Use case studies, testimonials, and hard data to make your case. When prospects see the value, the price becomes a secondary concern.
3. Benchmark Against Competitors: Just as Curry’s contract looks like a bargain when compared to other top athletes, position your offer against higher-priced alternatives. Show how your product or service outperforms the competition, making it the clear choice.
4. Emphasize Future Value: Curry’s contract is not just about what he’s done, but what he will continue to do. Similarly, paint a picture of the future value your product or service will deliver. Help your prospect see the long-term benefits, making the cost seem minimal in comparison.

The Bigger Picture: A Lesson in Strategic Value

The Warriors and the NBA understand that Curry’s value goes beyond his on-court performance. It’s about what he represents: innovation, leadership, and global appeal. His contract reflects not just what he’s done, but what he will continue to do for the team and the league.

As entrepreneurs, sales leaders, and professionals, we must remember that price is just one part of the equation. By focusing on the unique value we offer, demonstrating proven returns, and anchoring with competitive benchmarks, we can turn price objections into successful deals. Steph Curry’s contract is a powerful reminder that when it comes to value, the numbers don’t always tell the full story—but they sure can lead to big results.

5 Key Takeaways:

1. Price is an Expression of Interest: When prospects say "too expensive," they’re showing interest but need to see more value. Action: When faced with a price objection, don't shy away—double down on the conversation. Ask your prospect, "What specifically would make this worth the investment for you?" This reframes the objection and opens the door for a deeper value discussion.
2. Unique Value Proposition: Just like Curry’s unique skills, your product or service has features that set it apart—highlight these. Action: Create a list of 5 to 7 unique features of your product or service that your competitors can’t match. Memorize these points and make them the cornerstone of every pitch. When you lead with what sets you apart, price becomes secondary.
3. Proven ROI Sells: Demonstrate the tangible benefits and returns of your offer to bridge the gap between price and perceived value. Action: Compile success stories and data-driven case studies that show the real impact of your offer. Use these stories in your pitches and follow-ups. Start every sales conversation by saying, "Let me tell you about a client who was in your exact position…"
4. Comparative Benchmarking: Use comparisons to show your offer is a bargain relative to higher-priced alternatives. Action: Research your top competitors and create a comparison chart. Use this in your presentations to show prospects how you stack up against the competition. Highlight where your offer outshines others, making your price seem like the obvious choice.
5. Future Value: Emphasize the ongoing and future benefits, just as the Warriors bet on Curry’s continued impact. Action: Paint a vivid picture of the future with your product or service. Ask your prospect, "What will your business look like 12 months from now with our solution?" Push them to visualize the benefits they’ll gain, making the cost seem insignificant compared to the future value.

By applying these principles, you can navigate price objections with the same precision Steph Curry shows on the court, leading to bigger and better results in your business.