The ValueSelling Framework® is a B2B sales methodology from ValueSelling Associates for qualifying and selling on business value quantified by the buyer. It centers on the ValuePrompter® questions, the value hypothesis, the Qualified Prospect Formula® and mutual plans.
The Qualified Prospect Formula® in practice
The Qualified Prospect Formula® decides whether a prospect is qualified. It multiplies four terms. Differentiated VisionMatch™ means the buyer sees a way to solve their business issue and why yours is different. Value is the worth of solving it, in the buyer's own numbers. Power means the person with authority to decide is in the conversation and has said so. Plan is a mutual plan the buyer owns, with names, dates and decisions.
- Differentiated VisionMatch™A way to solve the issue, and why yours
- ValueWorth of solving it, in the buyer's numbers
- PowerThe person who decides is in the conversation
- PlanA mutual plan the buyer owns
- Differentiated VisionMatch™A way to solve the issue, and why yours
- ValueWorth of solving it, in the buyer's numbers
- PowerThe person who decides is in the conversation
- PlanA mutual plan the buyer owns
Because the terms multiply, any zero makes the whole prospect unqualified, however warm the conversation feels. Reps use the ValuePrompter® questions to build each term in discovery, and managers review deals by asking which term is weakest. The framework covers both the conversation and the qualification, which is why it often stands alone where other teams pair a selling methodology with MEDDPICC. The sales methodology guide compares it with the other common choices.
When Power is zero
This example is illustrative. A rep has a strong vision match and a value case the operations director built with them: $400,000 a year in avoided overtime. The plan is drafted. In the review, the manager asks about Power.
- Manager: Who approves the spend, and have they heard the $400,000?
- Rep: The director loves it. The CFO signs, and the director was going to mention it.
The director cannot approve the spend, and the CFO has never heard the number. Power is zero, so the prospect is not qualified yet. The next step is a meeting where the director presents the value to the CFO, with the rep there to answer questions.
Related terms
- The ValueSelling Framework® on live deals, with Val
- ValueSelling vs MEDDPICC
- What is MEDDPICC?
- How to roll out a sales methodology on live deals
FAQ
Who owns the ValueSelling Framework®?
The ValueSelling Framework® is owned by ValueSelling Associates, which trains and certifies sales teams in it. ValueSelling Framework®, Qualified Prospect Formula® and Differentiated VisionMatch™ are their marks.
What is the Qualified Prospect Formula®?
The Qualified Prospect Formula® is the ValueSelling Framework® test for a qualified prospect: Differentiated VisionMatch™ times Value times Power times Plan. Because the terms multiply, a zero in any one means the prospect is not qualified.
Is value selling the same as the ValueSelling Framework®?
Value selling and the ValueSelling Framework® are not the same thing. Value selling is a general approach to selling on business outcomes. The ValueSelling Framework® is a specific, trademarked methodology from ValueSelling Associates, with its own formula, questions and certification.