“Who signs this, and have they heard the number from Dana yet, or only from you?”
Val · deal review · by voice
The ValueSelling Framework® on every call.The case the CFO signs. Built with ValueSelling Associates, in the buyer's numbers.
Val coaches the ValueSelling Framework® on the Replicate Labs harness. Call her before the discovery call and after it: she drills the Value Prompter questions, checks whether the value is in the buyer's words yet, holds price on that value, and builds the mutual plan the buyer owns. If you cannot talk, type.
She asks the Value Prompter questions. Then checks whose words the answers are in.
A deal review with Val is a call. She reads the transcript against the six rows of the Value Prompter: business issue, problem, solution, value, power, plan. A row in the rep's words is a hypothesis. A row in the buyer's words is the case. She tells you which rows are which, and the one question that moves the next row across.
- Before the call and after it. The questions to open, probe and confirm; then what the buyer confirmed.
Roleplay against a buyer who holds the line. Built from your personas, scored on the framework.
Price held on value. The discount reflex arrives under quarter pressure; she catches it before the margin goes.
The same Val in Claude, ChatGPT and Slack. Ask her from wherever the deal is.
Specimen deal 
ValCoach call · 16:05The CFO has never heard the number. Get Dana to say it before you do.
Dana named the business issue on 28 August: forecast slips at every quarter close, two weeks of ops time lost reconciling four depots by hand. Nobody has asked what two weeks costs. Open on her words, probe for the number, confirm it back to her. Then the CFO hears the value from Dana's side of the table, and the case is hers to defend.
[Meridian discovery, 28 Aug] [Champion call, 4 Sep]Value Prompter · Meridian3of 6Business issue, problem, solution: in Dana's words. Value, power and plan are still yours, so the case has no number and no signature yet.She writes the value hypothesis. And will not send it with your number in it.
After the call, Val builds the case from the transcript: the six rows, each one tagged with whose words it is in. A row in the rep's words is flagged, and the document does not go to the buyer until the flag is gone. The mutual plan comes with it, dated, with an owner on both sides for every step.
- The value hypothesis, as a document. Business issue to plan, in the buyer's words, with the unconfirmed rows marked.
The follow-up email. One question per unconfirmed row. Nothing priced before the buyer's number.- The mutual plan. The buyer moves the deal, because the plan is theirs.
Specimen deal - Business issue
- Forecast slips every quarter closeDana, 28 Aug
- Problem
- Four depots reconcile by hand; two weeks lost a quarterDana, 28 Aug
- Solution
- One order record, synced across the depotsDana, 4 Sep
- Value
- £184k a year in recovered ops timeyour estimate
- Power
- CFO signs above £100knot yet met
- Plan
- Mutual plan, draftnot yet agreed
- 12 SepDana confirms the annual number in writingMeridian
- 19 SepCFO review: the case in Dana’s wordsBoth
- 26 SepSecurity questionnaire returnedUs
- 3 OctCommercial terms, price held on the value lineBoth
Four factors, multiplied. Any one at zero and the prospect is not qualified.
The Qualified Prospect Formula is how the ValueSelling Framework® decides whether a deal is real. Val scores every deal against it, and the factor at zero is the one she coaches next.
Open, probe and confirm until the business issue and the problem beneath it are in the buyer's words.
What it costs them, in their numbers. The value line is the case, and Val will not let the rep's estimate stand in for it.
The buyer moves the deal because they own the plan. The framework on the harness, in full.
It’s not just about learning. It’s about making that knowledge stick, ensuring reps can apply it in real world scenarios. It’s clear, Replicate is onto something big.
Bring Val the deal the CFO has not seen.
Your personas, your deals, the ValueSelling Framework® and your scorecard, set up with us and with ValueSelling Associates. Bring a live deal and watch her build the case in front of you.