“You have the business issue. What is it worth to Anika this quarter, in her numbers?”
Val · ValueSelling Framework® · by voice
The value hypothesis, written before the proposal.Sell the value. Val coaches it, deal by deal.
The ValueSelling Framework® anchors every conversation in quantified business impact. Replicate Labs installs it once, with the ValueSelling Associates team. Val then coaches it on every live deal: she gets the buyer to state the business issue and its value in their own numbers, checks who holds Power, and builds the mutual plan before anyone prices anything.
Four terms, multiplied. Any zero, no deal.
The Qualified Prospect Formula® is how the ValueSelling Framework® decides whether a prospect is qualified. If one term is missing, the whole formula is zero, however warm the conversation feels. Val reads every deal through it.
Do they see it, and why you?Differentiated VisionMatch™The buyer sees a way to solve their business issue, and sees why yours is different.
Is it worth solving?ValueThe value of solving it, in the buyer’s own numbers. Stated by them, never assumed by the rep.
Is the decider in it?PowerThe person with the authority to decide is in the conversation, and has said so.
Is there a plan?PlanA mutual plan the buyer owns: names, dates, decisions. The deal moves because the buyer is moving it.
All four, in the buyer’s words?Qualified ProspectAny zero and the prospect is not qualified.
Anchor the conversation in the buyer’s business issue. Their cost of doing nothing, never your feature.
Put a number on it. Revenue at risk, hours wasted, customers churned. If the impact is not quantified, the deal is a forecast guess.
Move the buyer from “interesting” to “we have to fix this.” Without action, value framing dies in the deck.
A buyer-owned plan to close. Names, dates, decisions. The deal moves because the buyer is moving it.
The value, in the buyer’s numbers. Then the plan the buyer owns.
A deal review is a call. Val asks for the business issue as the buyer said it, the value they put on solving it, and who holds the Power to decide. The business case is written from those answers, and nothing is priced before the buyer’s number. Type when a call is impossible.
- Deal reviews on the ValueSelling Framework®, by voice. Before the meeting, and again once it is over.
Roleplay against a buyer built from your personas. ValuePrompter® questions drilled until the value is in the buyer’s words.- The business case and the mutual plan, written from the call.
Every deal read through the Qualified Prospect Formula®. Managers get the same read from Bryce.
Every quarter we miss the close date, finance re-forecasts and we lose a week chasing sign-off.
ValValue hypothesis · Meridian$840K a year, in Anika’s words. Power is not in the room yet.
The cost of the status quo is stated and owned. Nobody with the authority to change it has heard it.
- Differentiated VisionMatch™Confirmed
- Value, buyer-statedConfirmed
- PowerMissing
- PlanMissing
The ValueSelling Framework®, in short.
How the rollout works, and where Val sits in it.
What is the ValueSelling Framework®?
A B2B sales methodology built around qualifying and selling on quantified business value. Owned by ValueSelling Associates. It centres on the ValuePrompter® questions, the value hypothesis, the Qualified Prospect Formula® and mutual plans.
Who is Val?
Val is the coach built on the ValueSelling Framework®, in partnership with the ValueSelling team. She runs value-led discovery, builds the value hypothesis, names stakeholder gaps and will not let you discount your way to a close.
How do I get Val for my team?
Speak to the ValueSelling team. They run the rollout, the certification path and the methodology configuration alongside Replicate Labs. Hand-raise via the form and we connect you.
Can I try Val for free?
No. Val is delivered through the ValueSelling team as a guided rollout, with no self-serve signup. If you want to see the harness working first, ask us for a working session on one of your live deals.
Is ValueSelling Associates affiliated with Replicate Labs?
Yes. We are long-time partners. They own the methodology; we build the harness; the rollout is joint.
When should I use the ValueSelling Framework® versus Gap Selling?
They overlap. Gap Selling diagnoses the problem-state gap. The ValueSelling Framework® quantifies the business impact and builds the formal value hypothesis. Many teams run both. If you want a single coach that adapts to whichever you choose, talk to Caty.
Bring the deal where the buyer went quiet. Val will build the value case in front of you.
A working session with the ValueSelling team and Replicate Labs. One live deal, the buyer’s own words, the Qualified Prospect Formula® read out loud. You leave with the business case and the next question to ask.