Diagnose and create value

Value is not what you list. It is the gap between where they are and where they could be, made specific.

The value equation on a call

Value appears when you quantify the leak. 'You're missing about eight enquiries a month' is worth more than any feature list, because the owner does the maths themselves.

Find the leak (missed calls, slow replies, invisible online)
Quantify it in their numbers, not percentages
Show what closing the leak is worth per month
Only then explain how you would close it

Say it like this

Weak

Our system includes a CRM, automated follow-up and reporting.

Meri standard

You said around half the people who call don't get called back same day. At your job value, that's roughly £6,000 a month walking to a competitor. That's the thing I'd fix first.

Practice drill

Take a business you know and write the leak, the number, and the monthly cost of leaving it alone.

Run this drill with Meri Coach

Knowledge check

Question 1 of 1 · Sales Psychology0/0 correct

How do you create value on a discovery call?

Back to track

Lesson 9 of 23 in the Meri Academy curriculum.