Price objections are value you never put a number on. The Value-Selling Cheat Sheet is a one-page field tool: the discovery questions, the value map, and the formulas that turn a deal into a number the CFO can defend. Enter your email and it lands in your inbox.
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Discovery sizes the problem. The value map turns it into a case. The ROI math reframes the price. The formulas put a defensible number on every claim.
Six questions that size the problem before you pitch: what it costs per quarter, how many people it touches, what happens to their number if it is not fixed, and the compelling event driving the timeline. You leave with a figure to work from, not a hunch.
One row per deal, four columns: their pain, the metric or cost behind it, the capability you bring, and the quantified value it creates. The spine of the business case. Every capability maps to a cost, or it does not belong.
Net value, ROI multiple, and the cost of delay on one line each. Net yearly value divided by twelve is what every month of waiting costs them, which is the number that moves a timeline from next quarter to now.
Revenue growth, productivity gains, risk reduction, throughput. Four buckets, each with a formula you run live on the customer's own inputs, so the number is theirs to defend and not yours to argue.
"Too expensive" is almost never about price. It is about a value the buyer cannot measure and cannot defend to their own finance team. The cheat sheet forces the number out early, from the customer's own metrics, so the business case stops being your pitch and becomes their math. That is the only math a CFO trusts.
One page, four parts: the discovery questions that size the problem, the value map that turns pain into a quantified business case, the ROI and cost-of-delay math, and four quantification formulas (revenue growth, productivity, risk reduction, throughput) with worked examples. It is built to sit next to you on a call.
Account executives and sellers running enterprise deals where price gets questioned and finance has the final say. If you have ever lost a deal to "too expensive" or "no decision," the cheat sheet is for the conversation before that happens.
As a five-minute pre-call tool. Run the discovery questions to get the numbers, drop them into the value map, then use the formulas to turn the pain into net value, an ROI multiple, and a monthly cost of delay. Anchor every figure to a number the customer gave you.
90 minutes. Your team. A business case framework they'll actually use.