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CRM, lead flow and sales techniques · Inbound selling: explore

Put a rupee figure on what the buyer wants and on what waiting costs them.

A buyer value quantifier is a one-page sum that turns the buyer's goal into rupees and sets it against the cost of changing nothing. It records the goal in units, the rupee value of each unit, and the gap. The page ends with a figure you can compare with your quotation.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Editorial illustration for Value proposition development

In one paragraph

A buyer value quantifier is a one-page sum that turns the buyer's goal into rupees and sets it against the cost of changing nothing. It records the goal in units, the rupee value of each unit, and the gap. The page ends with a figure you can compare with your quotation.

A packaging unit in Peenya tells your rep it wants to cut rejections on the carton line. The rep nods, quotes ₹4.2 lakh for a new die-cutting setup, and hears 'we will think about it'. Nobody in the room ever said what a rejected carton costs the unit, so the quotation had nothing to be weighed against.

The quantifier fixes that in one conversation. You ask for the goal in units (cartons, enquiries, hours, patients), agree a rupee value for each unit with the buyer, and ask what happens to the number if nothing changes. The rep writes it down in the buyer's own figures, not yours.

The rep who ran the discovery call fills it in, and the sales head reads it before any quotation goes out. It replaces the sentence 'our price is competitive' with a sum the buyer has already half agreed to. Because the buyer supplied the inputs, you are not asserting a return, only multiplying their numbers.

It sits between the discovery questions and the proposal. The goal date comes from the backward timeline planner, and the buyer confirms the figure again in the budget confirmation step.

Where this sits

Topic 5 of 13 in crm, lead flow and sales techniques: inbound selling: explore. Learning the buyer's situation.

The topic before
Inbound selling: connect

If you want this done for you

Answer the one question every buyer silently asks: why should I choose you.

Read the value proposition development page

The work

What this is actually like.

  • “The unit value has to come from the buyer”

    If the rep supplies the rupee value per unit, the buyer treats the whole sum as a sales claim and argues with it. Ask 'what does one lost order cost you?' and write down their answer, even when it is lower than yours. A smaller figure they believe beats a larger one they do not.

  • “Compare value without GST”

    Your quotation carries GST and the buyer's savings do not. If the sum sets a GST-inclusive price against a GST-exclusive gain, the case looks worse than it is, and a buyer who claims input credit will notice. Keep both sides excluding GST and show the tax separately on the quotation.

  • “Doing nothing has a price too”

    Buyers compare you with a competitor and forget the third option, which is leaving things as they are. Put that cost on the sheet: the rejections that continue, the enquiries nobody answers on Sundays. It is the strongest line on the page.

  • “A small gain is a valid answer”

    Some goals are worth less than your fee. If the sum shows a gain of ₹60,000 a year against a ₹2 lakh price, say so and offer a smaller scope or walk away. A buyer who sees you do this believes the next sum you show them.

What we do

What you end up with.

The documents this topic produces, what each one is for, and how you know it is finished.

  1. The value sheet

    One page per opportunity with five lines: the goal in units, the buyer's current number, the number they want, the rupee value of one unit in their words, and the gap multiplied out. The rep fills it live on the call or straight after.

    Result: Finished when the buyer can read the sheet back and say 'yes, those are my numbers'.

  2. The status quo line

    A separate line for the yearly cost of changing nothing, with the same unit and the same value per unit. The sales head checks that it is arithmetic on the buyer's figures and not a guess.

    Result: Finished when every figure on the line traces to something the buyer said or a record they showed.

  3. The price comparison

    Your price excluding GST beside the gain and the status quo cost, over the period the buyer thinks in (a year, a season, a financial year). Add the break-even point in months.

    Result: Finished when someone outside the deal can see in ten seconds whether the purchase pays for itself.

  4. The assumptions note

    Two or three lines listing what the sum assumes, such as 'rejection rate holds at current level' or 'enquiry volume stays flat'. The rep sends it with the proposal.

    Result: Finished when the buyer has seen the assumptions in writing and corrected at least one.

Why us

Why owners pick GullySales over an agency.

  • Marketing and sales, as one job

    Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.

  • The person on the first call does the work

    No account managers in between. You are never handed to someone you have not met.

  • A baseline before anything starts

    Your numbers are written down on day one, so every later report compares against something honest.

  • The fee in writing, split three ways

    Our time, your media spend and production on separate lines. You always see what goes to us.

  • No guarantees we cannot keep

    The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.

  • One office, and we say so

    Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.

#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.

Your brief

Tell us what you need, and we will read it before we call.

Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.

Tell us what you needor call +91 80958 58589

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
What if the buyer will not give a rupee value?
Offer a range and let them pick. Ask whether a lost order is worth closer to ₹5,000 or ₹50,000. People who dislike stating a figure will correct a wrong one, and the correction is the number you wanted.
Can I use this for a service where the gain is not money?
Yes, but convert the gain into time or avoided cost first. A clinic that wants fewer missed calls can value a missed call at the average consultation fee. If you cannot convert it honestly, record the goal in units and skip the rupee line.
Should the sheet go to the buyer?
Send it, because the buyer will forward it to whoever approves the spend. Strip out internal notes first and keep only their figures, the arithmetic and the assumptions. A sheet they can pass on without explaining it does the selling in your absence.
Does this replace a full return-on-investment model?
No. It is a quick sum for a first conversation, built on three or four numbers. A larger purchase needs a proper model, which your finance person or CA should check before the buyer's board sees it.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts. For sales work it is mostly our time, with production only where scripts, decks or CRM setup need it.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
Fixes to reply time and follow-up are the quickest to show, because the enquiries already exist. Process, CRM and training changes show as the team uses them. Each one is tracked against the baseline.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
To start, last month's enquiries in any format and time with whoever handles them. After that, access to the accounts the work touches, such as the website, Google Business Profile or CRM.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

Where to go next

The work that carries this topic further.

Services

The rest of inbound selling: explore

Or read all of crm, lead flow and sales techniques.

Your next practical step

Tell us what you are trying to grow, and we will read it before we call.

Eight short steps, mostly taps. Skip anything you would rather answer on the call.

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