Worksheet PDF · 12 pages
The Offer Teardown Worksheet
Twelve questions that turn a service you happen to sell into an offer someone can buy without a call.
Most people describing what they sell are describing a capability, not an offer. “We build AI automations” is a capability. Somebody has to get on a call to find out whether it applies to them, what it costs, and what happens if it does not work.
An offer answers all three before the call.
This worksheet is the version of that conversation I have most often, written down. It takes about forty minutes and the uncomfortable part is question four.
What's inside
- The five sentences that have to be true before a service becomes an offer.
- A scope exclusion exercise — the three things you will refuse to include.
- The doubling test, run on paper, so you find out now rather than at client twenty.
- A pricing defence in one sentence, with no reference to how long it took you.
Where should it go?
You'll get the download on the next page, and a copy by email.
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