MECLABS AI
MECLABSai
Syllabus·Day Two·Rev 2.0
03

Learning Outcomes

As on Day One, outcomes are written as performances rather than topics. By the end of Session 4 you should be able to do each of these on live material, without notes.

Index · Learning Outcomes+
  1. Outcome 01

    State the question correctly

    Pose the value proposition question in the customer's first person, and recognise why every legitimate answer implies the word “because.”

  2. Outcome 02

    Locate a value proposition

    Find the operative value proposition on any page quickly — your own, a colleague's, and a competitor's — or establish that there isn't one.

  3. Outcome 03

    Measure net force

    Apply the Value Proposition Heuristic to score a claim on appeal, exclusivity, clarity and credibility, and explain which element is the binding constraint.

  4. Outcome 04

    Work both dyads

    Explain the inverse relationship between appeal and exclusivity, and why an offer must begin with clarity, achieve credibility, and only then press exclusive value.

  5. Outcome 05

    Foster rather than claim

    Rewrite a boastful claim as a fostered conclusion, so the prospect reaches the judgment themselves rather than being asked to accept yours.

  6. Outcome 06

    Diagnose the three errors

    Identify whether a failing page suffers from a missing value proposition, a poorly articulated one, or a correct one in the wrong place.

HeuristicsSession 3