The value triangle is a script for managing B2B expectations.
We all find ourselves in situations where we must deliver value to someone else. You could be facing your boss, your client, or your coworker.
It’s challenging, but the conversation won’t be more manageable if you postpone it until after the delivery.
In short: It’s essential to manage expectations.
One powerful persuasion technique is to ask for clarification regarding priorities using the value triangle.
Here’s how the value triangle works:
The Value Triangle
Negotiate and manage expectations by learning the Value Triangle:
If someone wants something CHEAP and FAST, they can’t ask for it to be GOOD.
If someone wants something CHEAP and GOOD, they can’t ask for it to be FAST.
If someone wants something FAST and GOOD, they can’t ask for it to be CHEAP.
Learn more: The Value Triangle: How To Manage Expectations
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Read also: The Engagement Pyramid