The Value Triangle: How To Manage B2B Expectations

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:

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Read also: The Engagement Pyramid