Persuasion
Need, solution, benefit
Connect what you are proposing to a need that already exists.
The shape
- Need
- Solution
- Benefit
A worked example
- Need
- Your team needs faster incident visibility.
- Solution
- The proposed dashboard brings incident data into one view.
- Benefit
- Managers see critical issues earlier.
What usually goes wrong
Starting with the product. Then the need is reverse engineered to fit it, and everybody can hear that happening.
Used in
Where this shape does its work in a real situation.
Mostly serves Message, and reaches into Connection.
A framework tells you what shape the answer takes. It cannot tell you whether shape is what you are short of, and for most people it is not. Which one is yours, and whether a framework is the right instrument at all, is what a Discovery Call is for.
Take the AssessmentOr read the whole glossary first.