Sales Pitch: How to Craft a Story to Stand Out and Win

current landscape of tools (alternatives) and where they fit.

Qualification

Many companies avoid talking about competitors because they don’t want to be seen as bad-mouthing the competition, which only makes them look bad.

Objections (optional):

Trello is a great product and certainly easy to use. Have you looked at the resource planning capabilities of Trello? We have found that most tools like Trello weren’t designed with agencies in mind. They typically don’t support views and analysis that cross multiple projects, something that is critical to the agency customers that we work with.

Include a clear call to action for what the prospect should do next.

A lot of times, people don’t know what they want until you show it to them.”

Should You Call Out Competitors by Name? This is your decision to make, but I generally prefer not to name competitors unless we are almost guaranteed that the prospect has already looked at them as a potential solution.

In some

They understand their immediate problem, but there may be dimensions to the problem they haven’t thought about yet. A salesperson quizzing a buyer on what exactly they’re looking for might, at best, result in the buyer giving some fuzzy answers to try to move the discussion along. At worst, this kind of questioning could leave the buyer feeling ann