Targeting the Pitch

you’ll set yourself apart from the competition

Features and benefits are the trusted selling tools that address the client’s questions “What?” and “So what?” But if you can answer one further questions -- “What’s in it for me?” -- you’ll set yourself apart from the competition. This question addresses the specific benefit -- the particular needs of an individual customer.

ACTION POINT: Answer the question of “What’s in it for your customer to set yourself apart.