Not entirely sure when you should bring up competitive differences? 

It’s after they do.

It can always be a struggle in knowing what the right time is to bring up how we’re different and better than our competition. But I always want to make sure I do it after I’ve spoken about their competition. 

By asking the prospect questions about how they compete in their marketplace, it generally reveals elements of pain that can be very helpful when I’m talking about my competitors and why they should choose us over them. 

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