Can You Differentiate Yourself from a Competitor in a Sales Presentation?

It’s tempting. Can you just come out and say you’re the best, without look self-serving? Can you point out a weakness in your competitor without it looking like bragging or mud-slinging? And if the client really needs to know something less-than-perfect about the competitor: can you point it out? Charles H. Green,Founder and CEO of Trusted Advisor Associates, rarely citespoliticians in his blog, but one piece of received political wisdom works in business too: if you’re in the lead, don’t debate the challenger.