Why should we buy from you? What makes you different than my current _______? Why should I invite you in to see me? We are already doing business with you so why should we look at this new product /service?
Sound familiar? A bit tired of hearing this? Get used to it. This is simply what customers and prospects say to sales people. And we can't fault the prospect/ customer for asking the question. They don't have time to waste, and they need a good reason to spend time with salespeople who know how to sell value-whether through a meeting or to view a new product or service