Build a Positioning Battlecard
Create a battlecard response that reframes an objection using positioning and proof.
Build a response to: "We can just do this in Excel." Acknowledge alternative -> name job gap -> state differentiated value -> give proof. The common trap is belittling the alternative. Buyers chose it because it solves part of the job. Acknowledge the hire Excel is great for collecting and editing the vendor list. Respecting the alternative lowers defensiveness and shows you understand the current workflow. Name the job gap The gap appears when audit asks what changed, who approved it, and whether it crossed the policy cutoff. JTBD turns the objection into a specific failing moment. State value We…
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