Use the Right Battlecard in a Live Deal
Pick the right move at each stage of a competitive objection instead of treating all battlecards as interchangeable.
Competitive pressure The buyer’s surface comparison is “incumbent versus switch,” but the real issue may be risk, credibility, or internal politics. If the rep routes to the wrong card, they give a true answer to the wrong fear. Card routing Worry -> frame -> proof Use the battlecard that matches the buyer’s risk. Then answer with one frame and one proof, not every differentiator you have. Competitor dump Many facts, no diagnosis. The rep sounds specific instead of rehearsed. Route on buyer worry first. Competitor name comes second. 01 Read the worry 02 Choose the frame 03 Prove it Diagnosis…
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