Break Your Competitors Grip,
by Robert Degroot
You've probably run into prospects who are so comfortable with your competitor and his products that they won't even consider making a switch. In your presentation to the prospect lump your product or service together with the competition's. Show them working well together. Then introduce a problem that your product and service can solve, using an exclusive feature that your competition does not offer. In this simple way you put your product on equal ground with your prospect's current supplier without resorting to "badmouthing." Indeed, you may actually comment on how well the prospects current supplier does certain things. But by introducing a problem that the competition can't solve, you move your products above and beyond the rest and break your competitor's grip.
(Taken
from Psychology For Successful Selling.)