issues” bullets (from the pains removed, problems solved, opportunities captured, results achieved section). I like to pick one that’s unique and provocative, and another that’s broad and likely applicable to almost any prospect on your list. You may also want to select one differentiator from that section of the power statement. But that’s the limit: two client issues and one differentiator. Any more would take too long to say and we’d sound as if we were reading a script.
