IDEA: Do not waste time talking about competitors. Customers will wonder why. Only talk about you.

Do not dwell on the capabilities or shortages of your competitors. Most of the time you probably do not know or understand their real capabilities so do not embarrass yourself.  Focus on your capabilities and tell them examples of what your firm can do.   Tell your potential customer that you do not know the competitor but you do know your own company and what your staff is able to do.  The buyer will appreciate your candor and professional approach.  He does not want to hear your opinions. He wants to hear about your firm.