Know Your Weaknesses

It isn't negativity; it's smart selling.  Jim Logan reminds us that you have to be able to handle objections when you're selling your products or services. So make a list of your weaknesses, or at least those factors your competitors could paint as your shortcomings. Stand in your customers shoes and list all the objections they might raise. Then put together a position that reasonably counters the objections. You can't afford not to be prepared, so "think negative" just long enough to come up with a great sales pitch!

Via Dane Carlson.