1. Set down, include as many colleagues as possible, and do a brainstorming session. The purpose being – to identify – and eliminate – any and all barriers that could prevent customers from buying your product. Get their creative juices flowing. Have them be as critical as possible.

2. Create a T-chart. Take a sheet of paper and draw a horizontal line across the top and a vertical line down the center. Label one side of the T "Objections" and the other side "Solutions." This is where you will be separating the good from the bad.

3. Pick the product apart by brainstorming ideas one side at a time. Start by having each colleague contribute at least one idea to the "objections" side. Write down each idea without making any judgments or revisions. It might sound a little crazy at first but makes sense later when ideas begin to form into solid concepts. It’s like an evaluation, you’re not trying to destroy the product you’re just determining what need to be done so it can perform better.

4. Prioritize the barriers, which stands out the most, and then choose the one objection you’re prospect is most likely to present. Once you have exposed the problem, you can then zero in on developing one or more "Solutions" to this objection by prompting your colleagues for their outlook. Your customer's Number one objection should emerge. Bring up and resolve the problem early in your copy and, instead of scaring your prospect away, your copy will draw him/her in.

Get started today

Take a good look at your product, ask questions of colleagues and customers to search out any negatives then turn them into positives. Use the old negative to help sell a new positive.

Tip: A lead is considered as the period of time a reader allows to decide if he/she's going to keep reading your sales pitch or move on. The lead should contain a big, fat, attractive promise and also a second subtler promise.

The lead must also be the appropriate niche that your sales pitch is aimed at. To get it right, review the prospect's core complex to figure out what his immediate concerns are.

Happy Trails

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