Get the Positive Power of Negative Preparation

This subject is not common and is unfamiliar, but if you are in business particularly in sales, you have to have some techniques that is not familiar to your competitors to be on top if you execute it nicely. Let us learn from this technique;

Most successful coaches go into each game with more than one prepared game plan. They have a plan to follow if their team gets ahead early in the game. They have a different plan to follow if their team falls behind. They have alternate plans ready to use different combinations of players in case one key player is injured during the game. That's not negative thinking; that's the power of negative preparation.

Let's also read from Dan Kennedy;

I've done a lot of work in planning, scripting, and implementing group sales presentations and training others to do the same. What I call "group presentation marketing" applies to everything from a Tupperware party to a seminar designed to sell $50,000.00 real estate partnerships. There are a lot of special techniques for this type of marketing, but one of the most important is the anticipation and removal of the reasons for refusal or procrastination on the audience's part. Sometimes this is done with subtlety, weaving the objections and responses into the presentation. Other times it's done quite openly. One very successful presentation I designed ended with the presenter listing on the flop-chart the four main reasons why people don't join-and then answering every one of them. But in every case, every possible problem was thought out in advance and countered somehow during the presentations.

  You have to do this when you are selling in print. I am paid from a $15,00.00 to $70,000.00 plus royalties as a direct-response copywriter to write full-page newspaper and magazine ads, sales letter, infomercials, and other marketing documents. More than 85% of all clients who use me once do so repeatedly-in spite of my high fees. Why? One reason is my very thorough negative preparation. When I'm creating an advertisement, brochure, or direct-mail piece, I make list of every reason I can think of why the reader would not respond to the offer. I use that list of "negatives" as a guide in writing the copy. And the other top direct response copywriters I know, like my friend John Carlton, also carefully consider these potential obstacles to the sale when crafting a message. This approach produces some of the most powerful selling techniques in print in the world.