First, don't assume something is a shortcoming in their mind unless they indicate it. Odds are HIGH you are being nitpicky about things that are just not a big

First, don't assume something is a shortcoming in their mind unless they indicate it. Odds are HIGH you are being nitpicky about things that are just not a big deal to them. Second, develop a more positive focus. More specifically: get out of your head about some ideal that may never be real. Look at the product in terms of what it can actually do, NOW, and the benefits people will get from it, NOW. Focus on how it will help them, in its current form, and communicate that. When you do this, it is easy to be up front about what it will NOT do. In fact, in most of my sales calls, there is at least one point where the prospect expresses an expectation that it will do something for them that it doesn't. I immediately, directly, almost forcefully call that out. "Let me clarify, it will not do X. That is not what it is for. It will instead do Y for you, which lets you do Z." (This is just me being my normal, brutally-honest self, but from a sales-tactic perspective it builds credibility and trust.) Focus on how the product can benefit them, in your thinking and your communication, and then it's easy to be up front about the rest. Otherwise you can never help people who need what you are selling more than they need that money.