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Using Pain In Marketing and Sales

Why People Buy by Greg Nanigian

The full title of this book by Greg Nanigian is

Why People Buy: The Real Reason Features and Benefits Selling Doesn’t Work“.

It is a detailed look at the Sandler Selling System’s pain step.

In my review at Amazon.co.uk, I gave it a FOUR star rating, meaning I consider it to be good to very good.

Here is what I posted.

More details of the Sandler Pain Step

I find the Sandler Selling System appealing in many ways although I’ve seen it used to bail out of potential relationships too early and recognise that it can be used to manipulate buyers or to give the appearance they are being manipulated.

This book provides a detailed look at the pain step, used to uncover emotionally powerful reasons for the buyer to buy. It also explains where pain lies in the “Sandler Submarine” so that you have a brief understanding of the entire system. [continue reading…]

in Best Business Books

Selling the Pain vs Selling the Gain by Richie Montes

The full title of the book by Richie Montes is

Selling the Pain vs Selling the Gain: how to choose a good advert appeal & create an advert copy that SELLS

In my review posted at Amazon.co.uk, I gave it 1 Star.

Here is my review.

A dreadful book about advertising

This could be the worst book I’ve ever read/scanned. I couldn’t bear to read it word for word after a short while but I kept dipping in, hoping I may get something out of it.

The first clue was in the author’s note which starts…
“This is a short book. It’s more like a guide with extremely rich content, more than what you will get from other books whose authors just fill with a bunch of useless and unnecessary stuff just to fill space and make it look longer…” [continue reading…]

in Other Business Books

Pain Killer Marketing by Chris Stiehl and Henry Devries

The full title of the book by Chris Stiehl and Henry Devries is

Pain Killer Marketing: How to Turn Customer Pain into Market Gain

In my review posted on Amazon.co.uk, I gave it 3 Stars.

Here is my review.

Potentially an interesting topic but the book was too broad in its scope

The book is about articulating the pain that your customers commonly experience and then showing that you have the solution to give them benefits and gains. My first impressions were very good. I learnt something from the first page of chapter 1 which was the fear of pain creates a continuum between the two extremes – confrontation and avoidance. [continue reading…]

in Other Business Books