Some of the things talked about in that book I agree with i.e. not making small talk etc.

The thing I disagree with is going primarily after the "pain" (moving away from). Call it spin selling, "submarine metaphors" or what have you, anything that is that formulaic will be something I will probably take issue with.

It's true people will buy quickly when they experience a pain but what about those products or services that people buy because they want them not because there's pain? Trying to manipulate someone to always experienced the pain is unwise in my opinion.

I address how to think about this kind of thing, what to do instead of using old-fashioned formula type approaches and how to make persuasion an ongoing part of your personality in my program The Persuasion Factor. Check it out at http://www.persuasionfactor.com .

Can I get your perspective on something? What are your thoughts on SPIN selling (Neil Rackham)? How does it mesh with your approach?

Warmly,
Jack