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The power of metaphor to break through in a noisy world and sell, persuade,& explain anything to anyone
- Sales Rank: #829972 in Books
- Brand: Brand: Chiron Associates, Inc.
- Published on: 2004-11-15
- Ingredients: Example Ingredients
- Original language: English
- Number of items: 1
- Dimensions: .45" h x 6.24" w x 9.00" l, .68 pounds
- Binding: Paperback
- 168 pages
- Used Book in Good Condition
Review
"A quick enjoyable read...Miller goes beyond the quick fix of most business books." -- MARKETING TODAY.COM
"An extremely valuable supplement to the personal library of anyone in careers that involve sales, negotiation, presentation..." -- MIDWEST BOOK REVIEW
"Metaphors are communication home runs. This book shows you how to hit them." -- CHICAGO TRIBUNE
"Packed with more than 250 examples...it’s a novel, entertaining, and practical approach to the utilization of often-overlooked communications tool." -- FREQUENT FLYER MAGAZINE
May's "Must have!" selection -- SALES PRO MAGAZINE
About the Author
Anne Miller founder of Chiron Associates, Inc. is a widely respected sales & presentation speaker, seminar leader, consultant, and author. She assists high profile Fortune 1000 companies in media, financial services, and business present and sell products and services worth millions of dollars. She is the author of “Make What You You Say Pay!” “365 Sales Tips for Winning Business” and “Presentation Jazz!” Anne lives with her family in NYC
Most helpful customer reviews
17 of 17 people found the following review helpful.
A rope when you're trapped in quicksand
By Phil
Thesis: Business people leave a lot of money on the table because they aren't able to communicate the unique value of their services. Strategic usage of appropriate metaphors helps solve this problem by giving the prospect a clear understanding of the value of your services.
Structure: 24 chapters spread over four sections:
1. The Case for Metaphor
2. Building Metaphor Muscle
3. Selling with Metaphors
4. Metaphor Maintenance
What are Metaphors, and When do You Need Them? (Ch. 2 and 3; pp. 13-26)
Metaphors are shortcuts to instant understanding through the use of powerful imagery. As Anne says on page 13, "Information + Metaphor = `I see what you mean!'" She provides real-world examples from famous figures and also includes practical worksheet tools (pp. 18-23) to help you start your way down the road to metaphor mastery. Chapter Three underscores the importance of using metaphors whenever you sense your audience slipping away from you.
Burners: Explain, Simplify, Reinforce Points (Ch. 15; pp. 87-97)
The more we talk, the less people listen. Brevity is the soul of wit, and Ann shows how this applies to sales. Use metaphors to produce simple, concise, and relevant points that will help you make more sales in less time.
Travel to Other Worlds (Ch. 23; pp. 137-139)
Anne uses this brief chapter to drive home the point that true metaphorical mastery means being able to use metaphors from different aspects of life and the world as a whole. For example, your sports metaphors may work wonders with many, but they certainly won't work for everyone. You need to expand your metaphorical horizons. A worksheet on page 139 helps you think about using different metaphors to produce similar imagery.
An excellent tool for our selling toolkit.
0 of 0 people found the following review helpful.
Magically Win The Hearts And Minds Of Your Audience With Style And Grace
By Clinton Smith
As powerful as a tsunami are your words when using metaphors. And Anne Miller shows you how to create a tidal wave of vivid images that captivate attention of your audience naturally and without effort like a flower pines for the sun. Using metaphors is fun. Easy. And childlike in simplicity. So what are waiting for..pickup your copy today.
3 of 3 people found the following review helpful.
Metaphorically and literally a "must have"
By Diana Robinson
The title is "Metaphorically Selling" but I was recommended to read it as part of a public speaking program, and I found it as valuable as would any sales person. With humor, examples, and straight-out "how to" Anne Miller walks the reader through the processes of accessing the audience to discover what metaphors will work best with them, developing the metaphor in a series of easy, workbook style steps, how best to use them, and how to avoid mis-using them.
I recommend this book to anyone who uses words to connect with others, or to inform, persuade, or sell anything.
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