Anne Miller — Words Matter Make What You Say Pay!
ANNE MILLER
Presentation & Sales Specialist
Author | Speaker | Coach
Words Matter – Make What You Say Pay!

METAPHOR MINUTE ARCHIVE

Metaphor Minute: Softening Up A Tough Old Bird

 

CONTACT:
amiller@annemiller.com

 

February 28, 2008

Announcement: "The Metaphor Minute" has been re-named The MoneyWord$ Minute. So many of you told me how metaphors and analogies have made money for you or won support for your ideas, that it made sense to change the name and create a more visual, more accurate title for this newsletter. Please let me know what you think.


SOFTENING UP A TOUGH OLD BIRD

Barbara Ann"Rusty" La Grange is a professional copywriter and a new subscriber. She sent in this charming story of how she won over one tough client.

" I was approached by an 80-year-old man to become his ghost writer. He was an Italian-American WWII soldier with a strong accent, a strong personality, and little schooling but with a long and colorful life he wanted to share.

He was disappointed with a cousin of his who had started his autobiography but was rewriting and editing subjects that she didn’t think he should say. It was causing a family riff. I was the objective person he hoped could do what he couldn’t – write his life story his way.

I told him my job was to take his scribbled notes and talk to him a bit to get the taste of his Italian lingo, his likes, and things he detested. And above all, what prompted him to share his life. He would get the rough drafts and the time to read and approve. Although he wanted to trust me, he stalled when his cousin said no one else should do it. I told him that his life was like a big salad bar full of every lettuce, salad topping, vegetable and crouton imaginable. I was merely the chef putting it together so the taste was blended and not overloaded with onions.

That metaphor got a smile and he hired me, and then said, “And my cousin is the anchovies; I never did like them.”

LESSON LEARNED

Old, young, formal, informal, no matter your industry, no matter your target account, the language of metaphor, thoughtfully used, closes business with even the crustiest of prospects.

Until next month, remember to "make what you say pay--with metaphors."

Anne Miller & MoneyWord$

P.S. Barbara also wound up writing his book covers and Amazon page. To see his book, click here For more information on Barbara, visit www.thewritewayco.com.


---------------------------------------------------------------------------------------------------------------------ANNOUNCEMENTS

  • For all you PowerPointers out there, catch my article "Death by PowerPoint" on FoxBusinessNews
     

  • Want "Metaphorically Selling" tips delivered to your mobile? Check out SALES QUENCHERS, the first company in the world to offer a next-generation sales training system that delivers both online and mobile, on-demand sales solutions. Click on the ad at the right for details.


MONEYWORD$ CUTTING ALL WAYS THIS ELECTION

  • John McCain has gone from being "road kill" to being the Republican front runner. Hillary has been accused of being a "political cat burglar" by Maureen Dowd of the NY Times for "pilfering" language and ideas from her opponent. And on the far right, Rush Limbaugh talking about Obama asked, "is this Dr. Vincent Norman Peale or a presidential campaign. Is this a cult or is it a political movement?
     

  • In all the name calling, what was most interesting to me was the way Obama deflected attacks on his eloquence. Rather than respond with a list of left brain accomplishments or details for economic policies, he reached for metaphor to turn an initially perceived negative attack into an emotionally felt positive position. "I have a dream.'  Just words? 'We hold these truths to be self-evident that all men are created equal.' Just words? 'We have nothing to fear but fear itself.' Just words? Just speeches?" In essence, Obama was casting himself - metaphorically speaking - with admired leaders of the past all of whom went on to do great things. What he did was similar to a salesperson who can take a negative objection and turn it into a positive advantage in the eyes of a client. Very clever.
     

  • Notice how many metaphors get tossed around in the next few weeks as the campaign heats up.
     


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The MoneyWord$ Minute" is a brief monthly note with examples from business, media, or politics that illustrate the power of metaphors and analogies to make a point, solve a problem, and get results. Use these stories to stimulate high pay-off metaphoric thinking in your business. © 2008. Anne Miller. -- PERMISSION TO REPRINT -- Feel free to reprint in company newsletters or articles. Just include ©2008, Anne Miller, author, "Metaphorically Selling," amiller@annemiller.com
©2015 Chiron Associates New York, NY 212-876-1875