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: More Icebergs!


SHARE:

Mar 16, 2016

More Icebergs!
 

Last month’s TMM newsletter Close Deals. Open Conversations with an Iceberg. hit a nerve with readers. A number of people wrote to share how they also use the iceberg metaphor in their businesses. I thank them and present their stories here with the goal of triggering additional ideas for you.

Promote Your Philosophy
Susan Zimmerman is a consultant/educator in the field of financial planning. Uniquely qualified both as a Licensed Marriage and Family Therapist and Chartered Financial Consultant, Susan blends the best of both worlds to help her clients discover their motives relative to their financial resources with the ultimate goal of helping them create the best financial strategy for themselves.

Says Susan, “We all have thoughts and emotions about our lives. This is true relative to our financial lives as well. What you may not have thought about lately, is whether most of your thoughts reside in your conscious awareness, or outside of it.”

“Our thoughts are similar to an ice berg. Most of them are actually in our subconscious mind, hidden from view. This is true about our financial thoughts as well. That’s especially the case with emotions that spring up in our financial dealings.”

Susan then helps clients understand those iceberg thoughts, which she puts into eight buckets to help them develop the right financial strategy for themselves. She describes the process as a little like “… receiving specialized SCUBA gear to go beneath the surface of your thoughts and emotions, take a look under the ice berg, and bring it to the top for fresh perspectives to reward you with much greater peace of mind about your finances.”

She shares her system for getting under everyone’s iceberg for matching the “urge to splurge with the craving for saving,” as one commentator said, in her book, The Power in Your Money Personality.

What would be your philosophy or system’s iceberg?


Rebrand Yourself
NESC is the National Executive Service Corps, a non-profit consulting firm, founded in 1977, that strengthens other non-profit groups to help them deal effectively with their challenges and capitalize on their opportunities.

They needed a quick way to help people understand at a high level what they do and to also understand that they offer many, many services. Cue the iceberg metaphor!

The “top” of the iceberg visually communicates that there is a broad visible mission of the group and the submerged larger part communicates that there is a myriad of services that support that mission. Here is the image on their landing page:

What does your brand iceberg look like?


Keep it Simple
Again, metaphors and analogies make the complex simple and the simple meaningful. An iceberg can do both for you.

Anne Miller
Make What You Say Pay! — with Metaphors
 

For more information on Susan Zimmerman, visit www.MindfulAssetPrograms.com
For more information on NESC, visit
www.nesc.org
 


STEAL THIS METAPHOR

As readers of this newsletter know, I recommend keeping a personal collection of strong metaphors and analogies that you see, hear, or read for potential future use. In that spirit, I will be including a few that resonate with me that you may like as well.

1. Argue the benefit of one change in a procedure, process, organization.
Eric Weiner on the nature of genius from his book, The Geography of Genius:
“Genius is like a chemical reaction. Change one molecule and you change
everything.”

What is the”it” you want to change? What is the one “molecule” that would make the difference in outcomes?

2. Reframe the problem to solve the problem
Tom Wainright, "If Economists Waged the Drug War", The Wall Street Journal on how to win the drug war:
“Government continues to treat the drug problem as a battle to be fought, not a market to be tamed. The cartels that run the narcotics business are monstrous, but they face the same dilemmas as ordinary firms—and have the same weaknesses.” His article goes on to show how working on the demand side rather than the supply side of drugs would change the outcome.

What problem or challenge can you resolve by changing the lens through which you are describing it?


NEW! - Demo/Presentation Assessments:
Make 2016 Your Best Year Yet!

  • Missing business?
  • No time for training?
  • Want to identify weak spots (Content, story, visuals, engagement, relevance, impact)?

Call today for details on how easy, cost-effective and practical it is to do an Assessment to fine-tune your presentations. 212 876 1875 or amiller@annemiller.com

"Anne has transformed the way we engage with clients. I highly recommend her for demo/presentation training" Trish Bertuzzi, Pres., The Bridge Group, Inc. 


The Cult Book for Sellers & Communicators Who See the Power in Metaphor to Build Business, Influence Others & Get Results

Order Today
Now Available in print, on Kindle & as Audiobook

The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone.

“Filled with fresh thinking, this book should be a "must read" for all salespeople and business leaders who want to take their communication skills to the next level.”

-Jill Konrath, Author, Agile Selling.
On Top Sales World's Top 50 Sales Books of 2015




Need Some "WOW" in Your Presentation or Demo?
Call today and turn your information that tells into a story that sells.
212-876-1875
amiller@annemiller.com

"Anne has transformed the way we engage with clients. I highly recommend her for demo/presentation training" Trish Bertuzzi, Pres., The Bridge Group, Inc.
 
WIN A FREE BOOK!
Tell me about YOUR Metaphor Minute, a time you used a metaphor or an analogy to make your point, overcome an obstacle, close a sale, or wow an audience, and receive a signed copy of The Tall Lady or Make What You Say Pay!. Simply call me at 212 876 1875 and tell me what you did or email me at amiller@annemiller.com


NOT A SUBSCRIBER?
If someone emailed you this copy of The Metaphor Minute, sign up now to get your own copy.
(and be sure to "white list"
newsletter@annemiller.com to be insure delivery)
 

Links I Like:

Great Resources:


"The best arguments
dazzle with metaphor"

Gerry Spence,
Media Commentator & Lawyer

The Original “Metaphorically Selling” that spawned a movement, now with 25 New Stories.  Available in print, ebook & (new) audiobook formats.
Click here

Special Offer: Buy 50 copies and get a free seminar. Call 212-876-1875 or email
me for details

7 Signs You Need A Metaphor (Visual Language)

  1. Your listener is not paying attention
  2. Your listener is stuck on an objection
  3. Your listener is confused
  4. Your listener sees no difference between you and your competition
  5. You want to drive home a point vividly and memorably
  6. You have to wiggle out of a difficult situation
  7. You want to wow or motivate a larger audience

The best firms hire brilliantly
& train relentlessly.


Having a Meeting? 
Call today for fresh ideas to take your team to the next level 212-876-1875 or amiller@annemiller.com

"I've been to a lot of training programs and yours was the best!"
 -CRO, MediaMath
 


MetMetaphor Minute Archives


View A Recent Video

The Key to Persuasion,
Clarity & Understanding
CLICK HERE



HOOKED!
7 Ways to Capture a
Prospect's Attention

Written with pal and Sales 2.0 guru Nigel Edelshain
FREE DOWNLOAD



Fight The Noise
- Make Your Point

"Smart & Easy to Read"
"Incredibly Timely"
"Must have if you influence or persuade anyone"
Free Preview or
Buy Now



Official Training Partner
s


The IAB is dedicated to the growth of the interactive advertising marketplace

 
 "The Metaphor 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. © 2016. Anne Miller. -- PERMISSION TO REPRINT -- Feel free to reprint in company newsletters or articles. Just include ©2015, Anne Miller, author, "Metaphorically Selling," amiller@annemiller.com
You are subscribed at:[[-Email-]] - to unsubscribe, click here
©2015 Chiron Associates New York, NY 212-876-1875