Presenting to one person or to a small group is another form of interpersonal relationship. When personal relationships disintegrate, you frequently hear that the ultimate cause was “He/she didn’t understand me.” And when relationships flourish, you hear, with almost equal frequency, a version of “he/she really ‘gets’ me.” What applies in marriage applies in presenting. When clients feel that you “get” them, they want to “marry” you. That sense of understanding frequently comes into play during the give and take conversation around your material. Here’s a creative way to demonstrate that you are tracking with them.
I was talking to a prospect in a media company about his company’s goals, market, challenges, and sales team. Not surprisingly, he was bemoaning the fact that many of his salespeople cannot think creatively enough to connect the dots between what their advertisers need and the many, many offerings his site provides. Without thinking, I said, “So, what you want are clones of Steve Jobs and what you have instead are bean-counters.”
He practically threw his arms around me. ‘YES! That is EXACTLY the problem!”
As you know from my books and “The Metaphor Minute” newsletter, I am a tireless cheerleader for the use of metaphor as a game-changing sales and leadership communication tool. A metaphor succinctly captures the heart of an issue and results in instant understanding. Until this spontaneous exchange with my prospect, I hadn’t thought about the fact that metaphor also has the potential to be the ultimate listening tool with clients as well.
Two Minds. One Image.
When your stated understanding of what buyers just said is expressed as an image that exactly fits the image in their minds, they feel great! They feel listened to, understood, connected, validated, acknowledged, supported, simpatico, in sync, etc.
They will want to “marry” you on the spot. Metaphors make it easy to get to “I do.”
Anne Miller
Learn how to show that what you hear is what they see in “The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone.” Now available in Audio, as well as Print and on Kindle.
Having a meeting? Make it fun, practical & profitable! Call today for unforgettable & high pay-off ideas. 212 876 1875 or email amiller@annemiller.com “I heard rave reviews from our entire team. You truly inspired each of them to think differently and most importantly, gave them the tools to use going forward. Thank you!” EVP Triad Retail Media
Take your presentations from dull to dazzling and from sizzle to sale! Contact me today for one-on-one coaching to see how we can improve your story, increase your confidence, &/or strengthen your visuals. Email amiller@annemiller.com T. 212 876 1875