Who knew selling could be fun? Learn how to use metaphors in making the sale. The book isn't just for people who do sales, but anyone who has to do any kind of persuasion, even for marketing a one-person business. It's a surprise this book isn't better known as it's a superb, fun, and educational read.
Why not just buy a book on language or read up on metaphors? Miller uses examples of applying metaphors in business situations, something you won't find in metaphor-related books.
The book starts off with the "Sorry Seven;" seven kinds of people who tend to put listeners to sleep.
The book is then divided into four sections. The first shows why you should use metaphors in making your case. They help appeal to both sides of the brain. Miller uses Robin Williams and Joe Friday to represent the right and left brains respectively. This is a clever way to remember which side of the brain is which in terms of telling (Joe Friday) and showing (Robin Williams).
Section two shows how to create effective metaphors with a four-step workout. (No running involved.) Section three is about applying the power of metaphors in the selling process. You've heard "Practice makes perfect" and section four is about practicing with the metaphors. In this section, Miller encourages becoming a "clipper" for clipping quotes and other gems. She also shares her valuable collection of quotes to get you started.
This book not only serves as an educational read that's as fluid as reading a work of fiction, but also as a reference and a workbook as the end of each chapter has worksheets to practice using metaphors.
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