{"id":489,"date":"2007-12-18T15:56:36","date_gmt":"2007-12-18T23:56:36","guid":{"rendered":"http:\/\/www.regnordman.com\/2007\/12\/18\/metaphorically-selling-how-to-use-the-magic-of-metaphors-to-sell-persuade-explain-anything-to-anyone-anne-miller\/"},"modified":"2007-12-18T15:56:36","modified_gmt":"2007-12-18T23:56:36","slug":"metaphorically-selling-how-to-use-the-magic-of-metaphors-to-sell-persuade-explain-anything-to-anyone-anne-miller","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2007\/12\/18\/metaphorically-selling-how-to-use-the-magic-of-metaphors-to-sell-persuade-explain-anything-to-anyone-anne-miller\/","title":{"rendered":"Metaphorically Selling. How to use the magic of metaphors to sell, persuade, &#038; explain anything to anyone. Anne Miller"},"content":{"rendered":"<p>Metaphorically Selling. How to use the magic of metaphors to sell, persuade, &amp; explain anything to anyone. Anne Miller. 2004. ISBN 0976279401.\u00a0 Reading this book is like hitting a hole in one. Finding so much good advice and ideas in one book for sales is rare.\u00a0 I jotted down so many ideas pertinent to my clients I filled several pages! Her section on prospect blind spots is just so dead on target.\u00a0 Blind spots usually encountered are:<\/p>\n<ul>\n<li>Lack of understanding<\/li>\n<li>No urgency<\/li>\n<li>No differentiation between products<\/li>\n<li>Confusing value with price<\/li>\n<li>Fear of change<\/li>\n<li>Fear of large commitment<\/li>\n<li>No perceived value-add<\/li>\n<li>Fear of getting burned. Again.<\/li>\n<\/ul>\n<p>Then she quickly gives you ways to communicate through the blind spots.<\/p>\n<p>Ever heard of a Horse Chart?\u00a0 That&#8217;s a PowerPoint where you have a picture\/chart (say a Horse) with a title that says<\/p>\n<p>exactly\u00a0 what it is (Horse).\u00a0 Nothing about\u00a0 the impact, effect or utility of the chart in the title. Instead of\u00a0 Sales use a title that talks to clients issues. ( Sales drop dramatically in the 3rd quarter)<\/p>\n<p>A line I really enjoyed. &#8221; <em>People simply can not imagine needing something they have not experienced &#8211; unless its explained in terms of what they know and love .<\/em>&#8221;<\/p>\n<p>This is a book for those sales and marketing people who want to kick down the\u00a0 doors and storm the castles of their reluctant prospects.\u00a0 In dong so you will be able to make more money than ever before.<br \/>\n<iframe src=\"http:\/\/rcm-ca.amazon.ca\/e\/cm?t=wwwrocketbuil-20&amp;o=15&amp;p=8&amp;l=as1&amp;asins=0976279401&amp;fc1=000000&amp;IS2=1&amp;lt1=_blank&amp;lc1=0000FF&amp;bc1=000000&amp;bg1=FFFFFF&amp;f=ifr\" style=\"width: 120px; height: 240px\" marginwidth=\"0\" marginheight=\"0\" frameborder=\"0\" scrolling=\"no\"><\/iframe><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Metaphorically Selling. How to use the magic of metaphors to sell, persuade, &#038; explain anything to anyone. Anne Miller. 2004. ISBN 0976279401.  Reading this book is like hitting a hole in one. Finding so much good advice and ideas in one book for sales is rare.  I jotted down so many ideas pertinent to my clients I filled several pages! Her section on prospect blind spots is just so dead on target.  Blind spots usually encountered are:<\/p>\n<p>    * Lack of understanding<br \/>\n    * No urgency<br \/>\n    * No differentiation between products<br \/>\n    * Confusing value with price<br \/>\n    * Fear of change<br \/>\n    * Fear of large commitment<br \/>\n    * No perceived value-add<br \/>\n    * Fear of getting burned. Again.<\/p>\n<p>Then she quickly gives you ways to communicate through the blind spots.<\/p>\n<p>Ever heard of a Horse Chart?  That&#8217;s a PowerPoint where you have a picture\/chart (say a Horse) with a title that says<\/p>\n<p>exactly  what it is (Horse).  Nothing about  the impact, effect or utility of the chart in the title. Instead of  Sales use a title that talks to clients issues. ( Sales drop dramatically in the 3rd quarter)<\/p>\n<p>A line I really enjoyed. &#8221; People simply can not imagine needing something they have not experienced &#8211; unless its explained in terms of what they know and love .&#8221;<\/p>\n<p>This is a book for those sales and marketing people who want to kick down the  doors and storm the castles of their reluctant prospects.  In dong so you will be able to make more money than ever before.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[8,4,19],"tags":[],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/489"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=489"}],"version-history":[{"count":0,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/489\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=489"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=489"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=489"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}