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Editorial Reviews:

Product Description

Billions of dollars are left on the table and hundreds of ideas fail to get off the ground every day because of the over-communicated society in which we live. Salespeople, managers, consultants, CEOs, and even the president of the United States, are constantly challenged to pierce through this information clutter to get others to see the unique value of their services, explanations, and propositions. Metaphors solve that problem. Metaphorically Selling provides a unique four-step model that shows anyone, easily and quickly, how to become a master of metaphor.

Customer Reviews: Read 16 more reviews...

5 out of 5 stars

Read This Book Before Any Other Book On Sales March 8, 2008
I have bought more than 100 books on selling techniques, psychology, attitude, performance, etc. This book should be alongside the bible for sales success. I re-read the book as soon as I finished it and I consider myself far more comfortable during presentations using Ms. Miller's advice.

5 out of 5 stars

If you want to sell more, this is the book for you December 18, 2007
1 out of 1 found this review helpful

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:

* Lack of understanding
* No urgency
* No differentiation between products
* Confusing value with price
* Fear of change
* Fear of large commitment
* No perceived value-add
* Fear of getting burned. Again.

Then she quickly gives you ways to communicate through the blind spots.

Ever heard of a Horse Chart? That's a PowerPoint where you have a picture/chart (say a Horse) with a title that says

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)

A line I really enjoyed. " People simply can not imagine needing something they have not experienced - unless its explained in terms of what they know and love ."

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.

5 out of 5 stars

Metaphorically Selling July 16, 2007
2 out of 2 found this review helpful

Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone is a guide to making use of metaphors for increased success in business. This book introduces the reader to the world of metaphors, pointing out that the use of metaphors is a fairly natural everyday process. The author then explains that the use of metaphors is actually the key to keeping both sides of the human brain engaged and actively attentive. Furthermore, the use of metaphors further understanding of new material through the connection of this material to already understood, well thought out analogies. In this way, metaphors are the key to keeping clients and customers interested in your presentation while increasing their understanding of the uniqueness of your product. Once, these key concepts are entrenched into the reader's mind, the author guides the reader through various exercises that aim to teach the reader to choose and use metaphors for his or her own purposes.

Metaphorically Selling is an important resource. This book teaches and enlightens the reader while it entertains, keeping both halves of the brain happy. Moreover, the evolving chapters of this book actively guide the reader through those nagging doubts about whether he or she can actually create his or her own appropriate metaphors. Thus, after reading this book, the reader can't help but spontaneously come up with appropriate metaphors for any situation. Though this book is meant for increasing business success, the concepts in this book can be used to communicate or teach more effectively at work and in everyday life.

5 out of 5 stars

If you buy only one book on selling, buy this book December 9, 2006
8 out of 8 found this review helpful

First let me say I am not an author scatching another authors back (I don't know about you, but I don't even read reviews by other authors because they all reveiw each others books. It is much more helpful to me when I read a review from another salesperson, someone who is in the trenchs or came from the trenchs. I do not know the author, never heard of the author before this book, am not a fan, am not a student at some gurus feet. I am a guy trying to pay my bills and make a better life for my family. And I do it by selling.

I have been in sales and marketing for over 25 years. I have read enough books on sales to fill a library. Some good, most just raw material for confetti, with a few books that are great. I feel this is the most important book anyone in business or selling can read.

I have lost sales even though profit analysis and side by side cost analysis both dramatically reveal the supremacy of the course of action I propose. I go slow, get agreements all the way through, heads nodding, even agreement that they want to go with what I propose. And there are STILL cases where I am flabbergasted and frustrated because the deal doesn't close! Then I know - THEY JUST DIDN'T GET IT! Going slow, getting agreements along the way and my point went right over their heads.

I sell a service to physicians...and they are doctors, not business people. In fact that is how I found this book. I knew I had to find some method of better communication that would allow me to make critical points easy to understand by a lay person without loosing their power. Through searching on google I found a link to this book and the author.

The magic of this book is it immediately enables you to communicate powerfully and effectively with anyone about anything, and in a way that sticks in their mind and they REMEMBER. And in sales and business that is critical to success.

This is why I feel Anne Miller's book is the most important book you will read and this is a book that will put money in your pocket! You will sell more, period.

This book would be number one on my recommended reading list, the next 2 books on sales I would recommend after this are Value Forward Selling by Paul R. DiModica, and Never Cold Call Again by Frank J. Rambauskas Jr.
All three of these books are no b.s, practical, and most importantly, they work in the real world.

4 out of 5 stars

"Metaphorically Selling" a must for speakers, writers, sellers July 30, 2006
2 out of 2 found this review helpful

This book was recommended to me by Craig Valentine, a former World Champion of Public Speaking, and I am grateful to him for it. Even though I write extensively for a living (print, speeches and video), this book serves as a great primer or reminder of the ways we can make our messages "stick" better in the minds of our audiences. It teaches how to draw metaphors, symbols or analogies (pick one!) that will be meaningful to our intended receivers of our communication. In all, a worthy addition to the bookshelf of any writer or speaker.