The Tall Lady With The Iceberg: The power of metaphors to sell, persuade & explain anything to anyone*
*Expanded Edition of “Metaphorically Selling”, PLUS 25 fresh stories from people who have used visual language to get what they want.
As the world becomes a noisier and busier place where people would rather tune you out than tune you in, communicating creatively is vital to any success campaign – in the office, in the Boardroom, on an interview, at a PTA meeting or on a Presidential campaign trail.
Quantity (10+) & discount orders, call BookMasters (800) 247-6554.
“Trying to sell without metaphors is like running a marathon barefoot. It can be done, but… not without a certain amount of pain. This book will help you master the art.”
“Once again, Anne Miller applies her unmatched insight, clarity and approachability to drive home the science of selling. Metaphorically Selling is a compelling must for all persuaders.”
- Kevin Allen, Chief Collaboration Officer, Interpublic Group, Inc.
“Like a hot knife through butter, the ideas in this book will melt away objections and help you spread your ideas further and faster. Don’t hesitate… learn what Anne’s got to teach.”
“After reading this book, you will add the strategic use of metaphors to the musts of your high stake selling efforts. Anne focuses our attention on this powerful sales tool in a way that most of us don’t really stop and think about. This book and its tips will help all of us in business, whether you are directly involved in sales or not and at any experience level.”
- Jill Manee, Vice President, Publisher - The Adage Group
“As soon as you move one step up from the bottom, your effectiveness depends on your ability to reach others through the spoken and written word.”
- Peter Drucker
Make What You Say Pay
If you have to get things done through influence or persuasion–and who doesn’t?–then Make What You Say Pay! is written for you. 50+ stories from across the business and media spectrum prove how you, too, can open minds, close deals, clear up confusion, and inspire others, all with a simple language tool as old as Aristotle and as new as the Internet: the metaphor. Tap into its power and revel in the results.
Quantity (10+) & discount orders, call BookMasters (800) 247-6554.
“Anne Miller unleashes the energy of metaphors to give light and life to business conversations. She has wonderful stories to tell and her take aways make the point with clarity and brilliance. Think of this book as your own power generator in the vast brownout of business talk.”
- Sandra Sollod Poster, Ph.D, Communications Consultant, Emmy Award Winner
“A great salesperson knows that closing requires faith, empathy, and a great yarn. That’s also the way Anne Miller teaches – and writes about – the craft of selling. This is a book that will create value for everyone who reads it.”
- Randall Rothenberg, President & CEO, Interactive Advertising Bureau
“In Make What You Say Pay, Anne Miller makes the use of metaphors so simply brilliant that anyone who reads this book will be able to improve their content and communication effectiveness at least ten fold. In a world where attention is limited and informational noise is high, the ability to catch attention and gain emotional buy-in is critical. The stories in this book will help you do exactly that.”
- Ardath Albee, CEO, Marketing Interactions, Author, “eMarketing Strategies for the Complex Sale”
1st Printing SOLD OUT,
book has been Expanded
and Replaced by:
The Tall Lady With The Iceberg
“The use of appropriate timely, tasteful and powerful metaphorical illustrations is the poetry of all superb communications. Anne shows how to use metaphors to dramatize the sales process. A must read to help you become a superlative persuader.”
- Tony Whatley, President Accessor Capital Management
365 Sales Tips For Winning Business
Tips is a rep’s personal “coach on the run” filled with quick selling ideas, strategies, and techniques for the sales person on the go. A veritable “Zagat’s” guide for selling.
“An excellent gift for my sales force, especially for the holidays. We put many of the tips to use throughout the year. Our sales have increased 127%.”
“I can’t believe there is so much useful information packed into one small, highly readable book. While it very effectively covers the entire sales process from probing to closing, the section on negotiating alone makes this book worth its weight in gold. I return to it time and again.”
“I have a very important sales meeting this afternoon. I have been in sales for nearly 5 years and I have had tremendous success without much formal training. On a couple of appointments with my national sales manager, he noticed that my style was very shiny but not polished. He had asked me to read various “how to” sales books.
I have just finished reading your book “365 Sales Tips for Winning Business”. In my opinion, it was the easiest most informative sales books I have ever read. I am going into my meeting this afternoon with much more ammunition than i have ever had. My confidence level has increased very dramatically. I wish to thank you ahead of time, I know i will close this customer today.”
- Tony Scheirer
“Lots of great advice clearly culled from a great deal of experience working with the best. The book is clearly organized, concise and easy to carry, all of which make it worth reading through and carrying as a coaching tool. If you’re shooting for successful sales, here are 365 “triggers” that will really help you set up the sales, negotiate, close and follow through. Understanding principles and strategies is great, but worth little without application. This book is an easy way to get help with both.”
“Presentation Jazz” offers a unique, highly personalized way to quickly and easily structure a sales presentation for maximum impact. Presenting an original technique that uses visual cues or “notes”, the book shows how to “score” a presentation as though it’s a musical piece. The book covers the sales process from the first moments of the pitch to the heart of the sale to using creative materials to handling objections and unruly groups.
“This book will help you make money. Read it once, study it forever”
“I’ve been in sales over 30 years. This book has really helped me present my product (which is a service, and therefore challenging for people to “see” the differences). I have recommended this book to others in my organization to help them see the fine tuning differences that this book outlines. Author does a good job with the concept,metaphors. I now look forward to seeing my prospects in the groove (you’ll understand more when you read the book) with my presentations!”
- Erika James
“Presentation Jazz provides readers with a unique visual approach to organizing sales presentations. Undergraduate and graduate students love it! I am using it in all of my sales classes.”
- Michael Gamble, Ph.D. New York Institute of Technology, New York City