The Big Idea
A lot of people consider selling a very difficult task. Unfortunately for them,
selling is an activity that forms part of everyone's daily routine. It occurs not
only at work, but also when you are at home with your family, or when you
are enjoying a cup of coffee with a friend.
Types of selling include debating with your friend on what type of movie to
watch, convincing your boss to adapt to a different way of management, and
getting that top client to buy your company's products. You must remember
that selling does not limit itself to cars, clothes or food.
In the book Metaphorically Selling, author Anne Miller explains that given
time and the right method, anyone can learn how to sell, persuade and explain.
By using simple metaphors and visually-enticing words, you can change your
status from a poor loser to a topnotch scorer.
The Case for Metaphor
The Challenge: Getting Heard
You live in a world where people read newspapers and get bombarded by print
advertisements every morning. You live in a world where large billboards fight
for attention, and television commercials have become a way of life.
Since selling is an everyday occurrence, you must learn to accept that your
udience has heard the very same pitch that you prepared countless times before.
How then do you force a jaded audience to loosen their guard and listen to you?
First, you must learn to talk from your audience's point of view. Get your listeners
to understand what it is you're selling by picking the right words. Speak their
language and use words that they can relate to. Remember, you are not selling
your product to yourself.
Second, don't bombard your audience with too much information. Keep in mind that
you are only given a short time to make a sales pitch. It would be a fatal mistake to
overwhelm your audience with too many facts and figures.
Lastly, to do justice to your product without boring your audience, it would be most
helpful and advantageous to use visual words. Arming your presentation with visual
words enable you to explain fully what your product is about without spoiling your
What are Metaphors?
When you were a student, you were taught that a metaphor is a figure of speech.
Your professor may have failed to tell you however; just how important a metaphor
is when it comes to selling.
A metaphor is a way to communicate your message to any given audience in an
instant. You do this by using words that compare one thing to another. The
brilliance of a metaphor is that you can easily come up with comparisons that are
familiar to your audience. You can use metaphors that your audience can strongly
The best way to explain this further is to tell you what not to do. If you are speaking
before a group of female activists, it is never a good idea to use metaphors extolling
the triumph of men in sports.
When Do You Need Metaphors?
Without question, a metaphor is a powerful tool. In fact, metaphors will help you
close a sale no matter what kind of audience you are interacting with. While you may
not need to use metaphors all the time, be keen and alert when one is needed. You
know you have to start firing a metaphor the moment your audience starts showing
hostility. . .
This article is based on the following book:
Metaphorically Selling - A Book Summary
How to Use the Magic of Metaphors to Sell, Persuade & Explain Anything
By Anne Miller
Chiron Associates, Inc., New York 2004
By: Regine P. Azurin
Regine Azurin is the President of www.BusinessSummaries.com">BusinessSummaries.com,
a company that provides business book summaries of the
latest bestsellers for busy executives and entrepreneurs.
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King County (WA) Library System, the nation's top digital-circulating library has said it will stop buying new release Macmillan e-books once the publishers' two-month embargo begins next month.
In her note, executive director Lisa Rosenblum said King County's decision was ultimately driven by two reasons: one "pragmatic" and the other "principled." ...
As for the pragmatic side, Rosenblum explained that King County has pledged to readers to limit the wait time for any title to around 3 months. "Not allowing us to purchase multiple copies of an e-book for two months artificially lengthens the queue, triggering more of the same title to be purchased than would have occurred if we had been allowed to buy for the first two months," ...
The "principled" argument, Rosenblum says, is to send a message to other publishers that public libraries cannot accept limits on basic access. To do so, she writes, would "profoundly" change the public library.
By any measure in publishing, cartoonist Dav Pilkey is a rock star. The children's author created his characters Captain Underpants (a superhero for grade-schoolers) and Dog Man (a hound-supercop) while an Ohio second-grader, sitting alone in the hall during class as a result of his ADHD.
Now Pilkey is 53, and "Dog Man" — a franchise that has sold millions — is perched atop the New York Times bestsellers list for children's series, while "Captain Underpants" is at No. 8 (both books have sat on the list for years)....
The judges of this year's Booker prize have "explicitly flouted" the rules of the august literary award to choose the first joint winners in almost 30 years: Margaret Atwood and Bernardine Evaristo.
The chair of judges, Peter Florence, emerged after more than five hours with the jury to reveal that the group of five had been unable to pick a single winner from their shortlist of six. Instead, despite being told repeatedly by the prize's literary director, Gaby Wood, that they were not allowed to split the £50,000 award, they chose two novels: Atwood's The Testaments, a follow-up to her dystopian The Handmaid's Tale, and Evaristo's Girl, Woman, Other, which is told in the voices of 12 different characters, mostly black women.
Harold Bloom, the eminent critic and Yale professor whose seminal The Anxiety of Influence and melancholy regard for literature's old masters made him a popular author and standard-bearer of Western civilization amid modern trends, died Monday at age 89.
In response to Jennine Capó Crucet's talk on the Statesboro, Ga., campus Wednesday, where she focused her discussion on white privilege, students gathered at a grill and torched her novel "Make Your Home Among Strangers" — about a first-generation Cuban American woman struggling to navigate a mostly white elite college.
Yesterday, The Nobel committee announced the winners of both the 2018 and 2019 Nobel Prize for Literature. The 2018 prize having been canceled last year due to controversy. Over to Ron Charles at The Washington Post
...Two years ago, the husband of one of the academy's members was accused of multiple counts of sexual assault and eventually convicted of rape. The ensuing scandal tore apart the committee, exposing a history of lax regulation, a deep well of bad judgment and a vein of misogyny. Some members resigned, others refused to participate. The Nobel Foundation, which funds the award, raised serious concerns about the committee's governance. The future of the literature prize seemed imperiled...
And then came Thursday's announcement of the winners of the 2018 and 2019 Nobel Prizes in literature. The big test: an opportunity to show that the committee members could, in fact, carry on Alfred Nobel's vague instructions to select "the most outstanding work in an idealistic direction."
First, the 2018 prize was awarded to Polish author Olga Tokarczuk for what the judges praised as "a narrative imagination that with encyclopedic passion represents the crossing of boundaries as a form of life."
But then the other shoe — or jackboot — dropped, and any celebration of Tokarczuk's work was hijacked by a fresh controversy: The Swedish Academy awarded the 2019 Nobel Prize in literature to Peter Handke. He's a controversial Austrian writer known for his sympathy for the late Yugoslavia leader Slobodan Milosevic, who was accused of genocide. Handke not only attended that butcher's funeral, he delivered a eulogy...
... This is no way to demonstrate good judgment or to regain trust. It's just another tone-deaf stunt by a group of Swedish snobs who command a disproportionate and undeserved wedge of the world's attention.
Update 10/17: Writing an opinion piece in the New York Times
, Bret Stephens argues that "we live in an age that is losing the capacity to distinguish art from ideology and artists from politics."
The Swedish Academy announced this morning two winners of the Nobel Prize for Literature: Peter Handke, the Austrian author, playwright and translator, wins the 2019 prize, and Olga Tokarczuk, the Polish novelist and poet, wins the 2018 prize, which was not bestowed last year because of a scandal involving sexual assault allegations and financial impropriety involving the Academy.
Handke was cited by the Swedish Academy for "an influential work that with linguistic ingenuity has explored the periphery and the specificity of human experience."
Tokarczuk was cited for "a narrative imagination that with encyclopedic passion represents the crossing of boundaries as a form of life."
Controversy over Handke's award immediately broke out. See 10/11 news post for more on this.
The twenty-five Finalists for the 2019 National Book Awards for Fiction, Nonfiction, Poetry, Translated Literature, and Young People's Literature (YPL) were announced today. The five Finalists in each category were selected by a distinguished panel of literary experts, and were advanced from the Longlists announced in September. Between the five categories, there are four writers who have been previously honored by the National Book Awards: Akwaeke Emezi, a 5 Under 35 Honoree in 2018, Toi Derricotte, a Literarian Award recipient in 2016 for her work with Cave Canem, Jason Reynolds, a 2016 YPL Finalist and 2017 YPL Longlister, and Laura Ruby, a 2015 YPL Finalist. Four of the twenty-five Finalists are debuts. ... The Winners will be announced on Wednesday, November 20 at the 70th National Book Awards Ceremony and Benefit Dinner.
The New York Times has just published a powerful article on how governments across the globe are spending a remarkable amount of resources attacking books. Because this is an important article and many BookBrowse readers may be blocked from reading the full piece by the newspaper's paywall, here are four of the most salient paragraphs:
…Regimes are expending so much energy attacking books because their supposed limitations have begun to look like strengths: With online surveillance, digital reading carries with it great risks and semi-permanent footprints; a physical book, however, cannot monitor what you are reading and when, cannot track which words you mark or highlight, does not secretly scan your face, and cannot know when you are sharing it with others….
…During the Cold War that followed, the federal government established a network of 181 libraries and reading rooms in over 80 countries. In 1955, specially-made lightweight copies of Animal Farm were flown from West Germany into Poland by balloon. The unifying principle — despite the terrible hypocrisy of Jim Crow — was that freedom of thought abroad would ultimately favor the spread of tolerant, free liberal democracies…
…The tepid response of the Trump administration to the murder and dismemberment of the Saudi critic Jamal Khashoggi is just the most egregious example of why the global defense of freedom of the press and speech is no longer an American priority. The State Department has made barely a peep about any of this. Perhaps it should come as no surprise coming from a president who is almost comically boastful about his antipathy to reading…
The consequences of America standing by apathetically could be disastrous — particularly if Mr. Trump and his secretary of state, Mike Pompeo, remain in power for another four years. In classic dystopian novels of the near-future — Brave New World, 1984, Fahrenheit 451 — the digital world is ubiquitous. The ghostly absence of books, and the freethinking they seed, is the nightmare. For much of the world, it's not an impossible fate
Penguin Random House Audio has released a free, 30-minute audio reading of The Whistle-Blower Complaint. It was recorded by Saskia Maarleveld, a professional audiobook narrator.