The Tall Lady with the Iceberg

Tall Lady With the Iceberguses the power of metaphor to break through in a noisy world and sell, persuade, and explain anything to anyone.

Anne Miller founder of Chiron Associates, Inc. is a widely respected sales and presentation speaker, seminar leader, consultant, and author. She assists high-profile Fortune 1000 companies in media, financial services, and business present and sell products and services worth millions of dollars. She is the author of make What You Say Pay!, 365 Sales Tips for Winning Business, and presentation Jazz! Anne lives with her family in NYC. www.annemiller.com

Note to Expanded Edition	p. xiii
Introduction: The $1.2 Billion Metaphor	p. 1
The Case for Metaphor
The Challenge: Getting Heard	p. 7
What Are Metaphors?	p. 13
When Do You Need Metaphors?	p. 25
Your Audience's Brain Craves Metaphors	p. 27
Building Metaphor Muscle
The Four-Step Metaphor Workout: Overview	p. 41
Identify Blindspot	p. 45
Snapshot Your Client	p. 51
Create Your Metaphor	p. 55
Relate Back to Your Point	p. 59
Beware Bad Metaphors!	p. 61
Selling with Metaphors
Threads: Run a Theme	p. 67
Grabbers: Get Attention	p. 71
Anchors: Position Yourself	p. 79
Nutshells: Make Memorable Recommendations	p. 85
Burners: Explain, Simplify, Reinforce Points	p. 87
Shockers: Make Numbers Stick	p. 99
Seducers: Titles That Tease	p. 105
Sledgehammers: Headlines That Hit Home	p. 111
To Communicate Concepts	p. 115
Props: Add Impact	p. 121
Clinchers: For Dramatic Take-Action Closings	p. 127
Metaphor Maintenance
Observe and Connect	p. 133
Travel to Other Worlds	p. 137
Become a Clipper	p. 141
Conclusion	p. 161
Appendix: 25 Stories from Metaphorians Like You	p. 163
Chapter Notes	p. 201
Bibliography	p. 204
Other Sources of Interest	p. 206
About Anne Miller	p. 207
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The Tall Lady with the Iceberg

Summary

Author Biography

Table of Contents

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The Tall Lady with the Iceberg

Summary

Author Biography

Table of Contents

Supplemental Materials

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