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May 29, 2008
STACK THE DECK
Karen Kelm is a singer/musician who
coaches less experienced performers. Many of her students are
reluctant to “cheat” when they perform with any kind of tricks
or tools that would make them better performers onstage. Wanna
be professionals to the core, they think they are only “good” if
they can get out there and sing or play without any kind of
safety net.
How does she change their minds?
She wins them over metaphorically and encourages them to “stack
the deck” to help their performance any way they can (short of
questionable measures). Rather than disdain to have the music in
front of them, she tells them to have it there if they will play
better as a result. Check the key, carefully count the band in,
stand next to the piano player—whatever it takes to give
themselves the better performance they will give.
“The metaphor really sinks in,” says Karen, “when I tell them
that this is what the professionals do, too, only on a more
artful level that the audience can't see, just like the
difference between a home card game and a Las Vegas dealer's
table. When people grasp the concept of “stacking the deck,” it
is amazing to see how their performance improves, even though
their actual skill level remains the same.”
I never thought of it as “stacking the deck,” but after Karen’s
example, I realize I provide similar tricks to my group
presentation and public speaking clients. To help control their
nerves, strengthen their eye contact, and speak in a thoughtful,
conversational manner, I have them imagine the audience as a
baseball field and ask them to speak to individuals at what
would be, for example, the infield position, second base
position, outfield position, etc. for about the length of a
sentence, a phrase or until they have to breathe and then move
to the next position in a random pattern. By speaking in this
fashion, they find their nervousness replaced with calm, their
hyperventilation replaced with normal breathing, and their
anxiety replaced with confidence.
Mentor with Metaphors
Readers of “The Metaphor Minute” are used to examples of
metaphors and analogies that help close deals and simplify
complexity, but these rhetorical tools are equally powerful in
coaching situations. Who do you coach? What metaphors or
analogies can you use to bring out the best in those people who
look to you to improve their performance?
Until next month, remember to "Make What You Say, Pay – with
Metaphors"
Anne Miller
P.S.
Check out details on my MoneyWords Webinar,
tomorrow, May 30, 11:30 $79
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Numbers,
Metaphorically
In announcing the 7th Annual Boomer Marketing
Conference-Livewire: The Summit which is being held in San
Francisco June 2-3, the sponsors wanted to be sure prospective
registrants would appreciate the importance of this market and
ran this headline: “If baby boomers were a country, they’d be
the world’s 11th largest economy. Want to tap into it?”If your
market is Boomers, how could you not attend?
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AnalyzingThe Oil
Crisis, Metaphorically
As the price of oil rises and experts disagree over the supply
of oil, the demand for it and whether or not commodity
speculation is the cause of such high prices, Tim Evans, energy
analyst at Citi captured the essence of the analysis challenge
saying, “trading commodities these days is like sticking your
hand in a blender.” (Ouch!)
Want "Metaphorically Selling" tips delivered to your
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used a metaphor or an analogy to make your
point, overcome an obstacle, close a sale, or
wow an audience, and receive a signed copy of
Metaphorically Selling. Simply call me at 212
876 1875 and tell me what you did or email me at
amiller@annemiller.com
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