Anne Miller — Words Matter Make What You Say Pay!
Presentation & Sales Specialist
Author | Speaker | Coach
Words Matter – Make What You Say Pay!


Metaphor Minute: Twist The Kaleidoscope




June 14, 2012

Twist The Kaleidoscope

Ever notice how every once in a while a client can be a bit, shall we say, unreasonable?

One participant in a “Got Metaphor?” seminar of mine shared two effective ways of dealing with demands from these people. Linda works for a tech company and had a client, Richard, who wanted to get a quality product from her firm in an impossibly short amount of time. He suggested her firm add more staff to get the product out the door faster.

Linda explained that that wouldn’t change anything. Richard ignored her comment and insisted that adding more staff was the solution. Exasperated, Linda finally said, “Listen, Richard, you can’t give three different women three months each and get a baby. Some things require more time and process stages to develop effectively. This is one of those things.” Richard had nothing to say after that.

On another occasion, this same client also wanted a test right away, but did not want to discuss specifications and requirements for the test. Realizing by now that logical arguments didn’t do the trick with Richard, Linda once more tapped into the world of metaphor. Linda got Richard to cooperate this time by pointing out, “If you tell a builder to build you a house and provide no further details you will not end up with a house that you are pleased with or that meets your needs. You may get a house, but you will likely have spent a great deal of money and not be happy with the final product. That is why we need to discuss the details on this project before doing your test.” Richard thought for a moment and then agreed to provide the necessary information.

Shake Up Their Thinking
For whatever reasons, clients, colleagues, even friends from time to time make ridiculous demands on us. When logical responses fail, give their mental kaleidoscopes a metaphorical twist. As the little glass pieces of your metaphor fall into a fresh pattern in their minds, the new way of looking at the situation will generally work to everyone’s benefit..

Make what you say pay — with metaphors.
Anne Miller

Improvisation to Engage:
"Visual language is a person’s strongest communication tool, because human beings are wired for images and images instantly engage. If you want to deepen your presentation impact, a more advanced way to engage people is to improvise a situation with them. I do this all the time in seminars and speeches and it is a very effective technique. Here is Linda’s story of how she used this technique years ago in her teaching days.

“I was going to be teaching McCarthyism and the audience was a ninth grade history class. I announced that before we got into our lesson we had some unfortunate business to take care of. I selected five students randomly and announced that we had been informed they cheated on their last test and that this was becoming such a problem they would fail the current six weeks. After letting them react, I added that since this was such a problem that if they informed about other cheaters, they would just fail the one test and not the entire six week grading period. After, some asked for how many names I needed and others stated that this was insane, I launched into the lesson and had 100% participation because this “ancient” event was made personal to each student.”
For information on how you can use this improv technique to get 100% involvement in your business settings, email or call me: 212 876 1875"

Need Help With Your Presentation?
Call today and turn your information that tells into a story that sells.
Personal Presentation Client:
"I sing your praises every opportunity I get. I look forward to continuing our work together"
Jane Newton, Wealth Manager, Regent Atlantic Capital LLC
Tell me about YOUR Metaphor Minute, a time you 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 or Make What You Say Pay!. Simply call me at 212 876 1875 and tell me what you did or email me at

If someone emailed you this copy of The Metaphor Minute, sign up now to get your own copy.
(and be sure to "white list" to be insure delivery)

Links I Like:

Great Resources:

The best firms hire brilliantly
& train relentlessly.
Make 2012 a year to remember

Timely Topics:

Turn Info Into Stories That Sell"

"Negotiate Like the Big Boys"

"Notable & Quotable:
How to sell creatively"

"How to Shorten Sales Cycles"

What do you need? Let's tailor a program for your group today. Call 212-876-1875 or

Metaphor Minute Archives

"I've been to a lot of training programs and yours was the best!"
 -CRO, MediaMath

 Lock in your dates today:
212-876-1875 or

View A Recent Video

The Key to Persuasion,
Clarity & Understanding

Latest White Paper
HOOKED! 7 Ways to Capture a
Prospect's Attention

Written with pal and Sales 2.0 guru Nigel Edelshain

Fight The Noise -
Make Your Point

"Smart & Easy to Read"
"Incredibly Timely"
"Must have if you influence or persuade anyone"

Free Preview or Buy Now

Order the book that spawned
"The Metaphor Minute" and the new
""Make What You Say Pay!"

What do you say when
they have to get it?


Official Training Partners

The IAB is dedicated to the growth of the interactive advertising marketplace

"The Metaphor Minute" is a brief monthly note with examples from business, media, or politics that illustrate the power of metaphors and analogies to make a point, solve a problem, and get results. Use these stories to stimulate high pay-off metaphoric thinking in your business. © 2009. Anne Miller. -- PERMISSION TO REPRINT -- Feel free to reprint in company newsletters or articles. Just include ©2011, Anne Miller, author, "Metaphorically Selling,"
©2018 Chiron Associates New York, NY 212-876-1875