The Tall Lady With the Iceberg: The Power of Metaphor to Sell, Persuade & Explain Anything to Anyone (Expanded edition of Metaphorically Selling)
Tall Lady With the Iceberg uses the power of metaphor to break through in a noisy world and sell, persuade, and explain anything to anyone.
clients very different features and benefits. Now, let me tell you about Today’s Woman.” Nick’s logical left brain would be saying, Huh? Linda was careful to make her analogy complete and parallel. She sketched the advertising world in a way Nick could agree to before relating it to the women’s publication world. That linking statement—“the same is true with the women’s publication field”—was critical in helping her client move from eye-opening to deal-closing. Summary Relating your metaphor
enough to connect, or your argument will derail. Metaphor accidents occur when the visual symbols are mixed, inaccurate, or inappropriate, or when the comparison just isn’t completed. Washing with Tar? A mixed metaphor brings together too many comparisons to make a point and as a result loses the point in confusion. In the wake of conflict-of-interest scandals, former Chairman of the SEC, Arthur Levitt said, “They’re all in the same bathtub and will be tarred with the same brush.”2 You have to
college students, even high school students are familiar with test analogy questions like: Boats are to water as cars are to_________ usually written as: Boats:water::cars: a) gas b) engines c)highways d)steering wheels (Correct answer is highways. Boats ride on water and cars ride on highways.) Analogies rely on parallel relationships. Here are a few examples to help you get the hang of it: We are to the car what the car was to the horse and buggy—a revolution in our industry. We are to
There was no mistaking the threat in his tone. And then he reached down, picked up a shoe, and pounded the lectern with it. “WE WILL BURY YOU!” he shouted above the din. Even those who today have no idea what he said remember his message. The image of a premier rapping his heel on that lectern before millions has become one of the major symbols of the Cold War. More recently, in his run for Governor of California, Arnold Schwarzenegger—the very portrait of might—waved a broom to symbolize his
balancing on a high wire without a net What was the wind at our backs has become wind in our faces… …is a time bomb (e.g., An aging population is a demographic time bomb which will destroy our economic growth if we don’t plan for it.) IMPACT Like a tsunami IMPOSSIBILITY Even Sea Biscuit couldn’t win a race with a 400 pound jockey on his back IMPROBABILITY Like lovemaking between porcupines INATTENTION Husbands are like fires. They go out when unattended. —Zsa Zsa Gabor INCOMPETENCE