Analogies

Yesterday, I was listening to a radio promotion when they said, “Take a selfie with a standie and then, using your smartphone or tablet, upload it to Facebook, or tweet your image using hashtag [something I can’t remember].”

Prior to learning about healthy eating, I believed a bagel was a healthy alternative to a donut. After I was shown that a carbohydrate converts to sugar in the blood and there wasn’t much difference between bread, bagels or rolls; and donuts, cake or pie, I changed the way that I ate.

I just returned from a speaking engagement in Athens and had to stop at passport control several times during this trip. They always ask, “What kind of business?” and over the years I’ve used them all: consulting, speaking, training, business adviser, author, coaching, etc. I’ve learned that if I wantto be interrogated, “speaker” would be the answer of choice. If I simply want to answer a few questions, “consultant” will do the trick. But to elicit the desired yawn from the officers, I only need to say “attend a conference.” Words make a huge difference and if you like scripts, you’ll be disappointed. But a well-chosen word or phrase at just the right time can be the difference between a resistant prospect and an intrigued one. Do you pay enough attention to the things you do and say as well as how you say them just before a prospect becomes resistant or more engaged? Well, you should!

When you speak at as many events as I have over the past 3 decades, you come to expect certain things. As you consider each of the following scenarios, try to make a comparison as to how it might compare with the sales calls and presentations you make to groups: