Brooks on Books: Make What You Say Pay


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Make What You Say PayAnne Miller’s new book “Make What You Say Pay!” was a pleasant surprise for me. As a blogger, I am infrequently offered books to review. When they’re good, I like to write about them in this category called “Brooks on Books.”

In the book, Anne explores the role that language plays in a sales interaction. She specifically talks about how metaphors can make a world of difference when presenting to a prospect or customer.

The book is engaging mostly because metaphors are engaging! She ties them in so fluidly that it’s easy to forget that you’re reading a business book and not a collection of short stories.

And that’s really exactly what she does – tie a series of short stories together. Each chapter is a story. And each story could stand on its own. Her breadth of experience working with a large number of organizations shines through in the varied examples she provides.

I was a little disappointed to see my least favorite word in selling — “Pitch” — make an appearance in Chapter 3. But her advice on how to build what we call a Unique Selling Proposition is fantastic! In fact, I’m rethinking my own “elevator speech” to try to incorporate a creative metaphor.

In short, it’s a great book. If you’re looking to hone your story-telling skills, it’s a great resource.

As an aside, I’ve never believed in l-o-n-g book reviews. A book should stand on its own without people writing endless essays about it (and this one certainly does).

Republished with author's permission from original post.

Jeb Brooks
Jeb Brooks is Executive Vice President of the The Brooks Group, one of the world's Top Ten Sales Training Firms as ranked by Selling Power Magazine. He is a sought-after commentator on sales and sales management issues, having appeared in numerous publications including the Wall Street Journal. Jeb authored the second edition of the book "Perfect Phrases for the Sales Call" and writes for The Brooks Group's popular Sales Blog.


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