Archive for the ‘Leadership Presentation’ Category

How To Overcome Resistance From Team When New Leader

Wednesday, July 24th, 2013

executive presenceWalking in to a new team can be exciting and intimidating. So what is the best way to transition so they embrace your leadership style, remain open to ideas and stop resisting change?

Remember to the team you are a powerful unknown–you are the one who can most influence their paycheck. This leads a team to want to “prove” to you their value.

Unfortunately this leads to people defending what has been done in the past, to watching you skeptically and to people not openly sharing the elephants in the room until they feel they can trust you. This means you end up with limited information that is improperly skewed.

So how do you level set the field and open up the dialogue?

1. Openly share your working style.
Since their brain’s natural tendency is to want to protect themselves, they need to know right up front how you work, what is most important to you, and how they can best interact with you. Don’t make them spend months speculating on what you want or need. Take the guess work out by sharing your values.

2. Share a story that demonstrates your style of thinking and working.
One executive I worked with shared with his new team about managing a cucumber patch and how tenacious he was in working that patch. It became the theme for the group when they knew that Ron wasn’t going to give up on something. Another executive, John, shared how when he was newly appointed as a manager the mistake he made, what it cost and what he learned. He then wove that all in to a presentation on his values and expectations. John said that the level of trust it usually took him 6 months to get to, he got within 2 weeks with his new team. This lead to faster productivity and results.

3. Find out what each of your direct reports needs from you in order to perform better and to challenge you when appropriate.
By you asking these questions, it demonstrates your expectations and let’s them know that you want them to appropriately challenge. You create a street of Trust that is two way.

When you use these three simple steps you can drastically reduce the time to build trust and rapport with any new team.

I would love to hear your success as you apply this as well as your stories of what you did to build trust with a team rapidly.

Impression Management Professionals

When The Right Thing Is Said At The Wrong Time

Friday, July 19th, 2013

presentation skillsI love the saying “the outcome of a rain dance is completely dependent on the timing”. Meaning that you will get rain if you time your rain dance with when it is suppose to rain.

Getting results to a tough message is much like a rain dance–the results are very dependent on the timing. Most people will accept feedback if it is accompanied by the following: 1. Trust in you, 2. Faith that you are giving an unbiased fair version and 3. Believe that you have their best interest at heart.

To get the best results you need to have all three factors so the listener will suspend their doubt an truly take in the message you are saying. If you only have two of the three, the listener will weigh what you are saying but may not take it to heart and make changes.

This is why you could have a best friend and a co-worker you don’t like tell you the same thing about you and one you believe while the other you feel is being spiteful.

As a leader you are constantly being asked to give feedback to those that work under you. Make sure, like the rain dance, that you have good timing so the feedback can be taken in the context it should be.

Need to know what to say? Share a situation in the comments and I will offer some ideas on how to handle it as well as other readers will offer insights.

Impression Management Professionals


Team’s Productivity – Stopping Negative Talk In Your Team

Thursday, July 18th, 2013

Presentation SkillsI have watched one negative person bring a team’s productivity down 90%! I know that sounds dramatic but this person’s negativity actually dropped sales in one division from $100 million down to $10 million within 2 years!!

Think of negative talk as a virus that can kill all productivity. Here are some things as a leader you can do to stop negative talk:

1. Ask the negative person ONLY questions that can be answered positively. I find most negative people actually want two things- one is to connect with others. In their mind the negative talk is just conversation and they don’t even see it as negative. As you ask them questions that can only be answered positively, they begin to build new brain pathways to “conversation”.

2. Call them out on the negative chatter so they need to be accountable. For example saying, “If you want to be seen as proactive, how does saying_______ align with that?” Begin to educate them on how they are coming off. Notice I started with a positive assumption which was that they want to be seen as proactive.

3. Play the Devil’s Advocate. When they bring up a negative point, ask them to turn it around and see it from another perspective.

4. Give them responsibility that allows them to be visible to others in a POSITIVE way. The second thing most negative chatter people are craving is POWER. They want to be viewed as knowing things and seen as informative. They feel that sharing the negative view gives them power. You just need to feed that need for power in a positive way and show them how to get it without being negative.

The worst thing you can do with negative chatter is to allow it to continue. This reinforces to your team that negative chatter is acceptable and even rewarded. Make sure you stop it today!

Join us for our September session on Managing Your Message to see exactly how to say things right the first time even in high pressure situations.

Share how you have effectively stopped negative chatter in your department or a situation you would like to know how to turn around.

Impression Management Professionals – 952-921-9421 – Minneapolis, MN


Influence: Have You Heard This One…

Monday, January 28th, 2013

hat 2Remember as a child when you ran out of the house in the middle of winter and your parents yelled out, “Put your hat on!” Of course, I was one of those children that was wrapped so tight with a scarf around my forehead, mouth and nose so all you saw was a slit of eyes and puff ball coming at you.  My Mom was going to make sure ALL the heat stayed in!!

I remember hearing over and over the fact that you lose 70% of your heat from the top of your head so you need to keep it covered.  This fact was used to influence people all around the globe to wear hats.

So is it True or False?

Mary Lynn Smith from the Star Tribune just did a complete article sharing why it is not true and sharing what experiment was done by in 1957 that first started the “rumor” that 70% of your heat leaves through your head.  The experiment involved a person’s head in a box and a thermometer put where…well let’s say where you check a baby’s temperature before you can put it in their mouth, got a visual?  From that experiment they deduced you lose 70% of your heat from your head.

Here is my point:  Beliefs drive behavior and our beliefs are fed by what we see and hear from what we consider trusted sources.  For a child, that trusted source is Mom and Dad and for Mom and Dad in the 50’s it was the newspaper.

So as a leader how can you influence your team:

1. Make sure what you share is factual.  If it is not factual, state that it is your opinion, assumption or deduction based on how you are interpreting the facts.  Don’t present opinions, assumptions or half truths as whole truths/facts.  They aren’t.

2. Encourage your team to explore and find out their own truths.  You do this by allowing a space for them to challenge thoughts/beliefs without feeling judged.

3. Take time to look candidly at what myths in your industry and company have become beliefs that block your team or customers from moving forward.  Then openly look at where they came from and how you can change them.

As a sales person, you can be more influential by:

1. Listening to what your clients needs/wants are and then carefully and fairly showing how your product or service will and won’t help with those needs.

2. Helping client’s sort through all the facts/myths out there so they can make an informed choice.

Beliefs are extremely powerful influencers.  In order to be more influential you need to look candidly at what beliefs hold you back, hold your team back and hold your customers back.  Only then can you “debunk” the myth and show them a new way of looking at things so they are willing to change their behavior or align with what you are saying.

Anne Warfield, CEO of Impression Management Professionals in Minneapolis, MN.
IMP is a provider of strategic presentation skills training focused on the Outcome Thinking Methodology, helping leaders gain executive presence.


Monday, January 21st, 2013

influence changeJoin Us January 24, 2013 1:00 CST ( Limited Space)

What did the YMCA do that dropped pool drownings by 2/3rds in one year?

What can you learn from Southwest Airlines about how to focus your team?

What can criminals teach you about reaching corporate goals?

In today’s complex, ever changing world the ability to influence change quickly is becoming VERY important for leaders. In this fast paced exchange you will learn how to become more influential so you make change happen quickly.

By just changing the way you think about influence you can begin to become more influential. Join Anne Warfield as she interviews Al Switzler, one of the authors of the books Influencer and Crucial Conversations. Register-Now-PurpleYou will learn:

  • What steps you need to take to be more influential
  • What six things you need to focus on
  • What causes blockage for most leaders and makes their attempt at change become the “flavor of the month”

You won’t want to miss this third webinar in our Influence series. Join us to see how to make this year your best year ever effortlessly.

Join us for this fun filled session and have your pen ready to take notes!
Take Care,

Anne Warfield

PS: Feel free to pass this invitation on to your family and friends for this one-of-a-kind-webinar experience.

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