Ezine Arcive

The Award-Winning Monthly Resource for Professionals

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OUTCOME FOCUS EZINE
Circulation 4900
Vol 28 - January  14, 2002
Publisher: Anne Warfield
contact@impressionmanagement.com
888-imp-9421 or 952-921-9421
http://www.impressionmanagement.com
c) Impression Management Professionals 2002
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A special welcome to our many new subscribers from the Aboutimp.com,
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our many other signup partners.

By subscription only! 

Welcome!  Use as a training tool:  Present the situation to the group and
have them brainstorm how they would best handle the situation. Then share
the Outcome Focus answer and see how it relates or differs from solutions
the group found.


Go ahead and pass this to friends. If you receive this from a friend and
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Focus")

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IN THIS ISSUE
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1) What's In The News
2) Outcome Focus Situation/Solution
3) Anne's Aha
4) What To Watch For Next Time 
5) Resources To Learn More


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1.                       What's In The News
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Two opportunities to see Anne speak!

Jan. 17 10 AM - 11 AM cst

Anne will be a featured guest on the Kare 11 Today show with Pat Evans and
Roxanne Battle.  Anne will be sharing tips on how to use Outcome Thinking
to get your point across.


Jan. 18- Jan. 20, Friday - Sunday

Event:    Women's Expo
Where:   Minneapolis Convention Center

Come see Anne speak on , Why Can't He Hear What I'm Saying?

In this insightful and humorous program you will quickly see why men can't
always hear us and how to make sure they do.

Friday January 18th 1:00 pm - Advancement Stage
Saturday January 19th 11:00 am - Advancement Stage
Sunday January 20th 3:00 pm - Advancement Stage 
  
To get tickets go to www.mplswomensexpo.com or call 952-985-1245

February 2, Sat.

Event: Professional Christian Women's Network
Spirit Soul and Body Conference and Expose

Where: Minneapolis Convention Center

Anne will be the feature morning keynote on Living in the Moment: How to
make sure you never say "this isn't how I thought my life would turn out."

To get tickets go to www.ticketworks.com or call 612-343-3390


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2.          Here's This Months Outcome Focus Situation/Solution  
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HOW TO PUT A POSITIVE SPIN ON SOMETHING PEOPLE CONSIDER NEGATIVE

Situation: I train Managers/Sales reps on commissions' policies and 
procedures which are conceived to be just more work for them when they 
are really designed to ensure they get paid commissions correctly.  There
are so many errors made and my position is brand new.  I want to be seen 
as helpful and on their side but they view me as the enemy telling them 
what to do.  The policies have been in place since April but they were 
never effectively trained.  I now have to train them.  I feel like I'm 
going to be walking into a firing zone but I want to remain positive. 
Help!

Outcome you desire:  You want them to see you as helpful and on their
side.  You want to show them how this will really benefit them.  You want
to help enforce the policies that have been in place since April.  You
want them to be receptive to what you are saying.

Other Person's perspective:  This one will be a little stretch since there
are still some questions I have which I will fill in with assumptions so
if I make an inaccurate assumption please email me.

The new policy requires them to fill out more forms that they see as
making it easy on the company but hard on them.  They could see it as the
company is just trying to make extra work for them.  Most sales people
hate paperwork in the first place.  They could also see it as a new
"control" over them.  They do want to be paid and they want it to be
accurate.  They do want to reduce stress that they face.

Best Phrased:  Here you might as well hit their objections right upfront 
rather than try to gloss over them.  If you gloss over them they will see
that you are just trying to con them.  So you might say something like 
"Today we are going to look at our new commissions policies and
procedures-why we have them and how they can benefit you.  Now you might
be thinking, They don't benefit us, it is just extra work the company is
forcing on us, why do we need to do anything different-it was working
before?  The last thing we are trying to do is add work to your plate.  I
admit that learning this new procedure at first will be more work because
it is different from what you are used to.  The goal is to have this
actually reduce your work by ensuring the accuracy with which we pay
commissions.  Did you know that right now we have a ______% rate of
inaccurate commission? (Gather this figure so you can use it as
ammunition)  Now who here would ever want their commission to be the one
that is reported inaccurately?  As a company we feel that for all the work
you do it is unacceptable that we would not give you the correct
commission and that is where the new policies have come from."  And then
go on positively from there.
  
SPECIAL NOTE:

Send Anne your situation to be included in an upcoming E-zine.
mailto:contact@impressionmanagement.com  

************** Want To Perfect Your Skills? *************

Order Anne's Book, Outcome Thinking: Getting Results 
Without The Boxing Gloves for $24.95.

http://www.impressionmanagement.com/products.phtml

Save $5.00 when ordering online.  Just enter the Discount Code: IMP101
(all caps) when checking out.

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3.                            Anne's "Aha"   
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How to reduce your stress in the New Year

Which motto fits you best:

Why do today what you can put off 'til tomorrow

Why put off 'til tomorrow what you can do today

Each of these mottos follows a different path for setting goals, achieving
goals, and living life. If you don't realize which style you follow you
will set yourself up for frustration and pain.  They each have different
strengths and weaknesses and they each achieve very different results.

Here is an easy way to know which motto you follow and quick steps to
ensure success with less stress!:

Why do today what you can put off 'til tomorrow- This is your motto if :

You always wait to run out of products before you fill up-- you wait until
you are on the last roll of toilet paper before you buy more

You wait until you are almost on empty to refill your gas tank

You are invited to more parties than you ever plan.  Your idea of planning
a party is to pick up the phone and say, "do you want to come over?"

You dislike Palm pilots and organizers because you like to go with the
moment and time

You are often the one to brainstorm ideas in a meeting but the least
likely to execute the details without people pestering you

You rarely directly say 'I'm sorry or I screwed up" because they both feel
negative.  You prefer to say things like, "it didn't work out like I
thought or I guess we each understood something different."

RESULTS: You will most likely never become good at setting goals and
following up with them.  You are better off playing off your assets- your
ability to connect with others-and use that to move up and get projects
done.  You are better off telling people you don't handle details well and
asking them how they want to best push you to get the details they need. 
You actually do very well in a chaotic work environment because you thrive
on making constant changes.  Structure is hard for you so let others build
the structure and you are the tool that executes by connecting with
others. The only time management system that will work for you is one that
has lots of reminders and pushes you to the limit.


Why put off 'til tomorrow what you can do today-This is your motto if:

You always have certain staples on hand so you never run out-most likely
you even have a system for it

You grocery shop with a list in hand so you only buy what you need

You fill up your gas tank religiously once it reaches a certain level such
as ј left in the tank

You plan parties and events by making a list of what needs to be done

You live by your Palm Pilot or Franklin Organizer

You are the one to push for final decisions in meetings.  You hate to have
a lot of dangling commitments

You have no problem saying "I screwed up." You have a big problem with
people that CAN'T say "I'm sorry or I screwed up."

RESULTS:  You are great at setting goals and achieving them.  You probably
come off as to rigid to others at times.  Use your sense of structure to
push you in to more creative and uncomfortable zones so you can be seen as
more flexible.  If you work in a chaotic environment that doesn't allow
you control, you will die a slow death.
 

Rank your Presentation Skills
http://www.impressionmanagement.com/news/article_2001_10_15_1232.html

Rank This Ezine. Go to http://www.impressionmanagement.com/ezine/ 

+++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++



Quotable Quotes:

Michael LeBonef says that the greatest management principle in the world
is "what gets recognized gets done and what gets rewarded gets repeated."

Who can you recognize and affirm today?

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4.          NEXT TIME:  Another situation submitted by you.
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HOW TO GET A STRAIGHTFORWARD ANSWER REGARDING A DEAL

Send Anne your situation for inclusion in the E-Zine.
E-mail your situation to: mailto:contact@impressionmanagement.com

====================================================================

5.        I Want More Resources So I Can Perfect My Skills
====================================================================


Products: Outcome Thinking Book $24.95 *
Communicating More Effectively Book $14.95
(Body Language)
Body Language Video $99.95
Success Negotiating Audio Tape $14.95
GOALS Set $39.95

I WANT IT ALL: COMPLETE PACKAGE, Regularly $215. Special price for
Subscribers, $149.95, includes tax & shipping/handling and two free gifts

Order Online: http://www.impressionmanagement.com/products.phtml

*SAVE $5.00 on Anne's Outcome Thinking Book
Type in the "Discount Code", IMP101 (All Caps)

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                   FREE ARTICLES AND BACK ISSUES
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                        About Anne and IMP
====================================================================


Anne Warfield, CSP*
President
Impression Management Professionals
7200 France Avenue South, Suite 224
Minneapolis, MN 55435
952-921-9421
888-imp-9421
952-921-9420 Fax
Email: mailto:contact@impressionmanagement.com  **
Visit us at: http://www.impressionmanagement.com  

"A true leader is not one you look up to because they are the best. A true
leader is one that draws the best out in you." Anne Warfield

*CSP- Certified Speaking Professional; a designation held by only 7% of
all speakers nationwide

Member of the National Speakers Association

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