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The Award-Winning Monthly Resource for Professionals
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OUTCOME FOCUS EZINE
Circulation 5800
Vol 29 - February 19, 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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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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More opportunities to see Anne speak!
Event: 30th Annual Women in Business Conference and Business Expo
Where: Radisson South Hotel, Bloomington, MN
When: Monday April 28, 2002 9:15-10:15 AM
Topic: Influence With Integrity?
Have you ever wished you could be more persuasive with others? Have you
ever found yourself in a situation where you felt someone was trying to
influence you but it felt pushy? Anne Warfield will share with you what
makes people influential and how you can develop those skills within. You
will learn how you can be seen as strong without strong arming others. You
will learn 5 easy steps to getting your point across without compromising
who you are. Come join us for this fun-filled and insightful session.
For more information and to register, visit http://www.smemn.org
Event: TTN: Total Training Network
Where: Minneapolis Convention Center
When: Wednesday June 19th, 2002 6:30-9:30 PM
Topic: The Secret To Drawing Customers To You
This session will show you the secret to being perceived the way you want
to be. Find out the two words to avoid as well as the three critical
questions your need to ask BEFORE you speak!
For more information and to register, visit
http://www.peakperformersnetwork.net
Anne is featured in this months "Smart Workplace Practices for Bosses"
newsletter.
Visit www.employerhelp.org for more information
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2. Here's This Months Outcome Focus Situation/Solution
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HOW TO GET A STRAIGHTFORWARD ANSWER REGARDING A DEAL
SITUATION: As a small business owner, contacting a large
agency and being received very well in regard to a plan that
would be mutually agreeable. It went so well that they invite
you to a meeting to brainstorm on ideas. They even invite the
President of the agency into the Boardroom to shake hands and
briefly discuss the idea(s). When there, they make you many great
offers. Your head is spinning. You can't believe it's really
happening. They love you. They take you on the grand tour, and
tell you that they look forward to moving further on the proposed
idea. They need to discuss it amongst themselves in the week ahead,
and will contact you by the end of the week.
The end of the week comes and they never call. You call them instead
to touch base and to see if there is still an interest. They tell
you that they are not interested in doing anything so big as discussed,
but are interested in doing something. They promise to call the
following week, but never do. Two weeks later, you leave another
message on their machine only to never be returned.
OUTCOME DESIRED: At this point you would like the courtesy of
straightforward information on whether you will or will not be
doing the deal. Being in the black hole to speak has frustrated
you. You also want to appear professional and you don't want to
let the deal die if you can make it work. You would just like the
slate clean and you would like to learn how you could avoid this
in the future.
OTHER PERSON'S PERSPECTIVE: They could feel that they have enough
information to run with the project without you. Their situation
could have changed and they no longer feel it is feasible. They
could have had a specific application in mind but then decided it
won't work. They could have felt you weren't as excited about it
as them and so they checked with another source. They want to do
what is best for their company and their clients.
BEST APPROACH: First I would try to call and get a live person to
talk to. This may take you a few tries and you must realize they
may have caller id. Therefore, I would make the calls from different
phones so they will not see a bunch of caller id calls from me without
a message. If after a week you are unable to get a live person, then
leave a message.
Here is the message I would leave, " John, I am just following up on
our previous conversation about where we want to go with our discussions
on Sept 3 (put meeting date in there). I understand from our last
phone call that you want to look at doing some pieces but not all of
it at this point. I am fine with that. I would just like to chat
with you about what pieces you would like to do and how to proceed.
I will be in the office today from 8-3 PM, tomorrow 1-4 PM and
Friday 10 AM - 3 PM. If we don't connect during those times I
will give you another call. If you prefer you can also email me
at_____________(put your email address here)."
By telling them when they can contact you for the next 3 days you
eliminate the excuse of "oh I called you back but you weren't in."
Also, by telling them you will call them back if you don't hear from
them it lets them know you will not go in to a black hole but will
stay around until they deal with you.
My guess is that something happened in the meantime. Whether it is
that they found they could do what you proposed cheaper elsewhere
or they felt you weren't excited. Without more information it is
just a guess.
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 CURE THE VERBAL VIRUS -
A FIVE-STEP TREATMENT PLAN
By Susan Berkley
Warning! You may be infected with a virus that could be lethal to your
sales, your public relations and even your social life. I call it a
"Verbal
Virus".
Verbal viruses are meaningless fillers that speckle our speech, distract
from our message, drain our impact and annoy listeners. I call them verbal
viruses because they seem to be contagious and we pick them up without
being aware of it.
The most common verbal viruses are: "uh" "um" "like" "you know" "well"
"okay" and "sort of". They also include annoying mouth sounds and lip
smacks.
Verbal viruses are jarring to the ear and inconsistent with a professional
image. They can make you sound unsure, unprepared and poorly educated.
The good news about verbal viruses is that they are easily cured. Here's
my
5-step plan for prevention, treatment and cure.
1. DIAGNOSE THE PROBLEM: Since verbal viruses are unconscious, the only
way
you'll hear them is on tape. Record a few of your phone calls on a typical
business day to quickly determine if you are suffering from a verbal virus
infection.
2. PAUSE: Whenever you catch yourself saying a non-word, just stop
talking.
Say nothing. This gap of silence will feel scary at first, but if the
pause
is no longer than 5 seconds, the listener will scarcely notice. A pause
will help you gather your thoughts while giving the listener time to
reflect on what you have just said.
3. RECORD THE VOICEMAIL MESSAGES YOU LEAVE FOR OTHERS: Listen to them at
the end of the day and note whether or not unwanted fillers have crept
into your messages.
4. ENLIST THE HELP OF A FRIEND OR SPOUSE: Explain what you are trying to
do and invent a code word he or she can use every time you use a filler
word. The constant reminder will help you break the habit fast.
5. HOLD YOUR BREATH. When you feel you are about to use a non-word, take a
breath, hold it for a moment and then begin to speak. The focus on your
breathing will occupy your mind, keep you calm and centered and make the
silence between the words seem much less scary.
>From "The Voice Coach" ezine by Susan Berkley, reprinted with permission.
For a free subscription visit http://www.greatvoice.com. Susan Berkley is
a professional speaker and international communications expert. She is a
top voiceover artist and author of "Speak to Influence: How to unlock the
hidden power of your voice, " available at bookstores or from
201-541-8595.
+++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++
Rank your Presentation Skills
http://www.impressionmanagement.com/news/article_2001_10_15_1232.html
+++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++
Quotable Quotes:
"Before you build a better mousetrap, it helps to know if there
are any mice out there." Mortime B. Zucherman
We've all heard the quote "Find a need and fill it." The roar of
apathy may be loud and long if we don't look at what is needed and
wanted. When we look at the problems people have, the pains they
want to make go away and we find solutions to their problems and
way to eliminate their pain-then we won't have to worry about whether
what we have is needed.
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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
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5. I Want More Resources So I Can Perfect My Skills
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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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We have many articles available for your publication, company newsletter,
etc. Articles can be viewed at
http://www.impressionmanagement.com/articles/
All you have to do is print the article in its entirety along with the by
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E-mail: mailto:contact@impressionmanagement.com for a complete listing of
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Back Issues of the Outcome Focus E-zine can be viewed at
http://www.impressionmanagement.com/ezine/
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own free subscription, visit http://www.impressionmanagement.com to
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About Anne and IMP
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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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