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The Award-Winning Monthly Resource for Professionals #################################################### OUTCOME FOCUS REPORT Circulation 8400 Vol 32 - May 16, 2002 Publisher: Anne Warfield contact@impressionmanagement.com 888-imp-9421 or 952-921-9421 http://www.impressionmanagement.com c) Impression Management Professionals 2002 #################################################### A special welcome to our many new subscribers from Aboutimp.com, Marketing Seek, World Wide and SelfImprovementNewsletters.com and 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 you want to receive your own copies, just email mailto:contact@impressionmanagement.com ** and put "Add me" in the subject line. (see bottom if you no longer wish to receive "Outcome Focus") ==================================================== IN THIS ISSUE ==================================================== 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 ==================================================== 1. What's In The News? ==================================================== Outcome Focus Presentation Seminar in Minneapolis, MN June 17th and 18th, 2002 Only one seat open! This class will show you how to present your ideas, thoughts, products or services so people WANT to listen to you. You will learn how people see you, how they hear you, how to say your message and how to deliver your message. If you are interested, please email me and I will provide you with all the details. mailto:contact@impressionmanagement.com Opportunity to see Anne speak! 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 ========================================================= 2. Here's This Months Outcome Focus Situation/Solution ========================================================= How To Get A Manager To Let You Do A Job Your Way Not His Way SITUATION: Dear Anne, My manager has no flexibility in the way a job or task is performed. He definitely has the motive of "it's my way or the highway." This is very frustrating for me and I would just like to do a job the way I feel it can best be done. How do I get him to allow me that flexibility? OUTCOME DESIRED: You want your manager to allow you the space to creatively do tasks focusing on the outcome to be achieved rather than the process to be used. HOW TO HANDLE: There are two things that may be happening here. One, your boss may be an Analyzer. If this is the case he wants to ensure that accuracy is met and because of that he wants to control the process. Your goal here would be to make him comfortable that you WILL deliver accurate results just in a different format. Two, your boss is a Producer and wants to maintain control over the project. He feels that he has come up with the easiest and best solution as he sees and understands it. In this scenario you would want him to feel that by giving you room to own the process you will be much more accountable and focused for him. I am going to make an assumption here that the ways you have come up to do projects make sense, are easy to follow and do produce the results in the time frame needed. If this is not the case, then your boss may be sticking to his "it's my way or the highway" because he does not understand your way (you aren't explaining it clearly enough) or he doesn't trust that you will get it done in time that way. If these are the case, then you need to reflect back on whether there is justification for this assumption and then figure out how to overcome it. In this scenario I will assume that you are a clear communicator and that your work is done on time. Since I do not know which style your boss is I will give you an answer you could use in either situation: BEST PHRASED: "Tom, I have been challenging myself on how I can perform better for the company. One area I would like to see myself further develop is in ownership. I would like to be able to take on projects by agreeing with you on an outcome to be achieved and the time it needs to be achieved in and then I would like to take the responsibility for designing the process I need to take to reach that outcome. I believe this will allow you to hand things off sooner and it will inspire me to push myself more. My question is, what is the best way for us to go about handing projects off like this, and what do you need from me to be comfortable with this?" 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. ========================================================= 3. Anne's "Aha" ========================================================= ++++++++++++++++++++++++++++++++++ Leaving with More Than You Wanted By Anne Warfield, CSP ++++++++++++++++++++++++++++++++++ Do you ever feel as though you have to put on your armor when you're negotiating with a prospect or client? Most people are willing to be flexible during negotiations if they believe the other party perceives them as knowledgeable, honest and able to make a deal. Four key strategies: 1. Have a game plan. 2. Begin with the right mindset. 3. Know what kind of person you're dealing with. 4. Ask yourself: What is the personality style of the other person? The bottom line: Make sure you add value to the other person. Have a game plan and be flexible with it, read the other person effectively, and add value by speaking from the other person's perspective. If you do this, you will find that negotiations are really "brainstorming sessions" with another party. +++++++++++++++++++++++++++++++ From Feb. 1995 Glamour Magazine +++++++++++++++++++++++++++++++ University of Arizona interviewed a group of 300 girls over the course of three years to find out what were their feelings about both their bodies and their looks. "What they found was that African American girls expressed more positive feelings about both their bodies and their overall looks than Caucasian girls did. All 30 girls were asked to describe the "ideal girl." The Caucasian respondents all described the ideal as thin, tall and usually blond while the African American girls all talked more about how a girl projected herself rather than her looks. Example: One girl said, "just real easy to talk to, that would be the ideal girl for me." If pressed to physically describe the ideal girl, the African American girls almost always described the way they themselves looked. Action: Try to find the best in yourself and not to live up to everyone else's ideal. Remember you can be your own ideal person. +++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++ Guest Article: SOFT SPEAKER RX: TOP 4 WAYS TO LET YOURSELF BE HEARD By Susan Berkley Do people often tell you that they can't hear you or understand what you're saying? You may think it's because you are not speaking loudly enough. But actually, volume may be only part of the problem. I suggest doing a systems check on these four areas: ARTICULATION/PRONUNCIATION VOCAL VOLUME LEVEL VOICE PROJECTION THE WAY YOU FEEL ABOUT YOURSELF 1.ARTICULATION/PRONUNCIATION There is a difference between not being heard (being inaudible) and not being understood (being unintelligible). Sometimes people confuse the two. Unintelligibility may be caused by problems with articulation and pronunciation. People with poor articulation can sound throaty because their tongue is pulled too far back, or they may sound muffled because they don't move their tongue enough when they speak. Both problems affect our ability to be understood. Make sure your tongue is positioned toward the front of your mouth and that you use your tongue to clearly enunciate your words. For severe articulation problems, consult a licensed speech pathologist. If you mispronounce your words you will also have a difficult time being understood. Brush up on pronunciation skills by consulting a good pronouncing dictionary. At the Merriam Webster website you can actually hear how many words are supposed to be pronounced in standard American English. Try this cool feature at http://www.m-w.com/ 2. CONTROLLING VOCAL VOLUME Imagine that your voice has a volume knob with five settings: 1-WHISPER 2-SOFT 3-CONVERSATIONAL 4-LOUD 5-YELL For normal and healthy conversational speech, do not use volume levels 1 or 5. Both can strain the voice. Yell only in an emergency and save your whispers for the library, theatre or bedroom. Strive to speak most of the time at volume level 3. Use levels 2 and 3 for color, emphasis and variety. A conversational level will differ with each situation. To be heard it must be adjusted so that we are speaking at a level that is slightly louder than the background noise around us. Obviously, there is much more background noise, for example, in a crowded restaurant than in a quiet conference room. Look for tip 3 and 4 next month.................. From "The Voice Coach" ezine by Susan Berkley. Copyright, reprinted with permission. Subscription information 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 The Great Voice Company at 800-333-8108. +++++++++++++++++++++++++++++++++++++++++++++++++++++++ Quotable Quotes: If you can dream it, you can do it. - Walt Disney ========================================================= 4. NEXT TIME: Another situation submitted by you. ========================================================= Send Anne your situation for inclusion in the E-zine. Email 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) ========================================================== FREE ARTICLES AND BACK ISSUES ========================================================== 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 line at top and the credits, and complete contact information at the end of each article. I would appreciate a tear sheet or electronic copy too. Email: mailto:contact@impressionmanagement.com for a complete listing of available articles. Back Issues of the Outcome Focus E-zine can be viewed at http://www.impressionmanagement.com/ezine/ ========================================================= If you are receiving this issue as a forward, and would like to get your own free subscription, visit http://www.impressionmanagement.com to subscribe. PRIVACY STATEMENT: We will not distribute your address to anyone. Period. ========================================================== 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 <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> <<<>>> Copyright 2002, IMP. Feel free to share information you learn. All we ask is that you credit us as the source as everything we are putting in here is copyright protected by our office. Copyright note: Submission of an e-mail message or artwork affirms that you are able to and have given Anne Warfield non-exclusive permission to reprint the content of your message in all forms, electronic or otherwise, in all languages throughout the world. Privacy Statement: We will not distribute your address to anyone. Period. If you received this from a friend and you want to receive your own copies, just email mailto:contact@impressionmanagement.com and put "Add me" in the subject line. This email is only sent if you have requested it. 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I used to have 300 sales people giving 300 different sales presentation messages. I now have 300 people delivering a consistent message in their own authentic style.
-Brad Boyer,
American Woodmark
If you had ever told me a group could transform so much after just two-days I never would have believed it. The power of sustaining it afterwards with your long-term coaching/HOT sessions has caused everyone to constantly apply this way of thinking. Our discussions, meetings, and trust have gone to such a higher level. As a Vice President that makes my job so much easier. We no longer avoid the elephant in the room!
-Tricia Dege,
HealthPartners
