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The Award-Winning Monthly Resource for Professionals
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OUTCOME FOCUS REPORT
Circulation 16,600
Vol 42 – March 31, 2003
Publisher: Anne Warfield
contact@imp.us.com
888-imp-9421 or 952-921-9421
http://www.impressionmanagement.com
c) Impression Management Professionals 2003
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A special welcome to our many new subscribers from 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@imp.us.com ** and put "Add me" in the
subject line.
To remove yourself from this list see bottom of this email.
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IN THIS ISSUE
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1) What's In The News - Public Seminar/TeleSeminar
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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Learn more about IMP's Monthly Presentation Skills Seminar at the IMP
Institute in Minneapolis, MN!
Upcoming Seminar Dates:
April 8-9, 2003 At IMP Institute in Minneapolis. This seminar is sold
out.
May 19-20, 2003. This seminar has two spots open.
PLEASE NOTE: Due to the high number of people we had that wanted an
additonal seminar in April (they couldn't make the above two dates) we are
considering adding a seminar at the end of April.
Please call if you would like more information or would like to sign up
for this "special additional class".
Follow this link for more information,
http://www.impressionmanagement.com/coaching.phtml
or,
email me at mailto:Paul@imp.us.com
++++++++++++++++
Did you miss Anne’s Tele-Seminar, HOW TO DIFFERENTIATE YOURSELF AND YOUR
COMPANY IN A TOUGH ECONOMY? If so, you can purchase the Live TeleSeminar
on CD Rom.
Order Here:
http://www.kickstartcart.com/app/adtrack.asp?AdID=27387
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2. Here's This Months Outcome Focus Situation/Solution
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How To Present To Senior Management
SITUATION:
Dear Anne, I am often asked to give project updates or research results to
Senior Management. I find that they have a very short attention span.
Once I start explaining what I have found they interrupt me constantly
with questions and I lose my flow. I feel like I then look like an idiot
as I stammer and try to figure out what to say. How can I stop this from
happening?
OUTCOME DESIRED:
You want to deliver your information in a confident manner and get people
to listen to what you are saying without interrupting you.
HOW TO HANDLE:
The higher you go in an organization the more likely you are to run in to
two very distinct communication styles—the Producer and the Networker.
Both have a short attention span and both want action. The Producer is
all about control over what is going on, being on time, and hitting what
you need to say fast. The Networker is all about recognition- who is
going to be affected by what you are saying, does it feel right in his/her
gut, and what action needs to be taken.
Both styles do not like sitting very long to listen to information but
instead want to take action on the information being shared.
The first mistake people make in presenting to Senior Management is trying
to share all the information of “WHY” you have reached your conclusion.
This makes you give too much detail that bores them and causes them to
interrupt you in order to take control of the situation.
Senior Management is really all about SOLUTIONS, not why problems happen.
So they are looking for you to share the following when giving a project
up
1. What is going well? (Because they want to duplicate it in the
organization if they can)
2. What are some potential problems or areas that have fallen behind? Why
have they fallen behind and what do you expect to do about them?
3. What areas could you use their assistance in?
Before you go in to present you should know what you want their energy
focused on so that all your questions and flow lead them to that outcome.
For example, if you are presenting three possible solutions to management
and you say, “which of these would you like to go after?” They will
automatically feel obligated to throw one out and they will toss out the
one that confuses them the most.
If you instead say, “how would you like to implement these,” they will
direct their energy at figuring out how you can put all three in to play.
The higher you go in management the more to the point you need to be and
the more time your time should be spent on solutions, not problems or
causes. Focusing too much time on problems or causes will result in them
seeing you as whining and not proactive.
Word of caution: You MUST GIVE THEM A ROAD MAP for your talk so they
listen with out interrupting.
BEST PHRASED:
“In the next 10 minutes I am going to share with you what is going well
with project x, what are some areas we need to watch out for and what we
are doing about them, and thirdly, what areas I could use your assistance
with. Let me start with…”
This lets them know you will be ten minutes and that you have three
points. They know you are giving the good and the bad so they won’t feel
they have to hammer you over the head to find out what is wrong. If you
just launch in with “Here is what is going great with this project.” They
will feel obligated to interrupt you and challenge you on the areas they
feel are in trouble because the last thing they want are any surprises
with problems later on.
SPECIAL NOTE:
Send Anne your situation to be included in an upcoming E-zine.
mailto:contact@imp.us.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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What types of positions will benefit from developing good presentation
skills?
Let me give you a few industries and how they each have benefited from
learning how to utilize the Outcome Focus Presentation System:
Executive Management You cannot expect to lead if you cannot clearly state
your message and compel people to follow that vision. As a leader you need
people to have trust, accountability, and respect. You need to know that
what you communicate to the media, the board, the managers and the front
line all aligns with your vision and mission. Consistency is key here when
communicating as well as the ability to think and speak on your feet. We
will show you how to make your message strong, clear, and consistent from
your voice and words to your body language.
Sales - In this day and age you don't have time to slowly build up to the
sale yet you also have the conflict that customers have a lot of knowledge
and hate to be sold. So you have to get them to quickly open up to, handle
objections, and talk about what is important to them. Good presentation
skills will help you listen to the customer better and address their
direct needs. Learn how to make that connection in a compelling fashion so
people see you as authentic and sincere not "salesy."
To read about additional industries follow the link below,
http://www.impressionmanagement.com/presentation_skills_qa.phtml
****************
Quotable Quotes:
****************
"Contentment: the smother of invention." Ethel Mumford
Some people ask "Is everything OK?" Try asking instead, "What's one thing
I could do better next time?"
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4. NEXT TIME: Another situation submitted by you.
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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 *
Outcome Thinking CD $49.95
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 $265. Special price for
Subscribers, $199.95, includes 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
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/
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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.
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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@imp.us.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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Copyright 2003, IMP. Feel free to share information you learn. All we ask
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To remove yourself from this mailing list, simply follow the instructions
at the end of this email.
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