The Award-Winning Monthly Resource for Professionals

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OUTCOME FOCUS REPORT
Circulation 17,700
Vol 44 - June 3, 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,
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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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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?
=========================================================
Learn more about IMP's Monthly Presentation Skills Seminar at the IMP
Institute in Minneapolis, MN!

Upcoming Seminar Dates: 
July 22-23, 2003 
August 18-19, 2003
September through December Schedule will be available shortly.

Follow this link for more information,
http://www.impressionmanagement.com/coaching.shtml

or,
email me at mailto:Paul@imp.us.com 


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2.          Here's This Months Outcome Focus Situation/Solution  
=========================================================

How To Politely Say No!

SITUATION: Dear Anne, whenever I attempt to say something requested of me
cannot be done, it is perceived as rude.  How can I politely say "no"?

OUTCOME DESIRED: You want to be able to get people to understand when a
request cannot be met with out them becoming angry with you.

HOW TO HANDLE:  This one can be tricky.  

If you immediately say, "no, we can't do that because..." people will
perceive that as you are a "stopper" rather than a "doer."  Why?  Because
your first words are "no" and then you try explaining "why" you can't do
their request.  Remember the question; Am I trying to get them to
understand my position? In this case, yes you are and that WILL be
perceived negatively.

Here are some quick pointers:

Look at the tone of voice you use.  If you are short in your voice, breath
deeply before answering.  If you use body language that is showing
frustration you will be interpreted as being "difficult."

Do you smile or frown as you listen and respond?  If you are frowning or
drawing your eyebrows together while you are listening it will be
interpreted that you were trying to figure out how to say "no" before the
person even finished speaking.

Look at how many times you say no versus yes.  Do you tend to look at why
you shouldn't instead of why you should do something?  If so you will gain
a reputation as a person that is more negative than positive.

Use key questions to challenge back instead of no.  Key questions are
questions that challenge the other person to expand or clarify what they
are asking and why.  Clarifying questions include: "tell me this," "share
with me how," or "how does that relate to."

BEST PHRASED:

Hear the difference in the following phrases:  "Currently my project load
is high.  So the first I would be able to get to this is Monday.  I
realize you are on a deadline.  Will that still work or would you prefer
to bring the project to someone else?" Or "I would love to be able to help
you out.  In this case I am going to have to pass due to other projects I
am working on."

The above two phrases make a person sound like you are looking at their
request and how you can help them achieve it rather than just saying no
right away.


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.shtml

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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Three Ways To Make A Technical Presentation More Interesting
by Anne Warfield

The most common frustration I hear from financial people, IT people and
engineers is that people fall asleep during their presentations or that
people pepper them with questions wanting to argue the methodology being
used.

Why does this happen and is there something you can do about it? Can you
make a technical presentation interesting?

The biggest mistake you can make as a technical presenters is thinking the
goal of your presentation is to share information. You are NEVER there to
just share information. You are always looking for an action to be taken
based on the information being shared.

1.  What do you want the audience to do after they hear your information?
Do you want discussion, decisions, agreement to continue going forward,
awareness of problems and how you plan to handle them, funding for more of
the project? All of these can be action you want from your presentation.
Each of these actions is distinctly different from the others. If you
don't know ahead of time what action you want you will spend way to much
time just telling the audience what you did and why.

So what's wrong with that? Well for most audiences, that means they will
try to analyze what you did, judge if they would do the same, and then
pick APART what you just shared. None of us want people to pick apart our
presentation yet for most technical presentations you get that response or
people table what you shared and say, "we will come back and address that
later."

2.  What questions does the audience need answered in order to reach that
action? Remember you don't have to turn them in to a mini you. If you went
to a mechanic to get your car fixed would you want them to pull out 20
charts and graphs showing all they have learned in their history and all
they are going to do step by step to fix the problem or is your main point
that you want to know they know what the problem is and how to fix it
without ripping you off?

The reality is that your audience needs less information than you believe
they do.

3.  Anchor what you say. The more you can speak "visually" the more your
audience will grasp your message. The ability to bring technical details
in to things that relate to every day life will be one of the most
effective tools you can use.

Example: Imagine I have done extensive work on heat conductors and I would
like you to fund a new project I believe will help create better heat
conductors. The action I want you to take is to fund my project. The
questions you need answered in order to do that are; what is wrong with
our current heat conductors? How will new heat conductors help us? What
funding do we need to put in place for this?

Once I answer those three simple questions we are ready to go.


****************
Quotable Quotes:
****************

"No matter what accomplishments you make, somebody helps you."  Wilma
Rudolph

It's amazing what can be accomplished if you don't care who gets the
credit.  Are we as careful to give credit and to share it when we are in
the limelight?  Are we careful to remember the help we GIVE as well as the
help we receive?

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4.          NEXT TIME:  Another situation submitted by you.
==========================================================

Send Anne your situation for inclusion in the E-zine.
Email your situation to: mailto:contact@imp.us.com

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

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

Products: Outcome Thinking Book $24.95 *
Outcome Thinking CD ROM $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 $245. Special price for
Subscribers, $197.95, includes two free gifts.

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

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

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                   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/index.shtml

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.

Back Issues of the Outcome Focus E-zine can be viewed at
http://www.impressionmanagement.com/ezine/index.shtml

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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@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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