The Award-Winning Monthly Resource for Professionals

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OUTCOME FOCUS REPORT
Circulation 18,700
Vol 45 – August 6, 2003
Publisher: Anne Warfield
mailto:ezine@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.

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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: 

AUG 18-19, 2003 (Sold Out)
SEP 15-16, 2003 (3 Seats Open)
OCT 20-21, 2003
NOV 17-18, 2003
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  
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How to get ‘buy-in” on commitments from a subordinate

Situation: Dear Anne, I have a person that I am constantly trying to
justify why I need her to do things.  Sometimes I just want her to do
something and I can’t always explain why.  She will always do what I ask
of her but often acts frustrated with me. How can I handle this?

Outcome desired: You want this person to do their task for you without a
lot of hassle.  You also want her to be creative and take accountability
for what she does.  You don’t want to always explain yourself.

Other person's view: She wants to do a good job for you.  She may be a
Connector or Analyzer and want to know “why” she is doing what you ask of
her.  She wants to feel important and knowing why makes her feel
important.  She wants to know why so she can make sure that what she does
meets your expectations.

Best Phrased:  Pull her aside to chat about how to work best with you. 
Explain how you like to hand off assignments and ask her how she needs
assignments given to her.  Example: “Mary, I often have a lot of things
going on and need to pass a project off to you quickly.  I have noticed
that you often want to know why I need a project done.  Sometimes I don’t
have the time to explain and other times I don’t know all the in’s and
out’s.  I just know that we need it done.  What do you need from me in
order to be comfortable just taking a project and running with it?”   Then
let her talk.

You might need to set up a formal touch base session with this person, she
might need you to check in on her or she might just need to hear you say
she is valuable.  Remember her personality style might be different than
yours and she might not see how her constantly asking you “why” might be
irritating to you.  Believe she wants to do her best for you.

SPECIAL NOTE:

Send Anne your situation to be included in an upcoming E-zine.
mailto:ezine@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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How To Use Transitions In Your Presentations
by Anne Warfield

Many people don't realize how important transitions are when presenting.
They are what make good conversation flow and what make many presenters
seem eloquent.

Plan your transitions and vary them so you don't put an audience to sleep
or in to a pattern by always using the same transitions.

Here are some verbal transitions:

1.  Key words or phrases:  Always, next, continuing, this leads us to,
this brings us to, in addition, furthermore.

2.  Intriguing questions:  So why should we do this? So where does this
lead us?

3.  By number system:  Our first point, our second point; first we will
look at, number one, number two;

4.  Involving questions:  Have any of you? When is the last time? Do you…?

Non-verbal transitions include things like:

1.  Pausing with your voice. This one over done can seem like you have
lost your train of thought. I will tell you that most presenters UNDER USE
the pause. It can be very effective especially if you just gave a thought
provoking statement.

2.  Visually transferring by PowerPoint. You can have a visual slide pop
up that shows the audience what points you have covered and what points
are up coming. This works best when you stick to having only 3-5 key
points in a talk.

3.  Your body movement on the stage. You can physically move to make a
point or transition. This can be very effective if you break the "stage"
space down so you use the back for in the past, the front right (your
right as you face out) to share strong points and statements, and the
front left to share thoughts or feelings. Then when you go back to a point
you can physically move to that point on the stage. Remember this has to
look natural otherwise it comes off as contrived.

4.  Using your fingers to count off points. This works extremely well when
you pair this with saying things like, "first we covered; now we will look
at our second point"

Transitions are something I find most presenters NEVER think about. They
imagine that once they are in front of the crowd their mind will just
magically think of the right thing to say.

Find a selection of transitions that work for you. They are what anchors
what you have said, ties your thoughts together, and are a critical part
of your audience's road map to your presentation.

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

The greatest good we can do for others is - not to share OUR riches - but
to reveal THEIRS.  Anonymous

I believe that one of the purposes of training programs and one of the
jobs of a manager is to have people leave impressed with themselves - not
intimidated by the instructor.  Excited about what they now know that they
didn't know before, what they can now do that they couldn't do before and
with greater feeling and confidence in their abilities.

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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:ezine@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
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We have many articles available for your publication, company newsletter,
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All you have to do is print the article in its entirety along with the by
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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:ezine@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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