Personal Note From Anne:

JUST IN CASE YOU MISSED OUT ON HOW YOU CAN GET YOUR HANDS ON A FREE BODY LANGUAGE DVD?

We have 10 left only!

Wouldn't it be great to be able to fast forward and see if you picked a candidate and knew exactly how they would have impacted the world in 4 years? That crystal ball is what we would all like to have this election but unfortunately we don't have it.

But there is a way you can give yourself an edge and make an even more informed decision- by being able to see what the candidates are thinking but not saying by reading their body language.

Like you, I have been busy watching, the Presidential and Vice Presidential debates. Along with trying to stay on top of the financial news, I am realizing that there is no better time to become creative with our businesses. We are constantly being told that it's tough out there; more and more people are working harder to get your job and your customers. I have written a book title: Communicating More Effectively that has become an industry favorite. It's a tried and true guide to body language secrets that I have discovered are critical in closing deals and negotiations.

With that in mind, I realize that there is nothing more important during this economic time, then to focus on how we can all be successful and stand out as part of the solution. My Body Language DVD is packed with practical ways to learn how and spot what someone is saying without saying a word. With it you will see what your spouse is really thinking, who is supporting your idea and who is giving lip service. Pay particular attention to the deceit gestures so you can see when the candidates are "stretching" the facts to fit their venue!

We only have 10 DVDs left for our special offer on the three newest programs in our groundbreaking Outcome Focus^® Webinar Series. Each of these webinars is designed to hit you where it matters - right in the bottom line. Packed with information and arranged for busy professionals, they're like reading a handful of best-selling books or attending an all-day seminar, but for a fraction of the time and money. Here's what you'll learn:

• The Five Deadly Body Language Secrets. No matter what you have to say, your mouth will never speak as loudly as your body does. More often than not, though, we're using our gestures and mannerisms to say things we don't mean. Mastering body language is about more than making good presentations - it's a key to bigger sales, greater confidence, and a higher degree of credibility. In this course, you'll learn everything you need to know to put your body and mind on the same page, and how to use both of them to win new business, earn more money, and communicate more effectively.
• How to Stand Out and Profit in a Down Market. Right now, there are men and women all over the world dreaming about the same job as you. Do you know what separates you from them? Can you convey that to interviewers? By distilling decades' worth of data and experience from interviews - on both sides of the table - we've designed a course to show you what's really going on in an interviewer's mind, and how to give answers that put you ahead of the competition.
• The Top Five Sales Mistakes: Are You Culpable? Sales is a high-pressure game, and it's all about results. But most hard-working men and women make common mistakes that cost them tens of thousands of dollars - or more - every single year. This webinar is designed specifically for anyone who needs to bring new business to their company. By curing the problems that trip sales professionals up the most - including giving weak presentations, asking too many or too few questions, and trying to close too soon - we use our decades of experience with selling dynamics to get to the root of these problems. At the end of the session, you won't have a new set of tricks; you'll have a fundamental understanding of what works and what doesn't.

SO HOW DO YOU GET THAT FREE BODY LANGUAGE DVD?

For the next 10 people who sign up, I'll be offering registration to all three courses for only $97 and I will throw in my Body Language DVD that is packed with over 60 minutes of how to read what people are thinking and not saying for....FREE! We expect to sell out soon! So, register today and get your free Body Language DVD- a $99 value!

Click here to register for all three sessions and get your FREE DVD

Remember, this discount is a great opportunity to get your career tuned up for the coming year. When the economy gets tough, it's those professionals who keep reaching and learning that come out ahead. The competition might be getting stiff, but there's always a little more room at the top.

I look forward to talking with you in the webinars. Best wishes for your fall season!

-Anne

PS. The body language DVD will help you with reading what the politicians are thinking but not saying! A must in this upcoming election!! (This is the stuff that Anne is on the news around the world for and we are putting it right in to your hands!)

How can I turn a negative person around?

Use as a training tool: Present the situation below 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.

Situation:

Anne, last week I was presenting and I had a person that just sat in the back row with his arms crossed and a tough look on his face. His whole persona was negative and almost challenging right from the start. I struggled with how to turn him around as I felt like he affected the whole room. What is the best way to handle a negative person?

Outcome Desired:

Remember, not everyone will want to hear what you have to say, and not everyone will be interested in even being in the room. What you do want to do is be there for the people who DO want to participate and minimize the affects from any negative people. You need to make it safe for those who want to participate. So let's examine it from the other person's perspective.

Other Person's Perspective:

The person might be negative because what you are saying challenges their beliefs, will cause them extra work, they hate change, or they simply have a negative view on life. You're not an evangelist trying to convert people. You are there simply to add value for those who are open to listening.

How to Handle:

Having said this, there are a few occasions when you may feel you absolutely need to challenge that negative person. Here are a few tips on how to do that:

1.If you know in advance who the negative people are, try to arrange the room ahead of time to mix them in with the positive people. This will stop the negative people from clustering in the back of the room.

2. At some point in your presentation, ask each person to turn to a partner and do an exercise or answer a question that can only be responded to positively. For example, you could ask them to share two things they've learned, how they will apply these two new things, and why they believe what they've just learned won't work. And then immediately flip it to how they can solve each of the arguments they came up with so they will work. The main point here is to get them to start a dialogue with another person.

3. Then have the two partners get together with two other partners so they make a group of four. Have them repeat the exercise.

This technique lets the negative person's peers do the work of changing the negative attitude. They may be comfortable the first time they respond negatively to your exercise, but soon they will feel uncomfortable if the other person was positive with what they have learned. Then, when you have them make another group of four, if they get rebuked by this group as well, by the time you bring the discussion to the front of the room they will latch onto one of the ideas someone else gave to start turning their attitude around.

Anne's Outcome Insights:

Quotable Quotes “History has demonstrated that the most notable winners usually encountered heartbreaking obstacles before they triumphed. They won because they refused to become discouraged by their defeats.” - B.C. Forbes See Anne’s latest video "Sarah Palin and Joe Biden Body Language" http://bzdo.tv/watch/?channel=I23103BE48   Have you ever wanted to know what a person is thinking but not saying? Have you ever walked away from a conversation with a "gut" feeling something was wrong? Well-no more! This book will show you how to read another person. Imagine how you can influence meetings and negotiations! Never again will you wonder "what did she really mean?" Order Here and receive FREE SHIPPING: https://www.impressionmanagement.com/cgi-bin/store/checkout.pl?product=books

Outcome Focus™ Guest Column Lighting your way with new perspectives!

Customer Satisfaction Is Not Enough By Roxanne Emmerich, CSP, CMC IYour customers may think you're fast enough and friendly enough, and that your quality is acceptable. They are satisfied. However, when a competitor offers a better price, the customer is gone. Many companies focus on customer service, but the focal point is in the wrong place. We need to turn that point from customer satisfaction to customer success. Our job is to help our customers and clients be successful. That's what they really want. Then, when a competitor offers a better price, our customers will say "Sorry. I wouldn't think of leaving the company I'm doing business with now." Satisfaction is certainly a part of success. To be satisfied, customers want us to provide our product or service in a timely manner. They expect us to be empathetic and friendly. They want our product to be high in quality. However, we need to go to the next step. How can you help your customers and clients be successful? There is no easy answer. The only way to know is to look at your customers individually and ask them how they define success and how you can help them achieve it. It isn't enough to have the right phone skills, correct correspondence, and fast turnaround. How do you begin to define what your customers need to succeed? It's simple. Ask them. They will give you ideas that you will find carry over to other accounts as well. Then, take it one step further. Think outside the box and ask yourself what you would need to be successful if you were the customer. For a window manufacturer whose customers are the lumber yards, it may be training their customer on how to sell the manufacturer's product thereby increasing the lumber yards' revenues. For a bank, it may be a one-stop person whose position doesn't turn over yearly (imagine that), and who completely understands a customer's financial savings and borrowing needs and makes transactions easy. For a health care organization, it may be educating family members on how to nurture their ailing loved ones back to health. When I looked at my customers on the speaking side of my business, I realized my role as a speaker was more than just giving a great presentation. The meeting planners wanted me to do a good job so they looked good. The evaluations would come in supporting the meeting planner, saying that he or she did a great job in finding the presenter for the meeting or conference. I was frustrated because I didn't think that was enough. To make a meeting planner successful, I needed to set my goals higher, well beyond the immediate evaluation. I wanted people still talking about the program a year later, and better yet, still applying the lessons. I felt that most of my competitors let the ball drop by focusing on the immediate evaluation. I went the extra step. I began to explore things to make the session a part of a process as opposed to an event. I began using accelerated learning principles, follow-up systems, and more. Now, the comment we hear most in our office from past clients is, "Gee, they're still talking about you. As they hit challenges, they refer to what they learned." Bingo! That's what I wanted: customer success. When you focus on customer success, it is hard to shop based on price only. You begin to see the money spent as an investment with substantial returns. The customer doesn't want to risk spending less (or more) someplace else and potentially getting less. It is not the role of the CEO to develop the strategy for customer success. It is the role of everyone within the company. Not only do people need to look at how to help the outside customers succeed, but they also need to look at how they can help their internal customers do their jobs better. To help our customers succeed, we need to love them. We need to care about them and protect them and nurture them as we would a family member. Love does not mean giving your teenager all the money he asks for and letting him set his own curfew. Nor does love for your customers mean you give away the store. It simply means that you are so wrapped up in helping them succeed that you then receive even more of what you need. Roxanne Emmerich is the author of Thank God It's Monday: How to Build a Motivating Workplace and is listed by Sales and Marketing Management magazine as being one of the top 10 most requested speakers in the country. She helps organizations revitalize their passion to be extraordinary. Roxanne can be reached at Roxanne@EmmerichGroup.com or 800-236-5885.