How much money do you expect?
Frequently when meeting with potential employers on interviews or in meetings with prospective clients, we are asked about monetary compensation. For most people this is a very uncomfortable subject. Worse yet, they stutter and fail to say exactly what is on their mind. But there is a method for doing this, so let’s start at the beginning.
A good andecdote describes the reason for not stating precise facts upfront but rather to ask questions first:
“Jill” was asked how much she charged for a seminar. Recognizing most people she knows are still recovering from the down market, she had a low figure in mind that would barely pay her more than the expense involved. But instead of giving a number upfront, she asked, “what do you have in mind?” This was to open up a dialogue and negotiation. She was glad she did, because her prospective partner for the event had a much higher number in mind!
Rules for engagement:
1. On sales calls find out why you are there, problems to be solved, and ask what the budget is for the project. Let it be known you are not the cheapest supplier but that you deliver a robust service and explain how it is uniquely different and serves your clients well. Provide options.
2. On interviews, speak to finding out why you were invited in. Relate the facts to helping the company solve their problems with your unique talent. Provide examples of having done this elsewhere and the teamwork you encouraged. Be open to negotiating the salary.
The important point is to never make assumptions. Ask quesitons each step of the way. Just like Jill, you may be pleasantly surprised and enjoy a very
Read Addtional Strategies and Techniques:
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
P.S. Exciting News – INSPIRED Business A New Vision for Building Business and Communities will be featured at the Bejing Book Fair! Please tell your friends, peers, and those you know who can use cutting edge business development techniques coupled with an air of spirtuality and inspiration to pick up 3 copies so they may too share. The corre theme is to Believe, Become, Empower!
By the time you arrive at your destination and greet others, you will be headed for a Smooth Sale!
Read Addtional Strategies and Techniques:
INSPIRED Business A New Vision for Building Business and Communities, Motivational Press
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
