1 - FIGURE OUT WHAT MONEY MEANS TO YOU
- In order to make more, you need to take a really long, hard look at: a) why you want it, b) what you’re willing to do to get it, and c) how you relate to it.
- Our family, past experiences, and pre-conceived notions play an important role here.
2 - LAY OUT WHAT YOU’RE WORTH
-This is a tough one for people to answer objectively, but an absolute necessity if you want to earn more.
- Our worth is a combination of tangible assets (i.e., degree, rolodex health) & intangible assets (i.e., charisma, hope, integrity).
- We tend to undervalue our money-making skills due to not having a solid sense of confidence & not understanding what our value is in the marketplace.
3 - INVESTIGATE WHAT’S OUT THERE
- It’s then your responsibility to get out there and figure out who’s buying, what they’re buying, and at what price.
- This stage is part reality-check.
4 - NAME YOUR PRICE
- Actually stating a dollar figure is the single most uncomfortable thing for the majority of people to do.
- Based upon your assessment of what you’re worth and what the market will bare, you’re job is to come up with a number that you can not only live with but feels slightly (but thrillingly) out of range.
- You need to leave room for negotiation.
- The truth is, you’ll never get what you don’t ask for.
5—MAKE THE MATCH
- It’s your job to make the match crystal clear in the mind of your buyer.
- The final stage of making the match has striking similarities to the romantic courting process.
How To Sell Yourself
HOW TO SELL YOURSELF
WHAT CAN YOU LEVERAGE?
- Figure out what your positional advantage is.
- Consider what you can use to raise the stakes just a little higher.
LEARN HOW TO MAKE THE SALE
- Be authentic in your pitch; you’ve gotta believe.
- You can’t sell it if you don’t believe in it.
SELL IT SOFT
- Don’t jam your idea down their throats.
- Lead them to believe that this is most logical choice they could make.
READ THE ROOM
- Watch for clues and adjust your presentation accordingly.
KNOW WHAT’S ON THE LINE
- You will ensure a beneficial deal if you figure out how to make it relevant to the person on the other side of the desk.
FIND AN ADVOCATE
-You may want to be pitching to the decision-maker but chances are your first pitch won’t go straight to the top.
- Find an advocate and knock their socks off.
COMMON MISTAKES PEOPLE MAKE
SELF SABOTAGE
- Listen to how you speak about people who pursue wealth...is it envious and/or critical?
HOLDING ON TO THE WRONG ATTITUDE
- People have more going for them then they allow the world to see. You have to walk the walk and talk the talk.
AVOIDING THE “NITTY-GRITTY” NUMBERS
- You need to have a definite answer for how much of a raise/salary you want.
- Most people do not have a specific number in mind when they ask for a raise.