“Price too high / too low / fair?”
The same people suffer from the fear of asking for more money or saying no to a project that is monetarily unfair. This is true too for many job seekers at the end of the interviewing process who are fearful of asking more money than what is initially offered. They feel guilty asking for more as if they aren’t worthy. Yet they feel badly their bills aren’t being paid in a timely fashion and worry about their own well-being.
My suggestion is to think about both sides of the sales equation. One side is purchasing while the other is the selling. We’re all very comfortable purchasing and in fact many of us quite enjoy it! So let’s capture this act – why is purchasing enjoyable?
– Do you make purchases on need, want or celebration?
– Are there certain types of salespeople you avoid?
– Have you consistently purchased from the same company every time you had a need for their service or product?
In these three questions you will find the answers of how you need to sell your services to your prospects, clients, and hiring manager. They have the same needs, wants, and deep down desires, and at times will spend more when they are in a celebration mode or close to getting exactly what they want.
What you need to do is learn the other party’s situation upfront as to why they are even considering you and your business, or you the job candidate. What caught their attention that brought them to you? Only then will you be able to define their needs and speak to them in terms of benefits of your service, talent, and working with you.
We have all experienced over exuberant and/or unethical salespeople. But have you compiled a profile of the type of salespeople you enjoy buying from? This would be the model you should adapt to your personality. The analysis will provide insight and you will enjoy a much easier time selling.
Recognize the reasons
Now create a profile of the companies you continue to frequent for goods or services. They too have competitors, so why do you continue with the same? Once you recognize the reasons, you will be able to implement a workable plan of your own.
Now that your mindset is focused on delivering the best customer service possible and building relationships with your clientele or hiring team, it is time for you to create packages to meet their needs, desires, and wish list. In the case of interviewing, your packages would be the desired salary plus negotiable items. You need to adjust each side of the equation as one is diminished or increased.
Applying these concepts, you will come full circle developing your confidence, know how, and the ability to ask for the money you deserve. Your communication is a subliminal marketing message that you are a leader in your field and are worth the money – and business development depends upon it.
Once you have the “it isn’t the money but the value delivered” philosophy mastered, you will be headed for a very lucrative and Smooth Sale!