|
Since 1984, My Book has Helped over 200,000 People Get Bigger Salaries. It can help you:
Start by Learning These Five Fundamental Salary-Making Rules.
Rule #1 Postpone until the right time.
Rule #2 Who should go first?
Rule #3 Blurt out a four-letter word.
Rule #4 Reply with your calculated Market Value.
Rule #5 Clinch the deal… and Deal Some More. |
These five rules are all
explained below. They are the bedrock of lucrative negotiations.
In a moment (below) I will share my 5-rule system of Salary Making
by showing you how to apply the five most powerful, most
effective, most strategic moves you can make in salary
negotiations. You’ll learn the basics of my tried, tested, and
true system that makes sure you get every possible dollar. These
five core fundamentals apply to every negotiation – including
yours!
Up until recently the only place to find such a user-friendly
simple system was inside my book,
Negotiating Your Salary: How to Make $1000 a Minute.
Now, however, my private cache of
negotiating info is published here on my site (below) for all to see. And
more...
As a matter of fact, I’ll go further. Besides showing you the
fundamental-five, I’ll reveal the most common SPIN/VARIATIONS
on those five rules. Moves like:
A) “Make them sweat,”
B) “Don’t Be Cool,”
C) “Capitalize on Urgency,
D) “Combat Pay,”
E) “Ask ‘What Else?’”
F) “Blew It Already!”
…and several more.
You can have the basics and these advanced moves free.
Free? Well, yes, but, I do have a request.
So, what’s my request?
Well, there’s two things I’d like in return.
One for me, and one for you.
ONE FOR ME: Your success story. When any of the 5 rules
make you money, I’d like an e-mail from you. I might post your
story (anonymously) on my [coming soon] BLOG. This way you can
inspire others to go for it. Fair enough?
ONE FOR YOU: Please consider buying my book package for
sure, and also consider calling me for coaching (“Get the
Book,” and “Salary Negotiation Advice” buttons on the
header navigation bar).
Coaching is the way I can be sure that of the 173 pages
in the book, you learn exactly what YOU need to learn.
Here we go!
Put your Learning Cap on, study the Five Rules and
these real-life examples; it’s money in the bank!
|
|
1. Salary-Making Rule #1:
Postpone Salary Talk Until They're Serious
This is the hardest-to-do of all five rules. We’re trained in school to eagerly raise our hand and offer the right answer. Don’t! In Salary negotiations, if you give the “right” (a.k.a. factual) answer, you’ll often be giving the “wrong” answer – the answer that costs you money. |
|
Why wrong? The usual outcome of talking too soon about salary is that you get screened-out or you get screened-in, but low-balled.
Until you know you're on the short list, it is advantageous that you put off disclosing your salary expectations.
--At the start of the interview process you don't have enough information to know what the job's worth or what its potential could be. You could end up agreeing up front for a smaller salary than the job is worth.
--Later on, it’s still a strategic error, because you could lose out to a “cheaper” candidate and never know it was your salary number that knocked you out of the running.
So, wait until they’re serious about you. And… when are you sure they’re serious? When they make you an offer.
Postponing without upsetting your interviewer requires tact. To put off answering the
What are your salary expectations, question, you’ll need your own personalized phrase. Something you can say with confidence and that
sounds like you. Having that statement well prepared and rehearsed can gain you thousands of dollars.
--MORE ON THIS TOPIC: Click on the video on this Home Page to catch a few examples.
--MORE ON THIS TOPIC:
I cover this delaying process in detail in Chapter 2 of Negotiating Your Salary, How to Make $1000 a Minute.
--MORE ON THIS TOPIC: you can read a real life example here:
Real Life
Example: Rule #1
What if you already “blew it?” and let them know your range? Don’t worry, you can recover. First make sure they haven’t screened you out because of your blunder. As long as that hasn’t happened, you’ve cleared the first hurdle. Next, make sure your research (see
rule #4 below) is spot on so you can make a clear case for earning your market value, not a bump from your last salary.
--MORE ON THIS TOPIC: Check out the SPIN/VARIATIONS: “Blew It.” It’s an article on the SPIN/VARIATIONS page (click the SPIN/VARIATIONS button on side bar of this home page). Also consider coaching so you don’t blow anything else.
--MORE ON THIS TOPIC: BTW, it’s getting increasingly harder to “pull off” this first Salary-Making Rule. Don’t miss the SPIN/VARIATIONS articles and specifically the “It’s Harder, so Here’s Four Postponing Strategies“ page. I think it’s “M” on the SPIN/VARIATIONS page.
|
|
|
2. Salary-Making Rule #2:
Let Them Go First
Once they're serious, you need to let them make the first move. If you go first, you'll be either too high, too low, or just within their range. But since you won't know ahead of time which of those three numbers applies to you, you can lose the offer by coming in too high or too low. |
|
You can also leave money on the table if you're too low
or within the range, so usually the best strategy is to
let them go first. That way, you know you have an offer,
and you have a solid base to negotiate from.
Exception:
If you have the job LOCKED UP, then sometimes going
first with a high number can act as a magnet and pull
their offer up higher.
Exception:
Also, this rule does NOT apply to conversations with a
headhunter. You score "Honesty Points" with
3rd party recruiters for disclosing all accurately. Try
to get their estimate of your market, first, though, so
you know where you stand; then fill them in on your
salary history and expectations.
--MORE ON THIS TOPIC: Recruiters are discussed in
Chapter 8, special situations.
Real
Life Example:
Rule #2
|
|
3. Salary-Making Rule #3: Silence
Quiz: What is a 4-letter word, that has no vowels, you won’t find in the dictionary, and which will make you money every time you use it with negotiating precision?
Give up? I love this technique for Salary-Making Rule #3: A single word that buys 30 seconds of silence. Thirty second pause really amps up the pressure on employers to offer you more.
|
|
Many of my clients have said this is the one technique that has made them the maximum amount of money with the minimum amount of effort. All you need to do is shut up – not too hard, eh? It takes more than a short paragraph to explain this move. I wrote it up in an article.
The move is called “The Flinch.” If you're interested I'd be happy to share the entire article I've prepared with you on rule #3. Simply put your information into the form below, click submit, and the auto responder will send it to you straight
away.
--MORE ON THIS TOPIC:
about the Flinch, submit this form.
Real
Life Example: Rule #3
|
|
To get
the 4-letter word article and evaluation from
Jack fill out and submit this form
|
|
|
|
4. Salary-Making Rule #4:
Give A Researched Response
Once the employer has suggested the salary range and you've said your four-letter word, it's time to counter the offer with your researched response: what you think you’re worth and why.
|
|
The formula to figure out your market value like this: your Objectively Researched Value, added to your Individual Value, enhanced by the “Risk Factor” dollars equals your Market Value.
Your "Market Value" = ORV$ + IV$ + Rf$.
To do your own calculations you’ll begin with the ORV$. The best resources I've found for this are Payscale.com, Salary.com, CareerJournal.com, and Jobstar.org.
At this point of your negotiations, if you’ve followed rules1, 2, and 3, you should be firmly established in the driver’s seat. Now you want to make the best case possible for the best compensation possible. Consult the sites above. Make sure you have high quality ammunition to back up your response.
Once you know what your employer would have to pay
anybody, use that as the foundation. [ORV$] Then look to find out what’s special about you [IV$] that warrants pay above and beyond average. •special talents, •relevant business connections, •specialized experience, •inventive ideas, •etc.
Finally, if you can’t get your desired compensation all in up front salary, try taking a risk [Rf$] on things like •retroactive increase, •in-kind extras, •bonuses, •stock options, •profit sharing, etc.
--MORE ON THIS TOPIC: See chapter 5 for a full treatment of the formula.
--MORE ON THIS TOPIC: Read this real life example…
Real
Life Example: Rule #4
|
|
|
5. Salary-Making Rule #5:
Clinch the Deal and Deal Some More
When you have a deal, don't say "yes," yet. On the other hand, don't say, "Maybe." Give a "conditional yes," with enthusiasm! Enthusiasm is what the interviewer wants to see and hear.
|
|
Your goal at this point is give yourself time to think it over, time to make sure you haven't forgotten or overlooked something, but you don’t want the employer to think you’re not excited.
Here’s a starter list of possible benefits and perks. They can add thousands of dollars to your paycheck in cash and in kind. Medical, dental, life, disability insurance; wellness days; profit sharing; training; deferred compensation, tuition reimbursement; lots of others. Relocation benefits have about 10 components so if that’s in the cards, check it out thoroughly.
--MORE ON THIS TOPIC: See chapter 7 for a list of 51 perks and benefits.
--MORE ON THIS TOPIC: read this following example, too.
Real
Life Example: Rule #5
MORE TIPS, STRATEGIES, AND TOOLS…
and a (hopefully) irresistible “virtually free coaching” offer.
In addition to these five universal Salary-Making rules, above, there are many spins and variations in applying the rules. Click on the SPIN/VARIATIONS button in the sidebar [on the left] on this home page to find ones applicable to you. Even more SPIN/VARIATIONS can be found in the book,
Negotiating Your Salary, How to Make $1000 a Minute, of course. Many of them will apply to you. To get your copy of the book, simply click on “Get the Book” in the navigation bar at the top of this page.
The most beneficial step I can recommend, if you are going to be negotiating your salary in the next few weeks, is to let me take a quick look at your situation and recommend what I think would work best. I'm more than happy to talk with you by phone for a few minutes and suggest what I believe is your next best step. SEE “COACHING” below.
COACHING
May I speak candidly to you?
You will probably profit from coaching; almost everyone does.
You don't have to figure out how to conduct your negotiations all by yourself. My staff and I are here to help you make more money. We can help practically anyone -- including you -- put more cash in their compensation, and the best part is ... the coaching is “virtually free.” How is that? It pays for itself; what I mean by “free” is, for every dime you invest in coaching you'll likely get a dime to a dollar back.
That’s a 100% - 1,000% return on investment. How can I be so sure? Well… First of all, I've been doing salary-coaching for 20 years! Besides knowing every nook and cranny, every twist and turn, every move employers make and your counter move, I’m able to help you see your own value. [Listen to Cheryl’s story in the audio side bar.] Secondly…
LITTLE KNOWN 90% SURE-FIRE BENEFIT
Secondly, I also have a special little known side benefit you can ask for. 90% of the time, a company will give it to you, and, depending on your level, it's worth $250 - $1,000 and more. That’s a relatively small sum, I know, but it makes my coaching practically free with just that one move. It's a benefit you'll probably not think of on your own, and its value is as good as cash in the bank.
And the timing must be exact. You’ll find that sure-fire benefit, and other salary-boosting information in the Special Report:
"Money still to be made even
after you've accepted the job". (This Special Report is now included in the book package you’ll find by clicking on “get the book” in the nav bar.)"
I’D BE GLAD TO TELL YOU THAT LITTLE KNOWN BENEFIT
…IF WE CAN FIND A TIME TO TALK. – Fill out the box below.
The best way I can help you to a bigger compensation package is to talk to you. Simply fill out the form, below, and let me take a quick look at your situation. If I think I can help you get more money, I'll connect with you as soon as I can to see if you want my help. Either way, I'll tell you the little known benefit!
I love my work because... Everyone I talk to makes money.
--You make more money,
--I make money,
--And (this is amazing) even the employer makes money because they know they've
got a satisfied employee who will give their best because they're paid that way.
--MORE ON THIS TOPIC: Get the book.
--MORE ON THIS TOPIC: Read the scenarios on the “SPIN/VARIATIONS” pages (button on side bar).
Here’s a summary of the BASICS:
Rule #1 Postpone until the right time… Postpone until there’s an offer.
Rule #2 Who should go first? Generally you go first; some exceptions.
Rule #3 Blurt out a four-letter word. “Hmmm,” will always add something.
Rule #4 Reply with your calculated Market Value. Follow formula.
Rule #5 Clinch the deal… Deal Some More. Ask for all the benefits and perks
May you live long and prosper! |
|
|
|
