According to John Warrillow—the Founder of The Value Builder System™—the happiest entrepreneurs are ones that have more pull factors than push factors. What does that mean? Push and pull factors Pull factors are things that you’re excited to do—write a book, run a marathon, travel, etc. Push factors are things that stress you out within your business. It could be government regulations, employees, angry customers, and more. You need to ensure that your pull factors…
Why the “Why” is Important to Demonstrate in a Negotiation
If you’re trying to convince someone you’re intrinsically and financially worth more, how do you do it? How do you negotiate a raise or a promotion? Sara Laschever—a negotiation coach and author—emphasizes that you have to prove why you deserve a raise. Demonstrate why you’re worth more Sara is adamant that you can’t go into a negotiation and say, “I’m worth more.” Instead, go in and say, “If you give me what I want, it…
Pretexting: How to Nail Your Negotiation Approach
Chris Hadnagy is brilliant. He is a master of the tactics and strategies required to persuade and influence. He shared a hypothetical in a recent episode of Negotiations Ninja. Base your pretext on the end goal Let’s say you’re about to enter a negotiation for a contract with a vendor. You know you’re up against other great vendors. The other problem? You know the other vendors are priced a little cheaper than you. Your initial thought…
How to Build Leverage into Your Salary Negotiation
Victoria Pynchon is the founder and chief negotiator at “She Negotiates,” a consulting company that has helped hundreds of women negotiate to make more money. Victoria helps her clients prepare a written strategic plan. Her strategic plan starts with market value. Why? Because most people don’t come to her before the interview. They have to ascertain a company’s interests during the negotiation process. She always starts with: What’s your market value? What’s the objective data…
How to Employ Cialdini’s Principles of Influence at the Right Time
Too many people start a sales conversation with scarcity instead of starting with the principle of liking or creating social proof. Should there be timing around some of the principles? In Brian Ahearn’s book, “Persuasive Selling for Relationship Driven Insurance Agents,” he looks at the sales process. He covers which principles are most effective at each point of the sales process. So what could—or should—you start with? Authority, likability, and social proof When you are…