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(knocking) (bell ringing) - Come on in! (upbeat music) Salary Negotiation, phew. You did it, you've just landed your dream job after so many phone calls, hundreds of resumes submitted, dozens of interviews and finally, you got the job. And now you need to negotiate your salary. Maybe you are a little bit scared, little bit afraid, little bit intimidated. Or maybe you've been with the company for some time now for a few years, and now you want to go in and talk to your employer about a higher pay, a higher salary. What do you do? You see most of the information out there is sharing with you how do you negotiate salary, is coming from an employer perspective. Today I'm going to do something very different. I'm going to share with you coming from a CEO perspective how do you negotiate salary? How do you talk to a CEO, how do you convince a CEO?
How do you read their mind? You see, the problem with most employees is, they either ask for a salary increase too soon meaning they have not established a track record, a performance record, what they have done, too early. You see you don't get higher pay because you demand it. You get higher pay because you deserve it. Or they ask for it too late, meaning they have been with a company three, four, five, six, seven years but very little increase in pay. So you don't want to do it too early, you don't want to do it too late. You see as the creator of High-Ticket Closer program, it's one of the programs I teach to people around the world, teaching people the art of closing. How to get people to say yes more often to you. I'm gonna take some of those ideas and I'm gonna teach you how do you actually close your CEO. How do you close your supervisor. How do you close your employer to give you higher pay. Salary negotiation tip number one,
do not try to negotiate salary increase in text or in email. You see most employees, they're afraid, they're afraid to sit down face to face or get on the phone with your employer, talk about your pay increase, because they lack confidence, they lack self-esteem. You don't want to do that, because when you ask for salary when you're negotiating salary, when you do it through an email it's very easy to communicate the wrong way. It's very easy to come across too aggressive. Maybe that's not your intent, but reading, you cannot communicate your tone, your emotions. So do your very best, if you could, do it face to face or do it through a telephone. Now you've got all the tools working for you instead of working against you. You can use your emotions, you can use your tonality, you can use your body language to communicate. Eye contact, to demonstrate, to show your confidence, you need to be confident when you are going
into a salary negotiation. So don't be afraid. You wanna practice ahead of the time. Right? To practice multiple times. Maybe with your friends, maybe with your coworkers, your family members. You practiced that ahead of the time. And when you go in there, you've done it dozens and dozens of times. You're ready, whatever objections that you may face, you're ready to go. - I'd like to report a boom, yes. For HTC, I would like to thank everybody for your support, Mr. Dan Lok for the knowledge, Desmond, Tina, all the team and of course to family without you this wouldn't be possible. - My name is Santino Carangi and I am here to celebrate my first three booms of being a High Ticket Closer. So thankful for this course, not only does it give you a high ticket skill or a high income skill, what Sifu teaches you is for life. I am so excited, you guys can do it, keep up the training, keep up the hard work,
believe in yourself, kick lower self in the balls, okay. This is your life, go kill it. We are in this for life; HTC for life baby. Season nine fam signing out, best of luck to you. We got a billion sales, let's crank it to two billion baby, come on, you are closer than you think. - Salary negotiation tip number two; come to the meeting with facts and not feelings. You see, most employees they make this mistake, they come to the meeting, sitting down with the manager or CEO and they say something like this; well I feel like I have been around a long time, I feel like I've been contributing, that I feel like I've been working hard, and then, I feel like I deserve more pay. That does not work, because that's feeling. Well, we don't care how you feel, you gotta come to the meeting with facts. What have you done? You should do your research ahead of time. What are some of the contributions you've made to the company? So when you sit down with your employer, you're not just talking about feelings,
you're presenting, kind of almost like a case, like a lawyer, and let's say hypothetically you are a social media manager. You manage the company's social media account. You go to the CEO with facts and say okay since my employment here, here's what I've done. I have grown the company's Instagram account by 527% since I was here. Here are the things that I've done. The Facebook page, using my social media strategies and my contribution this is what, how much money I have made the company, how much money I've saved the company. Now the CEO may or may not know these things, so when you present a case, now you're speaking from facts. You are demonstrating, look these are the contributions that I have made to the company in the last one year, two years, things like that. Or, if this is a brand new job it is exactly the same thing. Now you're presenting what are some of the things that you could do. Right, what are some of the things that your employer, new employer, could expect from you. You are going in instead of well, I guess it depends
on what you want me to do and I'll do my best to do it, no, you're saying these are things that I think we could do. This is my plan. This is how I'm planning to make the company more money, this is my plan to generate more revenue, this is my plan to bring in more customers, this is my plan how I could make things better. You see the difference. So come to the meeting with facts and not feelings. Salary negotiation tip number three, Ask questions, don't make statements. During a negotiation you don't just want to keep making statements. Because it will sound like and feel like you are justifying. You're saying, oh, here's what I've done, and here are the things, and here's what's going on, and all those are good, you're presenting your case, but you always want to be asking questions. One of the things I teach all my students, all the professionals that I mentor, is this; Whoever asks the questions, controls the conversation. So you wanna be asking leading questions, discovery questions, probing questions, you're asking your employer, by getting more information, by kinda gauging how they're feeling
about the different requests that you might have. Instead of just making a statement and then it's very easy to turn in to an argument or some kind of conflict when you're just throwing statements out there. But when you're asking questions it would feel much more like a collaboration effort; that we're on the same page, right. As employee employer we're on the same page, how could we make this work? So, ask questions, don't make statements. Salary negotiation tip number four and that is set the agenda. Don't be afraid to set the agenda. What that means is, where is this gonna go, what is the purpose of this meeting, what is the outcome, what are we trying to accomplish? As the employee you wanna set the agenda, set the tone, right. What are we trying to accomplish here? What is the outcome we want from this meeting? So you could say something like this, I'm gonna give you a little script; Mr. Employer, you know I'm very excited to be joining your company, I'm truly excited about this opportunity, and I look forward, very much look forward to working alongside with your amazing team.
Do you mind if we talk about compensation for a second? See how I ask a question? Oh, not a problem, shoot. Talk about compensation. You see, Mr. Employer, based on my research, for someone with highers, with my background and credentials and my skill sets, the market rate is X-amount of dollars, this much per year. How do you feel about that? You see how I'm asking a question, how do you feel about that? Would you be comfortable with that? And then right from there the CEO, the employer, will say well, you know what, yeah that's kinda what I'm thinking, as well. Or they might say that's a little bit more, that's a little bit higher than what we have budgeted for. But then you're not guessing, you're not afraid to say hey this is what the market rate is, this is what industry rate is, how do you feel about that? That's it. You set the agenda. And you go from there. Salary negotiation tip number five, and that is don't be needy. Needy is creepy. You don't wanna sit down, face to face with your employer, and be all needy about what you want.
That is a big turn off. So do not use words like, oh I want, or I need, I see this a lot. Your job pays you $50,000 a year, and you actually wanna make $55,000 dollars a year. So there's a five thousand dollar gap. Instead of saying oh, I need another $5,000 a year for my position, right. Or I want big vacation pay, I want overtime, or I need this and I need that, it's a big turn off for the employer. Nobody gives a shit what you need, right. What you wanna do is you want to ask questions with finesse. Be on the same page. A much more powerful thing you could say is, I would be more comfortable with. You see the difference, I want this, I would be more comfortable with. So example. Let's say the job you want $55,000 and the job pays $50,000. First of all you could say well, is there any flexibility with that? Is there any flexibility with that? See how powerful that question is? And then you could say that, you know I would be, I would be more comfortable with 55K a year. Would you be comfortable with that? How do you feel about that? Do you hear the difference?
Don't be needy and you wanna be neutral, right. When you're in negotiation you wanna be neutral. Neutral, you are friendly but you're firm, you're not attached. The key thing is here, not to be attached. You just, hey, you know what, I'd love to work here, I would love to contribute, just how can we make this work? Don't be needy. Salary negotiation tip number six, and that is become more valuable. You see most employees, they want more pay without becoming more, without adding more value. They think just by working more hours that's more value. Well for certain jobs, like lower-level entry jobs, that might be the case, but for certain higher-level jobs, you're not getting paid based on hours, you're getting paid based on results. What you bring to the company, what you bring to the organization. So, as an employee you wanna find ways to always upgrade your skills. How to become more valuable, what can you bring more to the table. Now some CEOs, they're just assholes, I'm talking about CEOs who are true visionaries, who are true leaders. If you sit down and talk to most of them
the way that I know them, they cannot wait, they have no hesitation to pay more to competent high performance employees. Because good people are hard to find, right. And as a CEO we look for return, we call that return on human capital. If I'm spending a dollar on this employee, how much is this employee bringing in for the company? If I'm spending a dollar I'm getting a 10 dollar return in revenue, you would do that all day long. As a CEO I would do that all day long, it's never a problem. And it doesn't matter, I'm not just talking about you are in position in sales or marketing, in support, admin, operation, PR, research and development, it doesn't matter, every single person, to me, within my organization, every single person's in sales. Every single person is responsible for generating revenue. Doesn't matter what it is. Doesn't matter video production, doesn't matter social media, doesn't matter it's operation, doesn't matter, it doesn't matter. Every single person's job is to generate revenue.
Now sometimes you can generate revenue by bringing in more revenue, sometimes you generate revenue by saving money by not being cheap; but eliminating waste. That's another way to do it, so you need to find ways to become more valuable. One of the mistakes that I see a lot of employees make is they approach this scenario with oh I've been here for five years, I've been here for three years, it doesn't matter. It's not the point. Years don't equal results. Just because you've been here for a few years it doesn't mean a whole lot. On the other hand a new person could come in, if that person could bring a lot of value to the company, could generate more revenue, that person would get compensated according to that. So you need to become very, very valuable within the company. Now if you're not so sure, sometimes you could ask the CEO, what can I do to bring more value to the company, what can I do? You'll be shocked how many times people do not talk to the supervisor, manager, right. The CEO, what can I do to bring more value? They just, they guess, they hope, and they wonder why they do certain things and they don't feel that they're being appreciated, because you're doing things that may not matter
to the CEO, right. And I'm not talking about being a suck-up, I'm not talking about kissing ass, I'm talking about becoming more valuable, being more effective, right. Being able to perform better. Being able to do that, and then be very clear what the CEO wants. Be very clear what his vision is and how can you solve problems for him or her. Better yet, how do you solve problems for him or her ahead of the time, before even the problem comes up. You do that then you don't just become valuable, you become invaluable to the company. When you become invaluable to a company, I promise you, pay's not an issue. Salary negotiation tip number seven, and that is painting a picture in the CEO's mind. In your employers' mind. Let's say you're sitting down, you're now negotiating, and you're getting a no. The boss, the CEO is saying to you well, I don't think this is the right time for you to get the pay increase. Now instead of looking all defeated and say oh yeah, you know, like, you know, you didn't get the pay that you want,
turn that in to a question. Ask, you know, you need to sell the employer. What, what is gonna happen. You can't just deserve and say oh I want more, remember don't be needy, what would happen, what would be, what would be his or her expectations. So I'm gonna role play a little bit with you, okay, just a scenario. So let's say you get a no. What you wanna say is something like this, Mr. Employer, my goal, my vision for this company here, for this organization is, I want to be your most valuable team member. I want to be your most valuable employee. That my goal is not to be an expense for the company. I want to be a revenue generator. I want you know that whatever you pay me I'm gonna make the company five, 10, 20 times in return. I'm here to contribute. I'm not here to mess around, right. This is not a job for me, this is a career. So, Mr. Employer, help me to understand. Right now I'm making $50,000 a year, and my goal, my goal is to get to $60,000 a year, or $70,000 a year. Maybe not immediately, maybe there's a plan.
Can you teach me, can you coach me, can you show me, can you tell me what would it take for me to earn $70,000 a year. What would be your expectations? And see the minute you say that, now, the CEO is thinking, wow, I have got, I have an ambitious person here, who's hungry for success, who is not just asking because, demanding pay, but it's like okay, so how can I help this person become more successful? How can I help this person to earn the money that he or she wants to earn? Now we are brainstorming. And then now the CEO will tell you, well, you know what, I would expect these things to happen. I would expect these milestones. I would expect these KPIs. And then you say well you know what, Mr. Employer, let's just pretend, suppose I could do this and this and this and this and this and this, everything there you've laid out. So you would be comfortable paying me $70,000 a year if I could do all of that for you, is that what I'm hearing from you. And he'll say yeah absolutely, boom, right there,
you've gotten the commitment. Maybe not right now, maybe not right now 'cause you still gotta do these things, right, then all you need to do is ask one simple closing question; Mr. Employer, let's pretend I could do all these things, and I'm gonna prove to you I could do all of those and more and exceed your expectations, would you be open to revisit this 90 days from now? Now I can book a time with you and sit down and we can, we can talk about this again. Now what are they gonna say? They'll say absolutely, of course. Right there, you've planted a seed. Okay, you're gonna do these things. And what is gonna happen? By the time you sit down you do the same thing again, right. Now even when you get to, now you say from 50K now you're at 60K, hypothetically, you ask how do you get 70K, how do you get 80 K, how do you get 100K. Then the CEO is helping you to becoming more successful. What would it take. If you're working for a growing, a high-growth company, the opportunities are limitless. The sky's the limit. There's never lack of opportunities. It's all it takes is your willingness, your ambition, your skills, willing to go that extra mile,
willing to go all in, not to be just a typical, employee mentality but to be a team member, to be a high performance individual. Solving problems before that problem comes up. You do that, you don't need to ask, I could tell you, all the techniques, all that is good, you don't need to ask for higher pay. If the CEO is truly a good leader the CEO will give you a higher pay. Because you don't need to ask for it. Everybody knows who is high performance or not. So those are the seven tips on how to negotiate a higher salary. Now if you want to learn more about negotiation, and closing, and how do you ask these powerful questions to get more people to say yes more often to you, I recommend you to click the link below and check out my four part training series. There's no cost to it. If you want to learn a little bit more, how closing works, how negotiation works, check it out.
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