When you’re out meeting new people, so many conversations lead to asking what the other person does for work. To bring some new life into your chat, don’t ask them what they do for a living, ask them how they do it.
When you ask someone what their job is, the conversation doesn’t have many places to go. You either know all about it, or you nod your head and say something like, “oh, cool.” To keep things interesting, Ross McCammon, the author of Works Well With Others, suggests you get them discussing the details of their actual work:
People love talking about what they actually do for a living. Not their jobs but their work… It’s amazing just how much time we spend doing our jobs, right? There’s so much technical stuff — even if you don’t have a technical job, there are so many little technical things that even your partner or spouse might not know about, just these little triumphs or bursts of creativity, or failures, mistakes, that go into a single workday. And I’m kind of obsessed with those small things, those little mistakes.
Everyone has those little triumphs and failures, and people get excited when they can share them. Maybe they’ll get to finally show off something they did, or even just vent about an unseen aspect of their work. This trick can even save the day from an awkward silence. Show interest in the little technical things and big things will happen in your conversation.
The topic of money appears to be very scary for those who most need to bring up the topic. This group would include sales professionals and entrepreneurs.
It is critical to become comfortable with the subject, because otherwise you may well kill the sale. The reason is people begin to think the following of you:
* You don’t believe what you are selling is worth the cost
* You are hiding something making you appear as untrustworthy
* Professionalism isn’t apparent so another supplier is sought
There are ways to prepare in order to make the topic more comfortable. When you are able to speak about cost and budget comfortably, you will see a gradual and then dramatic increase in revenue.
Asking for Money the Easy Way
1. Buy first to Sell Better
As you are being sold to from beginning to end, be keenly observant. See how you are approached, the way in which your interest increases, and how you are asked what your budget might be. Then make note of the additional questions asked of you, the way in which you are encouraged to select your preferred item, and how the money topic is initiated.
As you observe, you will appreciate some vendors while wanting to run away from others. Great lessons are learned in both situations. Be certain to take it all in.
2. Mirror Speaking
Take the time to practice speaking in front of a mirror. Tell your image two minute stories of your past experience such as why you chose your job or entrepreneurial endeavor. Then ask your image, “Do I sound like the type of person you would like to work with?”
Your image should reply with a smile, and you say, “Great, I’m only asking for 100,000.” Keep repeating this exercise until it becomes comfortable to ask for a realistic amount in upcoming meetings.
3. Negotiate Cars
Car dealerships are the best places to practice your newfound skill. One day you may actually want a car, so you can legitimately say you are doing your homework to learn which model will fit in with your image plus your budget. On this note, it will be fun seeing what is presented to you and comparing how you do as you move from dealership to dealership. You just might wind up with a great deal on a car!
When in conversation with friends and peers, someone will invariably be talking about a purchase. Innocently ask, “What’s your budget?” Friends and peers may be surprised but will usually gladly share.
Asking for a budget should be asked of clientele early in the conversation. This is the one question that eliminates wasted time and reveals whether your prospective client is a good match.
Associated with the topic of money is the subject of value. What benefits will your client see by making the purchase from you? Whether you offer the least or the most expensive price for your service, there has to be benefits to be gained upon making the purchase.
By gaining thorough understanding of your client’s business and intended usage, you will be positioned well to speak to their specific needs. This is how value is held and sales are made.
Becoming comfortable with the topic of money will help you build a trustworthy personal brand and lead you to the Smooth Sale!