“I got the job!” my ecstatic client screamed into the phone last week. I screamed in excitement while hitting the running man (that’s how I roll). I ask for all of the details: official title, start date, and the salary.
*Silence*
I stopped my running man and immediately thought, “You get in life what you have the courage to ask for,” wise words from Oprah. Luckily my client received her offer via voicemail so she hadn’t had the opportunity to discuss salary yet, but her silence told me she wasn’t looking forward to it.
“You get in life what you have the courage to ask for.”
I hear Oprah again.
The celebration of a well-deserved job offer was being tainted by fear. Fear of asking for what she deserved, fear of starting off on the wrong foot, fear of seeming ungrateful.
Another quote came to mind, this time from Joe Biden, “That’s malarkey!” Then Oprah’s voice echoed:
“You get in life what you have the courage to ask for.”
Here’s how:
- Know you’re their “why”. The obvious advice is to be prepared to back your argument with metrics, market research, whatever you need to make your case (why keeping score at work matters). The less obvious advice is to carefully think through the triggers of the person you’re speaking with. Build your case around their “why”, not yours.
- Understand what the other person is saying; further your understanding by asking for details and specifics. Doing so will help you get to the heart of the objection which is often deeper than the words that are being spoken.
- Have a point of no return; be willing to walk away. Know what you’re willing to bend on and what you’re not. Don’t be so stuck on ‘winning’ that you overpay in time, money, self-respect, or a combination of the three.
Still nervous? Pretend that you’re asking for someone you care about, someone that really deserves it. That person just so happens to be you. Remember, you’re not on sale or for sale, don’t let anyone tell you any differently.
Greatness awaits,
Ashley
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