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COVER Article Seeing The Moving Carrot Sometime during one’s career, a person will experience “the moving carrot”. This occurs when you are promised a higher salary or job promotion by meeting certain goals. You achieve the goals set for you, but during your follow-up discussion, shortcomings are emphasized instead thereby preventing the raise or promotion. New requirements are then set forth with you in the same role as before, and nothing changes, hence the analogy of the moving carrot. • How do you detect this scenario sooner? • Are there techniques to avoid this scenario altogether? 6 Sales Techniques for moving your career forward and backup plan The truth is getting your idea across more frequently requires sales prowess. Colleagues contributed to Kelly Riggs free e-book, “One Piece of Advice” Preparation The moment you decide to remain at the company and advance your career, arrange to have a conversation with your manager. Prior to the meeting, reflect on your talent, education, and areas in which you receive numerous compliments. These are the topics to bring up in discussion as to why you might be the next best fit for the next level position. Specifics Upon hearing goals that need to be achieved, agree upon a completion timeline for each. Be certain nothing sounds unreasonable; and if it does discuss how to set an improved tone. At the end of the conversation, use the sales “buy-in” technique by asking, “Should I be able to accomplish this entire list, then do you agree I will have earned a promotion?” Check for non-committal; if it exists delve into the “why” and how to overcome. This is similar to a sales objection. You have to ask or you will never know. Timeline Include in your timeline, checkpoint dates to ensure you are on track. One more time ask, “Should I achieve all of these goals set today by the timeline agreed upon, then may I count on receiving the promotion and salary raise?” Cautionary Note Observation is key at this juncture. Observe the facial expressions, tone of voice and choice of vocabulary to discern whether there is hesitancy, lack of truth, or whether the conversation appears to be an honest dialogue. When dialed into it, your intuition is rarely wrong. Document Write a follow-up email listing everything discussed and agreed to. Create a file folder entitled “Promotion”. Every communication should be recorded so there may be no denial. Follow Up Well before your final appointment to meet with your manager, print out the set objectives with the agreed upon timeline. Also print your milestones and recognition achieved in the process. Compare the two lists. Organize and strategize presentation. “Close” With confidence, enter the meeting and lead the conversation by thanking the person for directing you toward your achievements. This creates another buy-in. Begin the serious discussion, one preset requirement at a time. Check for satisfaction and then mark that goal as complete. To increase confidence, read the insightful advice in Success in Beauty, a collaborate effort. It is intended for anyone wishing to make a difference in their life: Success in Beauty: the Secrets to Happiness and Fulfillment. Normally a proponent of not using the word “close”, because you want to open doors, in this case you might need to close a door but tactfully. You have to ask, “Did I meet and exceed your expectations of me?” and “May I count on the new position and salary raise within the month?” in your own vocabulary. It’s time to stop talking to hear the truthful answer. At the very least, you might have become more savvy at leading conversations, and will secure an improved job elsewhere. Plan B Preparation is key. In case of need, the following webinar teaches how to sell oneself on interviews to land your desired job: http:// youtu.be/i_VHTZh_bKk The best outcome is to have earned the new title. In the case of either promotion or a new job, you become closer to the Smooth Sale! SSE It’s time to take control By Elinor Stutz Elinor Stutz, CEO of Smooth Sale, delivers inspirational keynotes at conferences and authored two books: The International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and community service led to the writing of her second best-selling book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”. CEO World Magazine named Stutz as one of “The brightest sales minds to follow on Twitter” while Open View Labs designated her as a Top Sales Influencer. Email elinor@smoothsale.net Video Interactive Sales Strategies for Interviewing Video sales and service excellence essentials presented by HR.com | 03.2015 Submit your Articles 5


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