Today, a story about how a salesman sold me thousands of dollars worth of clothes I wasn’t going to buy.
As you read this, try to spot the differences between an average salesman and this top-performing salesman.
A couple months ago, I got an email from a sales guy at a clothing store I’ve bought from before. (I don’t buy clothes that often, but once in a while I’ll do a year’s worth of shopping, and I must have filled in my email address while checking out.) He said, “Hey Ramit, it’s ____ from ____. We’re having a 40% off sale starting next week, but if you come in this week, I can put aside the clothes so you get first crack.”
Sounds good, I thought. So I scheduled some time and wandered in on a Friday around 2pm. This is my life. Blogging and shopping for clothes on a Friday afternoon. I would be an incredible trophy wife.
I was running early and the guy wasn’t there yet, so I walked around the store and picked up a couple clothes. Nothing was really working out. I was getting ready to leave when the guy walked in. “Hey man,” he said. “What’s up?”
I told him I was just about to leave, so he said, let me show you some of the stuff we have. He then walked around THE SAME STORE I HAD WALKED AROUND, found a bunch of pieces, and showed me how to combine them in a way I would have never thought of.
I ended up buying thousands of dollars of clothes that day.
Now, let’s analyze what happened.
He deeply understood his audience. The customers who shop here are not primarily concerned by price. They’re looking for a high level of service and clothes that are perfect “for them.” Getting a personal email from their guy at the store to invite them into a sale before anyone else? For the target audience, that is the definition of service.
He was extremely good at his job. He saw patterns that I did not. He wasn’t ever pushy. And he offered to help me get the clothes tailored in my timeline (service). Notice that most people think that being good at their job is enough. It is not.
He made me happy to pay. I love hearing from people who think that persuading people always involves deception, like this person who emailed me 2 days ago:
“Ramit, I do not want to read a half hour American-style infomerial before I get to your point. Christ!
Get to the fucking point at the start, dont lead me on a tour through your childhood first.
1. you grab me with the intro so I click on the link
2. there’s an unending page of infomercials (plural)
Please dont waste my time with sales. Hire a copy editor.”
Look at that last line: “Please don’t waste my time with sales.” Her invisible script is: “Anyone selling something is bad.”
Wrong, wrong, wrong. This invisible script assumes that the person being sold to is some naiive person who has no agency. Look, I’m not some doe-eyed 8-year-old. I know how persuasion works in the sales process. You think I’m going to get “cheated” out of my money? In fact, once he showed me value — I got first crack at the merchandise, 40% off, and new clothes that I needed — I was delighted to pay.
When you understand these principles — deeply understand these principles — you can use them to secure your Dream Job…and people will be HAPPY to hire you. They’ll be happy to pay you more. Even if they know the exact techniques you are using, they’ll be powerless to stop you. And there’s no reason they would, anyway, because you are taking a 100% ethical approach — just like my sales guy at the store.
LET ME REPEAT IT AGAIN FOR SCAMMY MORONS THAT SOMETIMES SLIP ONTO THIS SITE TO USE MY STUFF FOR NEFARIOUS PURPOSES. IF YOU USE THIS TO TRY TO SCAM SOMEONE AND I FIND OUT, I WILL CREATE A PAGE CALLED IWILLTEACHYOUTOBERICH.COM/IDIOTS AND I WILL LIST YOUR FULL NAME THERE. Trust me, it will happen.
Now, I know this works because some of my own staff have used random Dream Job techniques “against” me, and they worked. And I created the Dream Job system!
Now, I get to teach the system to you.
Introducing Competence Triggers
In the hundreds of comments about the lies we’ve been told, one of the code words was BETRAYAL. We feel betrayed because we were told if we study hard and get a good job, we’ll be successful.
But let’s deconstruct that. What does get a good job mean? Part of getting a good job is becoming good at what you do. But typically, that’s where the advice stops. Most people genuinely believe that “being good” is enough. But in a world where there are millions of other good people, you can’t just be good — you have to stand out. Think about it: There are thousands and thousands of “good” salespeople in NYC. How come this guy made a fat commission off me? Yes, he’s good at picking out outfits (like 5,000,000 other people in NYC). And yes, he’s a nice guy. But there’s something else.
He made it because he is a master of what I call Competence Triggers — the signals that show you are a top performer. Take a look.
Let me explain carefully so I don’t get morons accusing me of teaching how to trick people.
Competence Triggers are not a trick to hide your deficiencies. Of course you have to be good at your craft. If we took the typical illiterate blog reader and simply decided to copy the guy’s tactics — sending an email, inviting in someone early, etc — it might work for a few minutes. But if he wasn’t good at his job, he would quickly be discovered.
If you try to put lipstick on a pig, you will be discovered. (Interestingly, the more advanced you are, the quicker any deception will be discovered, because you’re competing with increasingly smart people).
But Competence Triggers signal that you are potentially worthy of further investigation. Like my Craigslist Penis Effect, they show that unlike the unwashed masses, you are at least somewhat credible — and when used correctly, highly credible.
If you internalize these Competence Triggers, and the psychology behind them, you can get amazing results like this (check the timestamp on the first one):
Or this one:
Or Mel, from a recent comment:
“I actually used your negotiation tactic to negotiate a 25% raise and more responsibility within the first 90 days of my employment. Being a contractor at this company did not make it an easy task for me to get more money before I had been with them for a year.”
I’ll be teaching you the ins and outs of Competence Triggers, including the exact ones you can use in your Dream Job search. And best of all, my top students have internalized these triggers to be able to use them in social situations and relationships. They are truly one of the most versatile techniques you’ll learn on IWT.
*** Update: The 3 Week Book Camp is Closed ***
But here is something to help you in your Dream Job journey.
When you ask people what their biggest questions about finding a dream job are, you’ll find that most of them were HIGHLY UNSPECIFIC. If you ask a silly question like “How do I improve my resume?” expect a vague response back.
Asking the right questions is not sexy. But if you still think that “How do I write a cover letter?” is your major barrier to finding a dream job, you’re missing the entire game that’s being played around you.
I want to introduce you to that game today.
The Simple Guide to Finding a Job You Love
In this presentation, you’ll find material you won’t hear anywhere else, including:
- Where most of us waste our time on the job search
- The psychology of why we spend time on pointless job-hunt tasks
- Invisible Scripts that affect our behavior…without us even knowing
- The 3 most effective job hunting activities that will get 80% of the results in 20% of the time (and that most people don’t do at all).
When it comes to finding a dream job, most of us ask all the wrong questions. You could have the perfect resume, but if you’re submitting it through Monster.com, you’re still competing with thousands of other people with outstanding resumes.
- How can you shortcut the entire job hunt?
- How can you find out what you love — and then find jobs that let you do just that?
- And how do you get paid what you deserve?
300,000+ people read my blog and emails every month, looking for a richer life. Finding a job you love is a huge piece of any “rich” life. I want to help.
So instead of writing some vapid “Top 10″ blog post, I decided to go in-depth and share detailed strategies, mindsets, and stories about how to short-circuit the process that so many people waste time on. And like the rest of the material on IWT, it’s been tested, refined, and optimized before it ever saw the light of day.
Though this is premium material that I could charge for, I’m making it available to you free because I want you to start thinking about how to apply IWT principles to your search for a dream job. And I know you can find one — even in this economy — in the next few months. It’s eminently possible.
Now, get the full 46-minute video…I think you’ll enjoy it.