The two ads read exactly the same with the exception of the salary. One ad posted a salary of $60,000 and one a salary of $260,000. The results? One ad had seven applicants and one had over sixty applicants. Guess which one had which? No doubt you guessed correctly. The ad with the salary of $60,000 had over sixty applicants and the $260,000 ad had only seven.
David Sandler would shock his audiences when he said, “You’re making exactly what you believe you’re worth.” The audiences would respond vehemently that he was wrong! They weren’t being paid a fraction of what they were worth!
He would continue by asking, “If you were to lose your job, in what salary range would you begin looking for a new job?” The audience had to admit that it would probably be in the range of where their current salary was.
A leader knows that what someone is paid is a conceptual decision rather than a factual decision based on their actual worth. Consequently we have less competent people being paid in the millions of dollars and more competent people being paid in the tens of thousands of dollars.
Consequently, back to the ad. Fewer people believed they were worth $260,000 than believed they were worth $60,000. A wise leader understands that and has removed the false beliefs that would prevent him/her from applying for the $260,000 position.
Categories: Competitive Style
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