Dara Ladjevardian shows how to get someone to reveal their income without asking directly. Ask about sales volume, deal size, and commission in sequence, and they'll do the math themselves.
One of the tough things to get out of people is their actual income. So a lot of people will ask, okay, and so, you know, how much money do you make? One of the ways that I like to do is I like to ask it out of order and relatively quickly. So if I'm talking to a salesperson, for example, like, you might be watching this, I'd go, okay, cool. And just so I can understand, like, how many deals do you think that you'd want to be closing in a month? So you want to be closing about 20. Okay. And just so I can see, like, how many do you close now? 10. Okay, cool. So you have a gap about 10. And what's your average sort of sale value? Oh, it's around five grand. Okay, cool. And how much commission do you get per sale? About 10%. Okay, cool. And so right now you're doing 10 sales a month? That's correct, yes. Cool. At an average of $500 per sale suites, you make $5,000 a month? Yes. And you'd like to get to 10. So I was able to kind of build a gap in a somewhat logical sequence, but it's happening quickly. So therefore, the person doesn't kind of feel like I'm fishing for that information. So I've done it in kind of a roundabout way using numbers, and that's a really easy way that you can get that.
