This percentage slip shows
that my additional pay was all used for additional expenses. I have been
unable to increase my savings. I really have been paid only for the same
kind of services I was able to render when you employed me. Now I know
how to do all these additional things." She pointed to the list typed on
the second sheet of paper. "In effect, I haven't been paid anything for
them, you see. I am sure you have not appreciated the difference between
the increased service I have rendered, and the buying power of the
raises you have meant to give me but which have all gone to some one
else. Please study these lists. I believe you will feel that I am
earning a larger salary and really am worth more to you than two years
ago."
Her "different" approach gained the secretary not only an immediate
increase of fifty per cent in her salary; but five hundred dollars back
pay that her fair-minded employer was convinced she should have
received.
Such an approach commands the respect of the prospect.
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