Establish Value

A good salesperson asks for the sale after value has been established. As the consumer, you will part with your money for a fair trade.

When you ask for something you are like a salesperson. You have to establish value equal to what you hope to get in return in order to set up a fair deal. Your deal may not involve money, per se, but will include something the other person wants. It could be a ride to the mall, a hug, or a favor to be cashed in at a later date. Different people want different things. Don’t assume that what is important to you is equally important to someone else.

Too often, we think about what we want, but not what we have to give in return. You may have to dig around a little to find the right value. If you sense a good balance between what you want and what you are prepared to give, then make your request. Give the other person a reason why they should say “yes” before you “ask” for the sale.

Author/speaker Janet F. Williams is a high-end sales professional, sales trainer and coach for personal and professional development. She speaks on topics contained in her award-winning book “You Don’t Ask, You Don’t Get” to businesses, networking groups, non-profits, book clubs and more. For more information or to buy the book, please visit: www.JanetFWilliams.com and www.GoodDayMedia.com.