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: and

2 Responses to “Establish Value”

  1. June 23rd, 2009 at 4:19 am

    Wow, there was just an article in the newspaper exactly on this topic. And, quite frankly, I am seeing more and more articles, especially since the economy is in the toilet, about asking for what you want. It seems like such a simple concept, yet we have to be taught how to do it. Thank you for your timely advice. This blog should come in very handy and I look forward to seeing future tips. Keep up the good work!

  2. Janet F. Williams
    June 23rd, 2009 at 6:37 am

    Thanks for your thoughtful comment. Stay tuned – I’m just getting started. I hope to hear from you again.

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