A CEO told me a story about a salesperson who asked for a raise. She asked the salesperson, "Why do you deserve a raise?"

"Because I made less this year than I did last year," explained the salesperson.

"That's because you sold less this year than you did last year," said the CEO.

"I know. And I want you to make it up to me," said the salesperson.

This salesperson is no longer working for this organization.

So how and when should a salesperson ask for a raise? Understanding your boss's point of view will help you position your raise as a good thing for the company, instead of a good thing for you. Here are seven points to consider before negotiating a better deal:

1. Make Sure You Have Clout.

The salesperson in the example above didn't have clout. Coming off a bad year or quarter is the wrong time to test your value. With clout, you could find yourself with a better offer from the company or on the free agent market.

A better offer from another firm validates your claim that you're worth more to the company you're working for. If your boss wants to keep you, you have the clout to establish the parameters of your raise. However, if you use the "here's-what-I'm-worth-to-another-company" ploy, you have to be willing to leave.

2. Watch Your Timing.

Don't even think about asking for a raise until you've been there a year or more. Your value to the company increases when you have some customer relationships that you can leverage for increased sales and referrals.

3. Ask for Small Increases in Your Base Salary Based on Inflation.

If it's been a while since your base pay was adjusted, this ploy might work. However, the trend today is for lower bases and increased incentives. This lets companies reduce fixed expenses while rewarding you for meeting company expectations.

4. Be Willing to Take an Expanded Role in the Company.

You have both a job and a role as a salesperson. Your job is to sell and make your quota. Your role is to mentor that new salesperson and be part of the team.

Your role means supporting your boss in sales meetings, not rolling your eyes and sighing when the new demands come down from corporate, and not promising clients things that your production people can't deliver. Bosses bend over backwards to keep salespeople with good attitudes and look for excuses to fire the malcontents.

5. Negotiate for Perks That Don't Cost the Company More Taxes and Benefits.

Companies don't have to pay workers' compensation and FICA on an extra week of vacation, a trip or increased car or cell phone allowances. It's income to you, but not as costly in cash outlay as a raise.

6. Ask for Extra Incentives After You've Made Your Quota.

That's the easiest thing for your boss to give you. Imagine getting an additional 10 percent, or even 20 percent, on everything you sell once you've made your commission. This works, because your boss has to deliver a number to his boss. Once you help deliver that number, you've got more clout and people want you to stay.

7. Make It a Winning Situation for You and Your Boss.

In the scenario in the beginning of this article, the only winner would have been the salesperson. The boss didn't get increased performance. Show that you're willing to take on more responsibility. Be willing to do some of the work before you get paid to demonstrate that you deserve the increase .

Asking for a raise is just like asking for an order. Practice your presentation. Be as prepared for this meeting as you would be for a presentation to a major customer. Arm yourself with facts and figures on your performance. Position the raise as a benefit to the company. And finally, make sure your boss sees you as a winner and not a whiner.

 一位執行總裁給我講了一個故事，是關於一名銷售人員向她要求加薪的。她問那名員工：“為什麼你應該得到一份更高的薪水呢?”

“因為今年我得到的薪水比去年還要少。”這名銷售人員解釋道。

“那是因為你今年的銷售業績不如去年。”這位執行總裁回答道。

“我知道。所以我想讓您幫幫我。”這名銷售人員說。

這名銷售人員現在已經不再在這家公司工作了。

suoyiyimingxiaoshourenyuanyinggaizaishenmeshihouyishenmeyangdefangshilaiyaoqiujiaxinne？lejienidelaobandexiangfanenggoubangzhunibageizijijiaxinmiaoshuchengyijianyouyiyugongsidehaoshi

，erbujinjinzhishiyuniyouli。yixiashizaihelaobanxieshangjiaxinzhiqianyinggaikaolvdeqidian：

1.確定你有要求加薪的底氣

上shang麵mian例li子zi中zhong的de那na名ming銷xiao售shou人ren員yuan就jiu根gen本ben沒mei有you底di氣qi。剛gang剛gang遭zao遇yu了le一yi個ge失shi敗bai的de銷xiao售shou年nian度du或huo者zhe季ji度du
，並bing不bu是shi時shi候hou去qu老lao板ban那na裏li驗yan證zheng你ni的de價jia值zhi。如ru果guo你ni有you好hao的de業ye績ji，你ni就jiu會hui發fa現xian自zi己ji能neng夠gou在zai公gong司si或huo者zhe在zai代dai理li自zi由you市shi場chang上shang得de到dao一yi份fen更geng好hao的de合he約yue。

dedaolingwaiyijiagongsitigongdegenghaodeheyuenenggouzhengmingniduiyuzhengxiaolidegongsigengyoujiazhisuoyanfeixu。ruguonidelaobanxiangliuzhuni，nijiunenggoujuedingjiaxindefudu。danshi，ruguonijianchi“這是我在那家公司所能得到的”策略
，你就準備好離開吧。

2.注意時機

chufeinizaizhejiagongsiyijinggongzuoyinianhuozhegengchangshijian，fouzeqianwanbuyaoxiangquyaoqiujiaxin。zhiyoudangniyuyidingshuliangdegukequntijianlilegudinglianxi，bingqienenggoutongguotamenlaizengjiaxiaoshouhezhuanjieyejizhihou，niduiyugongsicaisuanbijiaoyoujiazhi。

3. 基於通貨膨脹要求基本薪水的小幅提升

ruguonidejibenxinshuitiaozhengzhihouyouyiduanshijianle
，zhegecelvekenenghuizouxiao。danshi，rujindequshishidixinyuelaiyuedi，erjiangjinyuelaiyuegao。zheranggongsijianshaolegudingzhichu
，erruguonideyejifuhegongsideqiwang
，jiunenggoudedaoewaidejiangli。

4.樂於為公司做更多的事情

zuoweiyimingxiaoshourenyuan，nijiyouyifengongzuo
，yeyouyigezijidejiaose。nidegongzuoshixiaoshoubingqiewanchengzijidepeie。nidejiaosejiushibangzhuzhidaoxindexiaoshourenyuanbingqiechengweituanduideyifenzi。

你ni的de角jiao色se意yi味wei著zhe你ni應ying該gai在zai銷xiao售shou會hui議yi上shang幫bang助zhu支zhi持chi你ni的de老lao板ban
，而er不bu是shi當dang公gong司si新xin的de任ren務wu下xia來lai的de時shi候hou，眼yan睛jing轉zhuan來lai轉zhuan去qu，哀ai歎tan連lian天tian，更geng不bu能neng向xiang你ni的de客ke戶hu承cheng諾nuo一yi些xie生sheng產chan商shang並bing不bu能neng提ti供gong的de服fu務wu。老lao板ban們men總zong是shi拚pin命ming留liu住zhu那na些xie態tai度du積ji極ji的de銷xiao售shou員yuan，同tong時shi找zhao機ji會hui炒chao掉diao那na些xie心xin存cun不bu滿man的de銷xiao售shou人ren員yuan。

5.與老板商量得到一些不會讓公司額外交稅或者有損公司利益的補貼

公(gong)司(si)不(bu)需(xu)要(yao)支(zhi)付(fu)員(yuan)工(gong)的(de)賠(pei)償(chang)和(he)一(yi)周(zhou)額(e)外(wai)假(jia)期(qi)的(de)社(she)會(hui)保(bao)險(xian)
，旅(lv)行(xing)或(huo)者(zhe)額(e)外(wai)轎(jiao)車(che)或(huo)者(zhe)手(shou)機(ji)津(jin)貼(tie)。對(dui)於(yu)你(ni)來(lai)說(shuo)這(zhe)些(xie)也(ye)是(shi)收(shou)入(ru)，但(dan)卻(que)不(bu)象(xiang)直(zhi)接(jie)加(jia)薪(xin)那(na)樣(yang)難(nan)。

6.在你完成配額之後，要求額外的獎勵

這(zhe)是(shi)你(ni)最(zui)容(rong)易(yi)從(cong)老(lao)板(ban)那(na)裏(li)得(de)到(dao)的(de)。想(xiang)象(xiang)一(yi)下(xia)，隻(zhi)要(yao)你(ni)完(wan)成(cheng)你(ni)的(de)配(pei)額(e)後(hou)，你(ni)就(jiu)能(neng)夠(gou)得(de)到(dao)額(e)外(wai)銷(xiao)售(shou)額(e)的(de)百(bai)分(fen)之(zhi)十(shi)

，甚(shen)至(zhi)百(bai)分(fen)之(zhi)二(er)十(shi)。這(zhe)個(ge)方(fang)法(fa)奏(zou)效(xiao)，因(yin)為(wei)你(ni)的(de)老(lao)板(ban)要(yao)向(xiang)他(ta)的(de)老(lao)板(ban)提(ti)供(gong)一(yi)個(ge)數(shu)字(zi)。一(yi)旦(dan)你(ni)幫(bang)忙(mang)提(ti)交(jiao)了(le)這(zhe)個(ge)數(shu)字(zi)，你(ni)就(jiu)更(geng)有(you)底(di)氣(qi)了(le)，他(ta)們(men)也(ye)就(jiu)更(geng)希(xi)望(wang)你(ni)留(liu)下(xia)了(le)。

7.讓加薪對於你和你的老板來說成為一個雙贏的局麵

在(zai)本(ben)文(wen)開(kai)頭(tou)的(de)場(chang)景(jing)當(dang)中(zhong)，唯(wei)一(yi)的(de)贏(ying)家(jia)隻(zhi)能(neng)是(shi)那(na)位(wei)銷(xiao)售(shou)人(ren)員(yuan)。老(lao)板(ban)並(bing)沒(mei)有(you)得(de)到(dao)更(geng)好(hao)的(de)銷(xiao)售(shou)業(ye)績(ji)。向(xiang)老(lao)板(ban)展(zhan)示(shi)你(ni)非(fei)常(chang)樂(le)意(yi)擔(dan)負(fu)起(qi)更(geng)多(duo)的(de)責(ze)任(ren)。要(yao)樂(le)於(yu)在(zai)獲(huo)得(de)報(bao)酬(chou)之(zhi)前(qian)多(duo)做(zuo)一(yi)些(xie)事(shi)情(qing)來(lai)告(gao)訴(su)老(lao)板(ban)你(ni)應(ying)該(gai)獲(huo)得(de)加(jia)薪(xin)。

要(yao)求(qiu)加(jia)薪(xin)就(jiu)好(hao)像(xiang)爭(zheng)取(qu)一(yi)份(fen)訂(ding)單(dan)。演(yan)練(lian)好(hao)你(ni)的(de)陳(chen)述(shu)。像(xiang)為(wei)一(yi)名(ming)重(zhong)要(yao)客(ke)戶(hu)準(zhun)備(bei)介(jie)紹(shao)演(yan)講(jiang)那(na)樣(yang)為(wei)這(zhe)次(ci)會(hui)麵(mian)做(zuo)好(hao)準(zhun)備(bei)。用(yong)你(ni)出(chu)色(se)業(ye)績(ji)的(de)事(shi)實(shi)和(he)數(shu)字(zi)來(lai)武(wu)裝(zhuang)自(zi)己(ji)。把(ba)加(jia)薪(xin)定(ding)位(wei)成(cheng)一(yi)件(jian)對(dui)於(yu)公(gong)司(si)有(you)利(li)的(de)事(shi)情(qing)。最(zui)後(hou)，確(que)定(ding)你(ni)的(de)老(lao)板(ban)認(ren)為(wei)你(ni)是(shi)一(yi)個(ge)成(cheng)功(gong)者(zhe)，而(er)不(bu)是(shi)一(yi)名(ming)哀(ai)訴(su)者(zhe)。