6. Gratitude | Soul of Sales - The Nine Universal Laws

With faith and trust, one gives you a precious gift, and that valuable precious gift is their time and attention. And it is an amazing feeling to give this gift to people and activities you cherish the most. Yet many of us take the other person for granted.

We all have a great ability to abuse another person’s time and attention by taking them for granted or ignoring them. As Rick Warren says “Time is your most precious gift because you only have a set amount of it." Anyone in sales has to have an attitude of gratitude. Whomever you connect with in sales always remember to thank them for their time, no matter if a sale never materialised, always be thankful.

Gratitude is an essential quality that enables us to appreciate the things that we have, rather than focus on what we lack. It is the feeling of being thankful and appreciative of the people and things in our lives. When we express gratitude, we acknowledge the value of others and recognize the role they play in our lives.

Faith and trust are integral to gratitude because they are the foundations of strong relationships. When we have faith and trust in someone, we are more likely to appreciate their time and attention, which is a valuable gift. By showing gratitude, we not only express our appreciation but also strengthen the bonds of trust and faith.

However, it is easy to take the people in our lives for granted, especially when we are busy or distracted. We may forget to show gratitude or ignore the precious gift of someone's time and attention. This can lead to strained relationships and hurt feelings.

Gratitude in sales is the act of showing appreciation to potential or existing customers for their time and attention, regardless of whether a sale is made or not. Here are some real-life examples of how salespeople show gratitude:

• Sending a personalized thank-you note after a meeting or phone call

• Following up with a thank-you email after a customer makes a purchase or signs a contract

• Offering a discount or special promotion as a thank-you for a customer's loyalty

• Recognizing and thanking customers for their referrals to new business opportunities

Practising gratitude in sales leads to:

Builds Trust and Rapport: According to a study by the University of Warwick, happier employees are 12% more productive than their unhappy counterparts. When salespeople show gratitude and appreciation towards potential or existing customers, they are more likely to establish a positive relationship and build trust. This can lead to higher customer satisfaction, loyalty, and repeat business.

Improves Sales Performance: A study by the University of Pennsylvania found that people who wrote a letter of gratitude each week reported feeling more optimistic and positive about their lives. By practising gratitude in sales, salespeople can increase their motivation, energy, and overall performance. When they focus on the positive aspects of their work and the people they interact with, they are more likely to succeed in achieving their sales goals.

Creates a Positive Image: When salespeople show gratitude towards potential or existing customers, they are creating a positive image of their company. Customers are more likely to do business with companies that they perceive as being thankful, respectful, and appreciative. This can lead to increased brand loyalty and word-of-mouth referrals.

Enhances Emotional Intelligence: Gratitude is a key component of emotional intelligence, which is the ability to recognize and manage our own emotions, as well as the emotions of others. Salespeople who practice gratitude are more likely to have higher emotional intelligence, which can lead to better communication, empathy, and problem-solving skills.

Time is the most valuable gift we can give because we only have a finite amount of it. Therefore, it is essential to be mindful of how we spend our time and how we show gratitude to those who give us their time and attention.

In sales, gratitude is particularly important because it is a way to build trust and rapport with potential customers. Regardless of whether a sale is made, showing gratitude to anyone who takes the time to talk with you or listen to your pitch is critical. By expressing appreciation for their time and attention, you create a positive impression and demonstrate that you value the person and their time.

Here is a framework for practising gratitude in sales without incentives:

1. Focus on Relationship Building: Instead of focusing solely on making a sale, focus on building a relationship with potential or existing customers. This means taking the time to get to know them and understanding their needs, challenges, and goals. By showing genuine interest and empathy, you can establish trust and rapport.

2. Show Appreciation for Time and Attention: Show appreciation for the time and attention that potential or existing customers give you, regardless of whether a sale is made or not. This can be done through a personalized thank-you note, email, or phone call. Be specific in your gratitude, mentioning specific things you appreciated about the conversation or interaction.

3. Be Responsive and Follow-Up: Be responsive to potential or existing customers by promptly responding to their questions, concerns, or requests. Follow up with them after a meeting or phone call to check in on how they are doing. This shows that you value their time and attention and that you are committed to providing excellent customer service.

4. Offer Value and Solutions: Instead of focusing solely on selling a product or service, focus on offering value and solutions to potential or existing customers. This means understanding their needs and challenges and providing solutions that meet their specific needs. By offering value and solutions, you can establish trust and credibility, and increase customer loyalty.

5. Cultivate a Grateful Mind Flow: Cultivate a grateful mind flow within yourself and your sales team. This means focusing on the positive aspects of your work and the people you interact with and expressing gratitude towards them. Encourage your team to share things they are grateful for, both in their personal and professional lives. By cultivating a grateful mind flow, you can increase motivation, energy, and overall performance.

By practising gratitude in sales, you can build stronger relationships, increase customer satisfaction and loyalty, and create a positive image of your company. It all starts with cultivating a grateful mindflow and expressing appreciation towards those around you.