I’m a firm believer that being grateful transforms our wellbeing, and I also believe the power of gratitude in sales helps you sell more.

I went from perpetually miserable to consistently joyful by spending my last waking minutes each evening thinking of 5 things I’m grateful for. And when I explain to some people how doing so might help them, I get that, “oh, one of those positive thinking freak” looks.

Now I can back it up with research. I came across this paper from the Journal of Psychosomatic Research (as you do!) and there’s scientific evidence showing when you’re grateful you have better quality sleep and you have less daytime dysfunction.

The study found grateful people have less negative thinking before sleeping (which impairs sleep), and have more positive thoughts (which promotes sleep). And, people who are grateful have a more agreeable and conscientious personality.

So what?

When you’re selling and influencing people, being conscientious and personable is critical because people only do business with people they know like and trust.

I’m not suggesting you’re not reliable or indeed couldn’t charm birds from the trees. When you get a rejection, which can happen from time to time, it plays with your emotions. Often sending you on a downward spiral.

If you try calling or emailing further prospects in the negative state you’re only shoveling more negative experiences forward. And before you know it, out of desperation, you’ll have called and harassed a bunch of warm prospects.

How to shift from negative to positive

Here’s what you can do whenever you’re having a ‘moment’.

Ask yourself:

“What am I grateful for right now?” or, “what do I appreciate about where I am right now?”

Then answer the question, ensuring you focus on general things.

For instance:

“I am grateful for my beloved making me this warm cup of coffee. I love the morning sun flooding through our kitchen window. I love how playful Whiskey is (our cat)”.

Carry on doing this until you feel your mood lifting.  Abraham Hicks calls this “rampage of appreciation”, and it works for me every time.

Power of gratitude in sales

If you’re concerned with competition, closing and cash-flow, you’re operating from a place of desperation. People can feel this energy. Being able to control your emotions and operate from a state of gratitude, you can consistently focus on serving, giving, and adding value instead of selling, taking, and buy my stuff.