One trait that separates success from mediocrity.

Since it is Thanksgiving week here in the United States, we believe this week is an appropriate week to focus on one of the traits that separates great salespeople from all the others. That trait is gratitude.

Studies have linked gratitude to a variety of positive effects that help people:

• Be empathetic.
• Build strong relationships.
• Forgive themselves and others.
• Sleep better.
• Develop a more robust immune system.
• Have lower anxiety levels.
• Relish good experiences.
• Demonstrate patience.
• Feel less stressed.
• Be mentally resilient.
• Be less self-centered.

If gratitude came in pill form, it would be deemed the miracle cure. Luckily, we can do things daily to become more grateful. Here are ideas:

• Every day, say aloud three good things that happened.
• Keep a gratitude journal – take 5 minutes to reflect on things you are grateful for.
• Say thank you to others.
• Use technology to send three gratitude messages a week.
• Savor the good moments.
• Check for silver linings.
• Become curious about others.

Gratitude gives us something we can control: our thoughts. By focusing on gratitude, salespeople can keep in touch with the human element of selling. Rather than think about each sales call as a means to reach a quota, gratitude helps salespeople remember that they are dealing with a person who has a need and enables them to look at things from their perspective.