Most of the sales people who I know have lots of confidence. With some, it might even border on arrogance. Confidence is a critical attribute for successful sales, as believing you can get a result is vital to making it happen. But another attribute is almost as important: the often-underappreciated trait of gratitude.
Ridiculous, you might think. Why would someone in sales need to be grateful? How is humility helpful?
Consider this. How many of you find overconfidence to be a turnoff, particularly when the offender is trying to sell you something? The feeling conveyed is that the seller is smarter, knows more, and overall is just better than you are. Of course, nobody likes that feeling. But so many in sales behave that way and never change.
What about gratitude makes it a great quality in a salesperson?
A grateful sales person is grounded in reality and can see things for what they are.
A grateful sales person does the necessary homework on an opportunity, doesn’t try to wing it in a presentation, and doesn’t assume that personality will overcome objections.
A grateful sales person can walk in the shoes of others, recognizing that while they may represent a different perspective, they are a peer with respect to any transaction or relationship.
A grateful sales person doesn’t push ideas too hard, recognizing that a sale should come more naturally, and the case made that it’s obvious that the prospect should buy, rather than be forced.
Who wants to feel that they are being forced to buy something? Don’t get me wrong, gratitude without confidence is a non-starter. But having the right balance can be the difference in a well-rounded sales approach.
In sales, as with many things, being grateful for what you have is the right foundation for getting what you want and perhaps what your prospect needs.