In pre-COVID days when I spoke to large audiences, I enjoyed asking groups to raise their hands if they were sales professionals. Usually, only a few hands went up. I then asked, “How many of you are justices of the United States Supreme Court?” After the chuckles subsided, I asked, “How many of you are tenured university professors?” Finally, I would say, “Look, if you’re not a judge appointed for life, and you’re not a professor hired for life, you are probably in sales.
At the very least, you must constantly sell your employer on the idea that you are worth keeping on the payroll.
Selling means helping others see things from a new perspective. Whether you are a dentist or a lawyer, whether you are a bookkeeper, a bartender, or a ballerina, you are in sales. To a large extent, your success is as dependent upon your selling ability as it is upon your basic skill. If you have a job or are looking for a job, you are in sales. If you are a teacher, a pastor or a preacher, you are in sales. And if you are seeking a spouse you are in sales. In other words, in any number of areas of our lives we are all in sales—perhaps even that Supreme Court Justice is.
Fortunately, ancient Jewish wisdom can help hone your selling ability. Not only can it help, but the prescription doesn’t include spending tens of thousands of dollars on tuition or demand that you have relatives or friends to pave your way. As the famous MetLife study brilliantly conducted by Martin Seligman and many other subsequent studies strongly suggest, optimism is a prerequisite to being successful in sales. But how do you become a more optimistic person?
To answer that question, let’s look at a perplexing piece of Scripture. We first meet Moses as a baby, then we follow him as he matures and seeks out his suffering brethren. We track his escape to the land of Midian where he rescues Jethro’s daughters and becomes a shepherd. We delight as God appears to him and sets him on his life-mission.
Surely Moses must have been confused when, at the very beginning of the plagues that will culminate in the Israelites leaving Egypt, God instructs him to take a back seat and instruct Aaron to turn the Nile River into blood. (Exodus 7:19)
Isn’t Moses to be God’s messenger to Pharaoh? Why does God assign Aaron to bring the plague of blood?
“Gratitude,” answers ancient Jewish wisdom. The Nile carried Moses to safety as an infant. It would show ingratitude to turn that life-saving water into a lifeless stream of blood.
Excuse me? This is a river we’re talking about. Can a river feel shunned? No. That is the entire point! Expressing gratitude does allow those who helped us to feel our appreciation. But it benefits the speaker as much—or more— than the recipient. Among other things, expressing gratitude dramatically increases one’s optimism level.
An article published this year in a National Institute of Health journal noting the correlation between optimism and gratitude stated, “Thus, optimistic people experience more gratitude, which could give more sense to their lives and, in turn, enhance life satisfaction.”
The researchers have the equation back to front. It is not that optimistic people experience more gratitude, it is that grateful people experience more optimism. Working on “being optimistic” is difficult to pin down. But it is simple and clear-cut to work on “being grateful.” Whether you start a gratitude journal or challenge yourself to express gratitude aloud, to God, to each person with whom you interact, or to your nation on a daily basis, there is no more effective way to induce the happy sensation of optimism and hope in our souls than finding opportunities to say, “Thank you!”
Rather than focusing on the deprivation and great losses of the preceding year, the early Pilgrims counted their blessings and gave thanks. Not surprisingly, they embedded in America a sense of boundless optimism. It is no surprise that as their descendants become ungrateful “it’s owed to me” citizens, they are increasingly pessimistic and unhappy.
Wishing all of us a Thanksgiving of first principles, where we remind ourselves multiple times a day of the many things in our lives for which we are grateful.
Did you know that Chanuka is a holiday for “praise and gratitude”?
Its timeless messages are for all humanity.
ON SALE NOW
Festival of Lights: Transform Your 24/7 Existence into a 25/8 Life
|Have you gotten your free ebook?|