If you read last week’s message, salespeople were already challenged to use gratitude in their sales conversations to build real connection.
Now it’s your turn to model what you, as their leader, expect.
If you want reps to move beyond script-reading and start building strong relationships, show them what intentional appreciation sounds like.
- “Thanks for walking me through your process, that made things clear.”
- “Appreciate the heads-up on that shift, it helped me stay aligned.”
- “Thanks for being transparent about your budget early on.”
Gratitude keeps the conversation moving, disarms tension, and builds trust faster than a checklist ever could.
- Coach your team to listen for the moment when gratitude fits.
- Role-play it. Debrief it after calls. Catch them doing it right.
When reps learn to use gratitude with precision, it sharpens their tone, improves rapport, and will help close deals faster.
Start by leading the way.
Then help them own it.
With much gratitude,
Lynn