Have you noticed the people that always have that "Cheshire Cat" expression on their face? They are truly optimistic, cheerful, and successful.

Not the canned "business is great or I'm fantastic" rehearsed line that's emitted from their mouth before you finish asking them how they are. I’m talking about the select few people that their body language is screaming of happiness and capability. Their chins are up, their confidence is beaming, and they have a genuine smile on their face.  People want to buy from that salesperson. What is it about these charismatic people that make others want to associate with them?

Having trained countless sales people over my 25 years in the jewelry industry, I have insight into this fascinating question. It’s so simple yet it eludes most people. There are salespeople that have a certain “X” factor as well as upbeat clients. And both are a pleasure to be around.

What is that “X” factor? It’s Gratitude!

Without gratitude there is always an attitude. When we appreciate ourselves, our co-workers and especially our clients feel it. Have you ever heard the adage, "Just remember, when you're pointing at someone, there are three more fingers pointing back at you?"

So how do you create a culture of gratitude within your company?

I have created an exercise that is fun to do with your team (and at home with your spouse or kids). Form a circle and each person states what he or she appreciates about fellow team members. And don't be surprised if your team perceives you more positively than you had previously imagined! I have seen the grumpiest team-member walk on air for days after this exercise. Do this monthly in your sales meetings, and you will see more “Cheshire Cats" around your business than you can ever imagine. And the best part is that your clients will notice a positive change in your store!

This simple exercise will insure that you have a great 2008, so get started right away!

Ivan Levi is a sales trainer and president of Ivan Alan Solutions™, a Chicago based company that understands the independent jeweler’s subtleties that puts them in a league of their own.  Ivan can be reached at 800-235-1918.