In the world of commission-based sales, success isn’t solely measured by deals closed or quotas met; it’s about the mindset that fuels consistent achievement. Throughout my career as an international businessman working for an American company in South Korea, I’ve noticed that those who thrive over the long term—those who aren’t just surviving but truly excelling—share a common philosophy: they live by two principles, donation and gratitude. These two concepts, when fully embraced, provide the mental foundation for becoming not only a successful salesperson but also a well-rounded individual.
Donation as Self-Transcendence
When we think of donation, we typically think of money or material resources given to those in need. In the context of sales, however, donation means offering value to your clients without expecting anything in return. It’s about going beyond the transaction to create long-lasting relationships built on trust. The most effective salespeople are those who understand the art of giving—whether that’s offering free advice, going the extra mile to solve a problem, or simply being a consistent and reliable source of support.
By letting go of the immediate attachment to results, salespeople can experience a form of self-transcendence. The attachment to outcomes—whether it’s securing a big contract or increasing revenue—can often cause stress and anxiety, much like a samurai facing the fear of losing a battle. In Japanese philosophy, the way of the samurai, Bushido, teaches us that true strength comes from facing the ultimate fear: death. For the salesperson, the equivalent might be the fear of losing a deal, a client, or even a commission. Yet, like a samurai embracing the inevitability of death through the act of seppuku (ritual suicide), the salesperson must learn to embrace the potential of losing and still carry on with strength. This is the essence of donation: letting go of what you “possess”—your wealth, your opportunities, and your fear of loss—in order to act with greater clarity and purpose.
Gratitude: The Fertile Ground of Success
Gratitude, on the other hand, is the foundation that allows us to appreciate the process and the relationships that make our work meaningful. From my personal experience, every seasoned salesperson who has enjoyed long-term success has done so with a mindset of gratitude. They understand that without clients, colleagues, and even competitors, they wouldn’t have the opportunities they do today. Gratitude isn’t just a feeling; it’s an active practice of recognizing and appreciating every interaction, every lesson learned, and every challenge overcome.
By being thankful for the little victories—whether that’s a successful cold call, a small meeting with a potential client, or even feedback after a failed pitch—we train ourselves to see growth in every moment. This builds resilience, allowing us to weather the inevitable storms that come with commission-based sales.
Integrating Donation and Gratitude: A Cycle of Value Creation
The true power of this philosophy lies in the integration of donation and gratitude into a seamless, ongoing cycle. When we give value without expecting immediate return, we not only build stronger relationships but also cultivate goodwill. This goodwill, in turn, nurtures opportunities that often come back to us in unexpected ways. Gratitude amplifies this effect by ensuring that, no matter what comes our way—good or bad—we appreciate and learn from it.
This cycle mirrors the principle of “what goes around, comes around,” but with a deeper spiritual foundation. In the same way that the Bible teaches the value of giving and gratitude, the practice becomes self-fulfilling. As in the story of the “Widow’s Offering” (Mark 12:41-44), where a poor widow gives her last two coins to the temple, the act of giving something of great personal value—no matter how small—yields a return that is far greater than the sum of its parts. Similarly, the “Parable of the Good Samaritan” (Luke 10:25-37) demonstrates that acts of kindness, even to those who may not be part of your immediate circle, create ripples of trust and goodwill.
This principle also appears in other teachings. In The Analects of Confucius, the Master teaches, “Do not impose on others what you yourself do not desire” (15:24). This underscores the importance of empathy and selfless giving in building relationships. When we approach sales with a genuine desire to help, rather than just secure a contract, clients sense that authenticity, and trust naturally follows.
Lessons from Literature: Donation and Gratitude in Stories
Literature also offers timeless examples of the power of donation and gratitude. In Alexandre Dumas’ The Count of Monte Cristo, Edmond Dantès, after suffering years of unjust imprisonment, doesn’t simply use his newfound fortune for revenge. Instead, he rewards those who stood by him, demonstrating that gratitude fuels the fulfillment of justice. Similarly, in Victor Hugo’s Les Misérables, we see how a single act of kindness—the donation of silver candlesticks by a bishop—transforms Jean Valjean’s life, leading him to a path of redemption. In both stories, it is the combination of giving and being grateful for what is given that leads to profound transformation.
Even in Fyodor Dostoevsky’s The Brothers Karamazov, the character of Alyosha embodies these values. His worldview is shaped by love and selflessness, and through these qualities, he navigates a world filled with suffering and moral complexity. His unwavering sense of gratitude towards life, despite the hardships, makes him a beacon of hope for others.
A Practical Application for Salespeople
For commission-based salespeople, adopting this philosophy of donation and gratitude can fundamentally change not only how you approach your work but how you view success. Here are a few ways to apply this philosophy practically:
1. Daily Acts of Donation: Set a goal each day to give something valuable to your clients or colleagues without expecting anything in return. This could be advice, time, or a thoughtful gesture.
2. Gratitude Journaling: At the end of each day, write down three things you are grateful for in your work. This could be a client interaction, a lesson learned, or even a challenge faced.
3. Recognize the Bigger Picture: Understand that sales is not a zero-sum game. Your success comes from building long-term relationships, and the seeds of that success are sown through acts of giving and an attitude of appreciation.
Conclusion: The Path to Sustainable Success
The philosophy of donation and gratitude in commission-based sales isn’t just about achieving immediate results; it’s about creating a foundation for sustainable, long-term success. When you approach every client interaction with a mindset of giving value and appreciating every outcome, you transcend the transactional nature of sales. You build trust, create lasting relationships, and find peace in the process, knowing that your work is aligned with a higher purpose.
In this way, the cycle of donation and gratitude forms the cornerstone of a meaningful and fulfilling career in sales—one that not only brings material success but also spiritual satisfaction.
Atsushi's Life in Korea 