Unexpected Sales Wisdom: Dr. Martin Luther King, Jr.

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Unexpected Sales Wisdom from the Words of Dr. Martin Luther King, Jr.

Salespeople can find great reminders not only from trainers but also in the words of leaders from all walks of life. As we celebrate the life of Dr. Martin Luther King, Jr., it may be interesting to examine some of his thoughts and how they apply to sellers. While Dr. King primarily focused on religion and civil rights, his wisdom offers some profound insights into other aspects of our lives. Let’s explore four of Dr. King's quotes and think about how they might inspire us to be better sales professionals.

"Faith is taking the first step even when you don't see the whole staircase."

Sales, especially for the new seller, requires stepping into the unknown. Whether you're reaching out to a new prospect, entering an unfamiliar market, or doing a first-time “no selling” interview, you may not always have a clear view of how things will unfold. Dr. King's words remind us that success begins with action. Taking that first step with confidence leads to great outcomes. In sales progress comes to those who dare to begin.

"What are you doing for others?"

Dr. King's call to service underscores a foundational principle of sales: it's not about you; it's about your customer. Success comes when you focus on solving problems, addressing needs, and delivering value. When you approach every sales call or other interaction with a mindset of service, you build trust, foster genuine relationships, and create long-lasting impact. Let this quote drive your efforts to put the customer first.

"The time is always right to do what is right."

Ethics and integrity are non-negotiable in sales. Dr. King reminds us that making the right choice—even when it’s difficult—is paramount. Whether it's being transparent about product delivery dates, and limitations, or honoring commitments, doing the right thing builds trust. Customers buy from those they trust.

"If I cannot do great things, I can do small things in a great way."

Our kind of sales is a flowing river of small interactions. When we take care of the small stuff big things happen. Whether responding promptly to a customer question or taking notes during a sales call, details matter. MLK encourages us to approach even the smallest tasks with dedication and care. Excellence in the little things sets great salespeople apart.

Parting Thoughts

As we honor the legacy of Dr. Martin Luther King, Jr., it is important to integrate his values into our work and daily practices. A visionary leader dedicated to the pursuit of equality, justice, and peace, Dr. King inspired millions with his powerful speeches and unwavering commitment to human rights. His lessons prompt us to act with faith, serve others, prioritize integrity, and excel in everything we do. By embodying these principles in our sales practices, we not only grow as professionals but also contribute to a more ethical and customer-focused business environment. His iconic "I Have a Dream" speech serves as a lasting call for unity and an end to racial injustice, reminding us of the power of courage and compassion to create meaningful change in the world.

While many of us in the sales force are working today, take a moment of reverence. Let us strive to uphold Dr. King's vision as we work towards a brighter future for all. 


Frank Hurtte, Founding Partner of River Heights Consulting, shares his personal experiences with 28 years of "in the trenches" training and 18 years as a consultant.  He serves as a personal coach to industry leaders across many lines of distribution.  He has authored 6 books and has written hundreds of articles for national trade magazines, including IMARK Now Electrical Magazine.  Frank is also a sought-after copywriter of marketing materials for technology companies.  His charismatic, yet laid-back, easy-to-follow manner makes him a favorite among public speakers.






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