Dream your way to sales success… all day long
by Jeffrey Gitomer
Published: November 22,2004
Ever have a scary dream? Think you were dying? Wake up in a sweat?
What causes dreams?
I have no idea — and neither do the experts. There are all kinds of studies, all kinds of theories and all kinds of books written about dreams — but very few answers.
Moreover, I bet you’re thinking “night,” aren’t you? There’s a much more powerful form of dreaming — daydreaming.
The similarity between night dreams and daydreams is that they are both a form of thinking. Dreams are thoughts — day or night.
Ever daydream? OF COURSE YOU HAVE! Ever get yelled at for daydreaming as your mind wandered off in the clouds somewhere? OF COURSE YOU HAVE!
Unfortunately, your teachers and parents have historically thought (and told you) that daydreaming was bad. They were wrong.
People like Albert Einstein failed in school because they were daydreaming instead of paying attention. And when she was in the third grade, my daughter, Rebecca, was accused of daydreaming. So I met with the teacher and the principal of the school to answer the teacher’s “accusation” and “admonishment.” “Is Rebecca smart?” I asked. “Yes,” the teacher said.
To which I replied, “Rebecca is responding to the fact that you (the teacher) are boring. If you had an ounce of how to present your material in a more compelling way, Rebecca would be at the head of the class. Don’t accuse my child of your inadequacies. Besides, Rebecca isn’t day dreaming, she’s THINKING.”
Needless to say Rebecca changed teachers — to one who was more animated and more creative. And Rebecca LOVED the class — got straight A’s and continued to daydream. She was (and still is) a thinker. And I have encouraged her to keep doing it.
IMPORTANT NOTE: Daydreaming is a meal ticket for you — IF YOU DO SOMETHING ABOUT IT.
Daydreaming is the BEGINNING of a journey — an act, a goal, a fantasy. The most important part of daydreaming is to do it — and take note of it. This is not about something whimsical, but about a possibility of what might be — what could be.
When should you daydream? Well, this is just my own theory, based on my life’s journey: I have found that early in the morning, as you wake and wander or look in your bathroom mirror (that’s why I post my goals there), or late at night as you prepare to retire, to be the best times. Daydream during times like these, when your mind is free to wander — times when your mind is more open, more fertile, more receptive to new thoughts.
Daydreaming is not only good. It’s ESSENTIAL. It’s a tool. And it begins to bring thoughts to the surface. Daydreaming is for…
Something you want.
Something you want to change.
Something you want to achieve.
Something you want to improve.
Something you want to accomplish.
Something you want to come true.
Something you’re thinking about that you want answered.
Daydreaming is not about wishing — although daydreams can be pipe dreams. Wishing for money is a classic pipe dream. Same with a new house or car. Productive daydreams are about how you will earn the money — what you’ll do that will lead to the achievement.
Here’s a step-by-step process of how daydreaming can work for you:
Daydream: Pick a quiet place. Have pen and paper with you.
Think general, then specific thoughts: Begin generating thoughts. At first, any thoughts that “pop” into your mind. Then go to specific areas of wonderment — family, job, career, future, health, achievement and so on.
THINK: Is this what I really want?
THINK: How can I make this happen?
Idea! Write down the thoughts that have become ideas or actionable intentions.
THINK: How can I make this happen?
Write a goal.
Write a plan: This is how I can make this happen
Action: Doing something is the only way of achieving something for yourself. “Action” is another word for “work.” You have to work hard for what you really want.
Daydream your way to reality: Achieve your dream and celebrate by carving out more daydream time.
Make your dreams come true.
All you need to do is employ the three critical words: Think. Write. Act.
But BEWARE and BE AWARE of the dream killers: Doubt. Whine. Excuses.
To make your dreams a reality, repeat “I think I can. I think I can,” the well-known mantra from the children’s book “The Little Engine That Could,” published in 1930.
There’s one more secret, but I’m out of space. If you want it (free) go to www.gitomer.com — register if you’re a first time user — and enter “AHA” in the GitBit box.
Jeffrey Gitomer, author of “The Sales Bible,” and “Customer Satisfaction is Worthless, Customer Loyalty is Priceless,” is president of Charlotte-based Buy Gitomer. He gives seminars, runs annual sales meetings and conducts training programs on selling and customer service. He can be reached at (704) 333-1112 or e-mail
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