Home » OPINION » Columns » JEFFREY GITOMER — Dream your way to sales success… all day long

JEFFREY GITOMER — Dream your way to sales success… all day long

Jeffrey Gitomer

Jeffrey Gitomer

Ever dream?

Ever had a scary dream? Think you were dying? Falling? Wake up in a sweat?

What causes dreams?

I have no idea — and neither do the experts. All kinds of studies, all kinds of theories, all kinds of books, very few answers.

And you’re thinking “night,” aren’t you? There’s a much more powerful form of dreaming – day dreaming.

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? Your mind was off in the clouds someplace? 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. My daughter Rebecca was accused of daydreaming in the third grade. I met with the teacher and the principal of the school to answer the teachers “accusation” and “admonishment.” I asked, “is Rebecca smart?” “Yes.” The teacher said.

I said, “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. And besides, Rebecca isn’t day dreaming, she’s THINKING.”

Suffice it to say, Rebecca switched teachers to a more animated and original one. She LOVED the class. Got straight A’s, and continued to daydream. She was (and still is) a thinker. And I encouraged her to keep doing it.

IMPORTANT NOTE: Daydreaming is a meal ticket for you. IF YOU DO SOMETHING ABOUT IT.

Daydream is the BEGINNING of a journey, an act, a goal, a fantasy. The most important part of daydream is to do it. And take note of it. Not just as whimsical, but as a possibility of what might be. What could be.

When should you daydream? Well, this is just my own theory, based on my own life’s journey. I have found that early in the morning as you wake and wander, or while looking in your bathroom mirror (that’s why I post my goals there), or late at night as you prepare to retire, are the best times. Times 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. Daydreams are for:

An idea you’ve been thinking about

Something you want (a vacation).

Something you want to change (a job).

Something you want to achieve (a new position).

Something you want improve (your ability to keep customers loyal).

Something you want to accomplish (1,000 twitter followers).

Something you want to come true (someone recovering from a health issue).

Something you’re thinking about that you want an answer for (should I move?).

Not just a wish… Sometimes daydream are pipedreams. Wishing for money is a classic pipedream. Same with a new house or car. Productive daydreams are about how you will earn the money and what you’ll do that may lead to the achievement.

Here’s how the process works. Here’s how it can work for you, step-by-step. The daydream must be acted upon:

Daydream — pick a place of quiet. Have pen and paper with you.

Think general, then specific thoughts. — begin generating thoughts — any thoughts that “pop” into your mind at first. Then go to specific areas of wonderment — family, job, career, future, health, achievement…

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?

Make a written goal, but state your intentions and desire.

Make a written plan. This is how I can make this dream a reality.

Action. Doing something is the only way of achieving for yourself. “Action” is another word for “work.” You have to work hard for what you really want.

Daydream your way to reality. Picture yourself achieving your dream, and celebrating by carving out more daydream time.

Make your (day)dreams come true, all you need to do is employ the three critical words:

Think. Write. Act.

And beware and be aware of the dream killers:

Doubt. Whine. Excuses.

You can make your dreams a reality with the famous 1930 Watty Piper quote: “I think I can. I think I can.”

» Jeffrey Gitomer is the author of “The Sales Bible”, “Customer Satisfaction is Worthless” “Customer Loyalty is Priceless”, “The Little Red Book of Selling”, “The Little Red Book of Sales Answers”, “The Little Black Book of Connections”, “The Little Gold Book of YES! Attitude”, “The Little Green Book of Getting Your Way”, “The Little Platinum Book of Cha-Ching”, “The Little Teal Book of Trust”, “The Little Book of Leadership”, and “Social BOOM!” His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at salesman@gitomer.com.


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