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Dream your way to sales success...all day long
By Jeffrey Gitomer
Have you ever had a scary dream and woke up in a sweat?
I have no idea what causes dreams, 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.
Daydreaming is another powerful form of dreaming.
The similarity between night dreams and daydreams is that they are both a form of thinking. Dreams are thoughts—day or night.
Do you ever daydream? Have you ever gotten yelled at for daydreaming?
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. When she was in the third grade, my daughter, Rebecca, was accused of daydreaming. I met with the teacher and principal of the school to respond to the teacher’s 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—she got straight A’s and continued to daydream. She was (and still is) a thinker. I have encouraged her to keep doing it.
Daydreaming is the beginning of a journey, an act, a goal, a fantasy. The most important part of daydreaming is to do it. This is not about something whimsical, but about a possibility of what might be or what could be.
When should you daydream? Well, this is just my 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, as is daydreaming about 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:
– Pick a quiet place. Have pen and paper with you.
– Think general, then specific thoughts. At first, any thoughts that “pop” into your mind. Then go to specific areas of wonderment such as 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 plan: This is how I can make this happen
– Action: Doing something is the only way of achieving something for you. “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.
Jeffrey Gitomer, author of The Sales Bible and Customer Satisfaction is Worthless, Customer Loyalty is Priceless, is president of Charlotte-based Buy Gitomer. E-mail him at salesman@gitomer.com
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