Should we be thinking about our success?

Hi Becky,

> Now here is an interesting twist on this
> concept...a friend of mine works in sales
> for a major magazine. His job is to secure
> major advertising accounts for the magazine
> (several hundred thousand dollar accounts
> and up!).

> He doesn't imagine his success...in other
> words, he doesn't imagine himself securing
> these accounts and making a nice commission.
> Instead, he imagines his CLIENT'S success.
> After he has had an initial meeting with a
> potential client, he imagines the client
> opening an advertising account and being
> richly rewarded. He imagines potential
> clients accomplishing THEIR goals--selling
> their products, acquiring new customers,
> etc.

> Soon after my friend began using this
> "alternative" sales technique, he
> said his potential clients were showing up
> in his office or calling him to open an
> account, sometimes within moments after he
> imagined them succeeding!

> Any thoughts on this technique?

Becky, I LOVE this approach! It sounds like a really good way to do things.... :)

I think it also puts the focus in the right place, which is with helping the customer....

Thank you for sharing that. I hadn't heard of this approach before, yet I think it's one of the best things I've read. I'm definitely going to try it out too. :)

- Dien