I’m watching Jay Abraham’s presentation at the ‘Billion Dollar Weekend’ seminar in Beijing from earlier this year.

Of all people I’ve studied business growth and development from, the one who has made the biggest difference to me is Jay Abraham. I own many of his high priced coaching material, and every single one has made a big multiple back to my business in increased profits.

One of the most profound bits of information Jay has shared with his students is something he calls the ‘Strategy of Pre-Eminence’. It’s a philosophy of doing business that stems from an overwhelming concern for a client’s welfare and best interests.

Over the years, I have heard, read and watched Jay present variations on the ‘Strategy of Pre-Eminence’ at various events and courses - and every single time, one new insight seems to jump out and hit me in the eye!

Yesterday was no different.

For the first time, I realized that not only does the ‘Strategy of Pre-Eminence’ mandate that you NOT sell your clients useless or ineffective stuff - it also directs that you DO sell them EVERYTHING that they require… and not merely cater to their whim and fancy!

Here’s an example.

Suppose you know 6 glasses of water a day is what a person needs to stay healthy and well. If a client walks into your store and asks for 2 glassfuls of water, it is your DUTY to try and sell them on the idea of drinking 6 glasses daily - because you KNOW that is in THEIR best interest!

That realization sparked off flashbulbs in my head. I had been faithfully upholding my responsibility of not directing my clients towards junk products or ‘fad of the day’ stuff that would take away their focus on reaching their stated goals.

But I had not been as enthusiastic or proactive about this other dimension of the ‘Strategy of Pre-Eminence’… giving them ALL that they NEED, not just what they WANT!

Can I force-feed them this stuff? Arm-twist them into buying it all? Manipulate them into it using mind-control tactics?

Maybe, but that would defeat the purpose, violate the ethic of the ‘Strategy of Pre-Eminence’ - because that strategy is a classic example of principle-centric business building and management.

So what’s the key?

Sell them what they want - and sneak in what they need.

It’s going to be my new mantra.

Or more likely, one of many new mantras - because I’m only on Disc #1 of a 12 DVD pack! Methinks the ‘Billion Dollar Seminar’ is going to set my brain on fire!

Want some more Jay Abraham insights for free?

I’m thinking about publishing a new ezine to share some of the lessons I’ve learned from Jay with an online marketing audience, laced and spiced with my own interpretations and twists to applying the broad-based concepts to an online infopreneur business.

If there’s enough interest, I’ll do this more regularly - it all depends upon how many sign up, and then, how many keep reading and respond to the questions and challenges I’ll throw at the end of each issue.

Sign up here if you like the idea - Dr.Mani on Jay Abraham Newsletter