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by Joe Bonura, CSP


The Sky Is Not Falling

The sky is not falling. One of my favorite stories as a child was the story of Chicken Little who was walking down the street when an acorn fell from a tree and hit Chicken Little on the head.

Do Not Be Alarmed

Alarmed by the acorn, Chicken Little began to panic everyone by shouting, "The sky is falling. The sky is falling." Before long, others began to believe that Chicken Little was right.

Perception Becomes Reality

Sound familiar? Everyday, we are bombarded by the prophets of doom who are more than willing to let us know that the sky is falling on our country, our economy, our way of life, you name it. If enough people believe it, the perception starts to become reality.

The Not-So-Great Depression

I read once that the Great Depression was caused by speculation more than reality. A little bad news, carried to the extreme, became really bad news. If everyone just took a step back and looked at the reality of the situation, perhaps our parents and grandparents would not have had to suffer through the depression.

Lie, Lie, Lie

Adolph Hitler said that if you repeat a lie often enough, people will believe it. He proved his point, and it resulted in World War II. Enough people believed him so that perception became reality.

Are You A prophet?

Your attitude can actually create a self-fulfilling prophecy. Before a young sales person of a large manufacturer made his first sales call, his boss met with him to acquaint him with the client histories. The boss told him that client A was a very tough cookie and that the company failed to sell them anything, but he should try anyway. He said that client B was a real pushover and that he would surely get a sale every time he called on them.

Mistaken Identity

The next day, the sales person returned from a sales call with a large order. He told his boss that he was right about customer A: he was a real pushover. The boss said that it was B that was the easy-sell, not A. So the sales person, thinking client A was the easy-sell, had actually sold the hard-sell.

Do Not Start On The Wrong Foot

I recommend to clients that new sales people should not speak to the other sales people about the prospects that they will be calling on because they will have preconceived ideas of what to expect.

Do Not Hold Back

The real estate industry has taken a big hit in the last year, some of it real, and most of it created by bad news. The bad news influences consumers to refrain from purchasing a home because the market is bad. I have seen areas in the country where sales were going well because they didn't know any better.

Here He Comes

Then Chicken Little came to town, and the market went south. People must realize that purchasing a new home is a long term investment.

What Do I Know?

What do I know? Well, in the past six months, I bought a home, and I sold a home. I saved money on the home that I bought, and I made money on the home that I sold.

Create Your Own Economy

In sales, we create our own economy. I could have said that I would wait until times are better, but I became proactive, instead of reactive, and I created my own economy.

The Ten Percent Solution

When there is a slowdown, increase your efforts about ten percent. And if you do so, you will not only experience success, but you will experience very positive growth on the bottom line.

It Is All About The Politics

As I write this, our nation is going through the Democratic and Republican primaries. Rather than report the news, the pundits and pollsters are trying to make the news conform to what they want. Unfortunately, many people are like Chicken Little's audience: rather than think for themselves and investigate the acorn effect, they will go along with Chicken Little.

Think For Yourself

It is time that you think for yourselves and make your own decisions. It is time to wake up and make your own future, rather than allowing the loudest voice to determine your destiny.

Refuse To Participate

Refuse to participate in the gloom and doom that is constantly paraded before us as truth. Make your own economy and your own future. Beginning today, make a commitment to increase your efforts by just ten percent. Stop whining and start winning. Exercise your greatest power, and chose success over failure. You fail when you give up. And not giving up is your best option.

The Little Engine That Could

Another favorite children's story is "The Little Engine That Could," relating the story of a little train that proved he could play in the big leagues by pulling a cargo up a steep hill. He did it by repeating the phrase, "I think I can, I think I can, I think I can." And he did.

Know You Can

When you are tempted to be negative, do the following:

1. Look up and see that the sky is not falling. 2. Increase your efforts by 10% 3. Read a chapter of a motivational book. 4. Visit with the most optimistic person you know. 5. Remember that in every adversity, there is a seed of a greater or equivalent benefit (W. Clement Stone) 6. Repeat the phrase, "I know I can, I know I can, I know I can."

If you do the above, you will turn Chicken Little into chicken soup!


© 2008 Joe Bonura & Associates, Inc.

To see Joe and hear one of his favorite selling tips, follow this link to a video he created to share with folks who are interested in making more sales, or finding a job:



Joe Bonura would be pleased for you to reprint the article text free of charge (non-exclusively), but asks that you include his name and contact information:

Joe Bonura
Joe Bonura & Associates, Inc.
Website: www.bonura.com
407 Landis Lakes Court
Louisville, KY  40245

(502) 553-1746 phone

E-mail: joe@bonura.com

About Joe Bonura

His background is unique. Joe owned and operated a highly successful advertising agency for 18 years. During that time, he found his advertising campaigns were more effective when he educated his clients in the areas of sales and service. He conducted training seminars for his clients as added value. Word spread that Joe was a quality speaker and more and more people asked him to speak. The demand became so high that he sold the agency to three of his associates to start his own speaking and consulting company, Joe Bonura & Associates, Inc.

Joe is past President of the Kentucky Speakers Association and a Certified Speaking Professional (CSP), a prestigious designation earned by only 8% of the 3,600 member National Speakers Association. Joe presently serves on the board of directors of NSA.

He is author of the audio learning systems "Three-Dimensional Selling®" and "Turning Customer Satisfaction Into Customer Excitement®." He is author of the book Throw the Rabbit—The Ultimate Approach to Three-Dimensional Selling.




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