by Joe Bonura, CSP
Moving and Grooving Your Way to Success
- Get up and get going. Stop waiting for someone else to make
life happen for you. This morning, I read something that I would
like to share with you in this month's E-Zine. The article was
about apathy, and it reminded me of a word that I have not used
in a long time.
From Apathy to Inertia
- One of the biggest causes for failure in sales is "inertia."
The dictionary defines inertia as "... the property of a
body by which it remains at rest."
A Lesson from Sir Newton
- Sir Isaac Newton said that an object in motion tends to stay
in motion, and Sir Fig Newton says that an object
sitting on a couch tends to stay on the couch.
Coffee Cup Blues
- I was having a cup of coffee in Starbucks, and there was a gentleman
sitting by the window. He needed a shave, his eyes were drooping,
and he had a sad look on his face. Because he looked lost with
nowhere to go, I wondered what the rest of his day would be like.
He was waiting for life to happen to him.
Put on Some New Shoes
- It occurred to me that the one thing separating me from being
in his shoes was the number of sales calls I make each day. Think
about it: if you were to completely stop making sales calls tomorrow,
how long would it take before you would have nowhere to go? I
shot a few arrow prayers his way for a positive change in his
Action Begets Energy
- Remember that mood follows action, rarely does action follow
mood. Action begets energy, and energy begets more action, which
in turn, begets more energy. It is like jumping off a moving train:
you will continue to roll because of the momentum of the train's
Bad Tired Is Not Good
- Have you ever had a day when you go home from work in a mood
that I call "bad tired?" If you look back over that day, you will
find that you acted sluggardly. It was a day of procrastination
and laziness, where you simply went through the motions without
Good Tired Is Not Bad
- Have you ever gone home feeling "good tired?" Yes,
you are tired, but you feel really good about the day and your
accomplishments. If you look back over that day, you probably
worked harder than usual, but instead of feeling bad about the
day, you feel a sense of accomplishment. You will discover the
day included doing many things that you did not feel like doing,
but you did them anyway. My good friend, Bill Mann, one of the
most energetic sales producers I know, reminded me of the expression,
"If you want to get something done, give it to a busy person."
Time To Act Now
It's January! What a great month to make a commitment
to do things differently in order to create a change for the better.
I am not referring to a New Year's resolution, but I challenge
you to a lifetime commitment to excellence.
Pick Up The Phone Now
- Start now. Decide to pick up the phone and make some sales calls.
You don't know who to call? Go to your file cabinet or your CRM
(customer resource management) program and make ten dials. After
you make your ten dials to people you already know, go to the
yellow pages and select five new businesses to call. Pick up the
phone, and do it now.
Feeling Better Already
- If you start doing and stop stewing, you will experience an
immediate feeling of accomplishment and fulfillment. You will
be working your way to feeling good tired, and rising
to the top of the sales success ladder. Most people would rather
make excuses than sales calls. It is easy to succeed in life because
you will be doing what the sluggards fail to do.
Rub The Lantern
- For some reason, we think success in sales is something that
only the select few can enjoy. The truth is that the sales genie
can be called out of the lantern by anyone willing to take action
and rub the lantern. Remember that nothing happens until you do
something as simple as picking up the phone and making your first
© 2007 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 & Associates, Inc.
407 Landis Lakes Court
Louisville, KY 40245
(502) 553-1746 phone
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
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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