THE MAGIC WAND
by Joe Bonura, CSP
Where Is The Rabbit?
When I was a kid, I was enamored by magicians like Mandrake and
Houdini, and I always remember when my Mom and Dad gave me a Mandrake
the Magician magic kit. I spent the entire day waving my new magic
wand with no amazing results. You can imagine how disappointed I
was when it did not make a rabbit suddenly appear in my magic hat.
Behind The Curtain
I learned that if I followed a few simple instructions, I could
create the illusion for my young audiences that my magic wand was
real. I was given a peek behind the magic curtain, and that enabled
me, with lots of practice, to perform my magic tricks and amaze
Your "Magic Want"
The same is true in selling. Instead of a "Magic Wand,"
you must have a "Magic Want." Once you have a "Magic
Want" and learn the secrets behind the magic curtain, you too
can create the life that you "Want."
Know What You Want
The big problem is that most people do not know what they "Want,"
yet they fully expect to get it. I wanted to pull a rabbit out of
my hat. First and foremost, I needed to know what it was that I
wanted to pull out of my hat before I waved my wand, gave the magic
incantation, and thrilled my audiences.
The Magic Formula
You must frequently ask yourself what do you really "Want"
to accomplish in your lifetime, this year, this month, this day,
this very moment. As I was watching a YouTube video with motivational
guru Tony Robbins, he mentioned something about a magic formula.
The word magic tweaked my imagination, and I decided to write this
article. I knew what my "Want" was for this moment and
I took immediate action, and so you are now reading this memo. If
I had not taken action, this article would not have been written.
Begin and End With A Question
Begin today to ask yourself the following questions:
What do I WANT to have accomplished by closing time today?
What will my day look like when it is over?
How will I have benefited myself and others with today's actions?
Will I be proud of my accomplishments, or will I feel guilty that
I did not wave the magic wand more earnestly?
Did I make that extra call?
Did I listen to that CD on success and achievement?
Waste Time -- Waste Your Life
If the above questions made you feel uncomfortable, GREAT! That
is exactly what they were intended to do. If you do not feel uncomfortable,
you will not get up to change the thermostat. Most people just drift
through each day hoping that it will soon be over so that they can
move on to the next day. The only problem with that philosophy is
that the next day will be the same, as will the following day until
there are few days remaining to seek the opportunities that you
have. Time is precious, so waste time, and you waste you life.
The Art Has Changed
Magic has come a long way since the days of Mandrake when magicians
pulled rabbits from a black hat. Today, they make full-grown tigers
appear out of thin air because audiences are more sophisticated
and demand more from entertainers. Just like the art of magic has
changed in order to attract new audiences, the art of selling has
also changed. The magic act (sales act) is different and takes a
more skilled magician (sales person) to educate and entertain or
"edutain" your audience (the prospect).
Small Wants = Small Lives
Are your "Wants" so small that you are getting by with
tired and overused so-called sales techniques, or are you constantly
studying new and better ways to serve your customers? Keep in mind
that selling is not a trick; selling is an opportunity to invite
the customer behind the curtain to reveal how you will serve them
better than the competition will.
Your Abracadabra Moment
What will be your "Abracadabra" moment today? Are you
ready to pick up your "Magic Want," and wave it over the
right prospects with the right message? Get ready to perform: Lights,
© 2011 Joe Bonura & Associates, Inc.