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You Have The Power
by Joe Bonura, CSP

 

Just 10%

Just for today make a personal commitment to increase your efforts by just 10%. A 10% increase in effort can yield a 100% gain in success. Who finished second in the 1973 Kentucky Derby? I have asked that question in my sales training programs for the last 30 years, and only four times has someone known the answer.

It Is A Shame For Sham

Sham finished second in the 1973 Kentucky Derby. Why is that significant? Because up until 2001, when Monarchos almost tied Secretariat's record at 1:59:97 (Secretariat's time was 1:59:40, still the fastest), Sham held the record for the second fastest run in Kentucky Derby history. Because Sham lost by two-fifths of a second, so few recall his name.

Increase Your Efforts

Sham would have beaten Derby legends Whirlaway, Swaps, Citation, and Northern Dancer, to name a few. How are you running your race? You need only to be two-fifths of a second better to become a winner. If you make five sales calls a day and increase the effort by one more call a day, it would be analogous to working an extra day by investing a few more minutes to make one more call.

Stop The Friction

Open your throttle and stop living with your brakes on. I recall many years ago driving down the road and smelling something burning in my car. I realized that I had forgotten to release the emergency brake, and the friction was burning my brake linings.

Step On The Gas

We sometimes do the same thing; we go through the day with our brakes on. We burn up opportunities by limiting what we could be accomplishing. Try this: consciously pay attention to how you are holding yourself back and decide to accelerate when you feel that you are slowing down. Continue to work the phone an extra fifteen minutes each day.

Create Your Future

Consider ways that you can work creatively, and not necessarily intensely. Hard work does not get us as far as creative activity does. If hard work was all it took to be a success, a gerbil would be the most successful creature on the planet. The problem is that he keeps spinning the wheel in his cage as he runs. Stop spinning the wheel and think of new and innovative ways to do what you are doing. Add some creative pizzazz to your labor.

Positive Vibes

As James Allen writes in his book As a Man Thinketh, "We become what we think about." In other words, we become what we expect. Expect success, and you will put "positive vibes" into motion. A friend asked me why I was so confident that I would get the business when I made a sales call. I responded that the alternative was to put into motion "negative vibes" that would affect the way I conducted myself on the sales call. I always feel that I am going to win, or I would not be in the race.

POWER

If you make a:

Personal commitment
Open your throttle
Work creatively
Expect to succeed, you will always see positive
Results, because...

you will have the POWER!

© 2014 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:

https://www.youtube.com/watch?v=Q9AyPsDMu0I

 

REPRINT info:
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.

Click here TO ENGAGE JOE BONURA FOR A TRAINING SEMINAR AT YOUR COMPANY

 

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