"7 Ways To Fail"

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7 Ways To Fail
by Joe Bonura , CSP

Feed the Right Wolf

Darren Hardy, publisher of Success Magazine, told one of my favorite stories on his daily blog, the story of two wolves. The two wolves live inside each of us, a good wolf and a bad wolf, and they are constantly at war with each other. When a young boy asks his grandfather which wolf will win the war, his grandfather replies, "Whichever wolf you feed."

So if you are going to defeat the bad wolf, you need to know what he looks like. Here are the seven traits of the bad wolf or 7 ways to fail: Fear, Doubt, Negative Thinking, Uncertainty, Temptation, Laziness, and Lack of Trust.

1. Fear

Fear fear! You should fear it because fear is like a locked door between you and the success that is waiting for you. You have the key, but you are afraid to open the door because you are afraid to find out what is on the other side. When I decided to quit my job as vice president of an advertising agency and open my own advertising agency in 1972, I had a wife, three children, monthly payments on two cars and a house.

I put the key in the lock when I was twenty-nine and I walked through the door. Was it all sunshine and roses? Of course not! By 1989, we had become the second largest advertising agency in Kentucky, and I retired from that business at 46 years old to go through another door as a professional speaker.

2. Doubt

Doubt is caused by being unsure of an outcome. If you wait until you are sure of an outcome, you will end up sitting on the sidelines while someone else is out on the field playing the game and scoring the touchdowns. Whenever I make a sales call, I am never in doubt of the outcome; I always know that I will make the sale. I don't always make the sale, but my doubt-free attitude, that doing business with me is the best choice, is obvious to the potential buyer.

3. Negative Thinking

One of my favorite books is "The Power of Positive Thinking" by the late Dr. Norman Vincent Peale. The first time I read the book was when I had to make the decision to leave my hometown of New Orleans and move to Louisville, Kentucky. Jack Gerber, district manager of Hotpoint Appliances Kentucky Region, offered me a job as district advertising manager, and I had to give him a decision the next morning. I was afraid to leave the security of my family and hometown, and I had negative thinking about the outcome of my move. My brain was saying, "What if…What if." I decided to do the safe thing and to not accept the position, and then I spotted Peale's book in the gift shop of the Executive Inn Hotel. I read the book in one night. As I look back on that decision to move to Louisville, I realize that if I had not gone through that door, I would not have achieved the success that I have been blessed with in my life. Hindsight is 20/20.

4. Uncertainty

If only you could be certain about every decision you make. I was early for an appointment this morning, so I decided to take the scenic route. There was an accident, and I was almost late for my appointment; I was glad that I had left early. You can never be certain about any decision you make because you can never predict an accident or an unforeseen circumstance. Life is full of uncertainty. It is not always possible to see the road ahead. It is important to know your destination. Every phone call in selling is an act of uncertainty. You need to make the call anyway, or one thing is certain: No sales will be made.

5. Temptation

Should I neaten my desk or make sales calls? The temptation is to avoid making the calls; it is easier to clear your desk and feel positive about your accomplishment; however, how much revenue results from cleaning your desk? We are tempted to do tension-relieving tasks verses goal-achieving tasks because we are contented to remain in our comfort zone and not risk rejection. Why not make a deal with yourself: If I make a certain number of new sales calls today, I will reward myself (perhaps with an ice cream sundae or tickets to a ball game). You have now turned temptation into a template for success.

6. Laziness

One of my favorite verses in the Bible is Proverbs 6:6

Take a lesson from the ants you lazybones
Learn from their ways and become wise!
Though they have no prince or governor or
ruler to make them work, they labor hard all
summer, gathering food for the winter. But you,
lazybones, how long will you sleep? When will
you wake up? A little more sleep, a little more
slumber, a little folding of the hands to rest -- then
poverty will pounce on you like a bandit, scarcity
will attack you like an armed robber. NLV

From time to time, we all suffer from laziness. If it is brought on by extraordinary activity, that is acceptable; you deserve a break. But, if it is brought on by habit, that is another thing. Habits are easy to acquire and hard to eliminate. Laziness is a habit. Just visit most senior living communities, and you will see many people lost in doing nothing while they wait to do nothing.

7. Lack of Trust

Trust the instruments. That is what my flight instructor told me when I was learning to fly by instruments in a Cessna 150. It is easy to fly by the seat of your pants when you find yourself in a cloud and cannot tell up from down; however, if you rely simply on your instincts, you will probably have an unpleasant meeting with Mother Earth. The same is true in selling. Continue to make calls, make more calls, make many more calls - in other words, continue to trust the process - and the results will surely come. The key here is to have a process. Consider the process to be your instruments, and you will be able to fly through any storm and come out right side up.

You now have the seven keys that will unlock the door to life or sales success. You simply take the keys out of your pocket, insert them in the keyhole, twist the key, and walk past your fears. Begin today, or as the late W. Clement Stone would say, "Do It Now!"

Walk past your fears and put a muzzle on the bad wolf.

© 2015 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.

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