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.
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.
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
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
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.
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.
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
One of my favorite verses in the Bible is Proverbs
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
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
2015 Joe Bonura & Associates, Inc.