"Finishing Strong"

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by Joe Bonura , CSP


Plus 10

My friend and client Amy Jo Condo ran track in college, the 100 and 200 meters and the 4X100 and 800 meter relays. Her University of Louisville track coaches George Berry and Karen Watson could have called them the 110, 210 and 4X110 and 810 races because the coaches always made the track team run an extra 10 meters before they finished. Their imagined finish line was always 10 meters beyond the actual finish, and that way they always tore through the finish at optimum speed. Amy Jo runs her company, Blaze Products, with that same philosophy.

Lost Victory

Recently, I watched a sports report of what turned out to be the Oregon State second place finisher who raised his hands in victory as he approached the finish line. The ultimate first place finisher scooted right by and earned the first place position. He must have been coached by George and Karen.

And the winner Is

In the 1957 Kentucky Derby, legendary jockey Bill Shoemaker, riding Gallant Man, misjudged the finish line and stood up in the stirrups before the finish. He was ready to savor victory when Bill Hartack, riding Iron Liege, surged past and won the 1957 Kentucky Derby by a nose.

No Go - No Goal

This past season in the National Football League, a wide receiver started celebrating a touchdown before crossing the goal line. He dropped the ball too early and pranced into the end zone. He started to do his signature victory dance when he realized that he had not scored, and the opposing team fell on the fumble. That was a costly lesson for him and for his team.

Reach Higher

Our reach should always exceed our grasp. Advertising legend Leo Barnett had a statement engraved at the entrance of his building. It read, "Reach for the stars, and at least you won't come up with a hand full of dirt." Our reach should always exceed our grasp in all areas of our lives.

Keep Going

This morning, I decided to push myself. Whereas, I walk for 30 minutes every day, today I decided to push beyond my normal time and go an additional 30 minutes. When I approached the third 30-minute milestone, I was tired and ready to quit.

Second Wind

I remembered a message from the late motivational speaker Earl Nightingale: If you keep going, you will work through your fatigue and experience a second wind. I went for another 30 minutes, and after the first 10 minutes, the fatigue was gone, and I finished feeling great. I felt great because I pushed beyond what I thought was enough.

Push It

The same principle holds true in selling: Always look beyond and go beyond what you normally do. If you normally make 25 sales calls a day, push it up to 30 sales calls a day. At the end of the week, you will have made an additional 25 calls, or to express it another way, you will have worked an extra day.

Make It a Habit

The same holds true for the number of hours you put in on your sales job. Why not start just 30 minutes earlier or work 30 minutes later every day for the next 30 days. In 30 days, it will become a habit, and you will not even have to think about it. The good news is that every month, you will have picked up another 10 hours of productive selling time.

90-Day Reset

Beginning tomorrow, set your alarm clock 30 minutes earlier than you normally rise. Place the clock on the other side of the room, and when it goes off, you will have to get out of bed to turn it off (no snooze alarm allowed). Turn on the shower immediately and jump in. You will increase your available productive hours every week. Do it for 90 days, and you will put an additional 45 hours (and additional dollars in the bank). That is 45 hours that you would have spent looking at the inside of your eyelids.

© 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:



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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