by Joe Bonura , CSP
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.
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
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.
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.
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.
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
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.
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.