"Gone Fishing "
|
Gone Fishing In this article:
Never Too Young To Learn Last week, I took my eight-year-old grandson fishing in the lake behind our house. After his second cast, he caught a small bass. Many casts later he complained that he was not catching many fish. The Fun Is In The Failures I told him that the fun of fishing is as much the anticipation of catching a fish as it is in actually catching a fish. I told him that if he caught a fish every time he threw a line in the water, fishing would become very boring. Morning Till Night A few years ago, I took my two sons on a fishing trip to Canada. After four days of intensive fishing from morning until night, we caught only thirty fish. 3000 Casts And Counting Just for the fun of it, we decided to see how many times each of us cast a line in the water before catching a fish. It turned out that we made over 3000 casts each, resulting in our success ratio of one fish for every 300 throws. You Never Know But that is what made it fun. We didn’t know what result we would achieve when we threw the line in the water. We did know that if we did not throw the line in the water, we would have zero results.
Get Your Line In The Water OK. This is a fact: The same is true of selling. If you don't have a line in the water, or if you are not on the phone calling prospects, you will get zero results. The Pros Have It I have watched several fishing tournaments on TV over the years, and some fishermen will always do better than others. Why? Because they have better fishing skills. The Three Great Rules Those of you who have heard me speak, or who have read my book, know that my three great rules of selling are: 1) Make Calls 2) Make More Calls, and 3) Make Many, More Calls. As simple as that sounds, it works. The more you have your line in the water, the more opportunities will come your way. The Three Great Rules Refined Over the years I have added the following to my three great rules. Make targeted, focused, skillful calls. Are You Willing The question is: Are you willing to keep going when the fishing hole isn't yielding any fish? I was tempted to give up, but I decided to cast my line in the water one more time. Strike It Rich Sure enough, I had a strike. It was a big one too. What would have happened if I had decided to call it a day? Sometimes it is that last call, the one I really do not feel like making, that delivers the biggest return and the greatest thrill. Start Fishing Now At the end of the day with my grandson, he remarked, “You know what, Popsy? Fishing is a real adventure.” And so it is with selling! So get your fishing pole (your phone) and start casting (dialing for dollars). Click here to read my article on phone
technique © 2008-2009 Joe Bonura & Associates, Inc. |
||
|
REPRINT info: Joe Bonura 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
|
