by Joe Bonura, CSP
As a small child, I remember going to the beach with my Mom and
Dad. I approached the water and put my toe in, felt how cold the
water was, and ran back to shore. Then, I cautiously returned to
the water until my ankles were submerged. Forever I stood there
with goosebumps, never making the plunge. The cold water intimidated
Go In Headfirst
I watched my older sister approach the water and jump in headfirst.
I decided to follow her example and found that the first shock of
the plunge was exhilarating and that my body immediately adjusted
to the cold. The same principle holds true for selling. Pick up
the phone and take the plunge. It is intimidating at first, but
once you begin to make the calls, the results will boost your confidence.
We Have Been There
You know what I mean because you have been there, too. You were
afraid to pick up the phone, but once you did, you began to make
the calls that created powerful results. You developed a strong
self-worth and accomplished a sale or two.
The Long Walk
When I was in high school, the geography teacher instructed us
to memorize the states. I did the assignment, and when she asked
for a student to name the states, I enthusiastically volunteered.
I went to the front of the class to name the states, but I did not
realize that I had never spoken in front of a class in all my years
I Lost My Voice
I arrived at the front of the classroom after what seemed like
an eternity. When I turned to face the class, I was so nervous that
I lost my voice, and my vocal cords froze right there on the spot.
The teacher reproached me, told me to sit down, and to not waste
her time. Actually, I knew the states, but I lost my nerve.
Forget Your Failures
- Many years later, motivational expert Earl Nightingale encouraged
radio listeners to develop speaking skills to succeed in life.
I felt inspired, but nevertheless, I lacked the confidence because
I remembered my failure in the classroom from many years before.
Take Action... Now
- Immediately after Nightingale's program, the radio station aired
an advertisement for a public speaking seminar series. I thought
it was a coincidence at the time, but actually it was good media
placement. I decided to Jump In, and I telephoned
the company for information. Fourteen weeks later, I completed
the public speaking course with honors, and today I make a living,
speaking to audiences all over the world.
No Fly Zone
- In 1972, I opened an advertising agency, and in order to serve
my customers, I had to travel all over the country, but I had
a fear of flying. Remembering my fear of public speaking and how
I conquered my fear, I Jumped In by calling a local
flight training school. Within three months, I had an airplane
pilot's license. Since that time, I have owned four airplanes,
and today I fly commercially over 50,000 miles a year. Although
I love every minute that I am in the air, I do not enjoy the airline
delays and cancellations that result in hours of waiting in airports.
Get Rid of the What Is It
- What is it that you have been putting off? What is it that you
are uncomfortable with? What is it that you would do, if only
you could get past the initial shock?
Make A List and Live
- Make a What Is It list, and take action to Jump
In. Remember that
Mood follows Action; action rarely
- If you wait until you are in the mood, you will never get wet
above the ankles. Take the plunge... Headfirst.
© 2006 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 & Associates, Inc.
407 Landis Lakes Court
Louisville, KY 40245
(502) 553-1746 phone
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
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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