What Is Your Focus?
by Joe Bonura, CSP
Can you remember the first time you used a magnifying glass to
burn a hole in a leaf by focusing the suns energy through
the lens? The same thing can happen in selling: What we focus on
is what we experience.
Go South, Young Man
The late Wayne Smith once told me how he got into the banking
business. He was hired as a calling officer by a northern Ohio
bank, and his first assignment was to head south to make sales
calls. He set out on a Monday morning, fully focused on having
a great sales week. Wayne made calls Monday through Friday, without
Real Cold Calling
By the time Friday arrived, a cold front had arrived too, with
ice and snow-covered streets, causing great difficulty driving.
Around ten in the morning, he noticed a meat packing company,
so he drove to the front gate where a very surly guard, who took
his job a bit too seriously, greeted him, 'Yeah, what do you want?'
When Wayne replied that he wished to visit with the comptroller,
the guard growled, 'Not in; wont be in till late this afternoon.'
Wayne thanked him, and said that he would return.
Make The Right Turn
At 4:00pm, Wayne was headed to the Interstate and home, when
he noticed the meat packing company on his right. The guard was
still there, stone faced, and angry at the world. Wayne asked
himself, 'Do I turn right, face the guard and try to see the comptroller,
or do I head home to the warmth I have been missing - after all,
it has been a tough week, and the weather is even worse than it
was earlier?' Wayne Smith decided to take the right turn -- the
gatekeeper grumbled and allowed him to pass through.
I Have Been Waiting For You
He entered the building and asked for the comptroller. When the
head accountant discovered that Wayne was with a bank, he remarked,
'This must be my lucky day. We are having trouble doing business
with our present bank, and we are considering a new financial
partner.' Wayne got the business, which became one of the banks
biggest accounts, and Wayne was promoted to Vice-President of
the bank. Later in his banking career, Wayne became President
of Central Bank in Kentucky until his retirement in 1995.
Know Your Focus
Wayne Smith was focused on what he was sent to do in southern
Ohio. He didnt focus on the weather, he didnt focus
on getting home early, and he didnt focus on the mean old
block of granite, guarding the gate. He was rewarded for his efforts,
as you will be, if you focus on success.
Similar to a huge magnet, we attract what we expect, and the secret
is to expect the right results. If you mention your focus today,
I could predict your success or failure in the coming days, weeks,
months, and years.
Polly Anna Has The Right Idea
Whenever I make a call or a presentation, I say, 'We are going
to get this one!' I am not right all the time, but it beats reacting
with a defeatist attitude. In the end, I win more than I lose. My
wife said that I remind her of Polly Anna with rose-colored glasses.
Make It Happen Today
What are you going to FOCUS your magnifying glass on today?
© 2004 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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