You Have The Power
by Joe Bonura, CSP
Just for today make a personal commitment to increase your efforts
by just 10%. A 10% increase in effort can yield a 100% gain in success.
Who finished second in the 1973 Kentucky Derby? I have asked that
question in my sales training programs for the last 30 years, and
only four times has someone known the answer.
It Is A Shame For Sham
Sham finished second in the 1973 Kentucky Derby. Why is that significant?
Because up until 2001, when Monarchos almost tied Secretariat's
record at 1:59:97 (Secretariat's time was 1:59:40, still the fastest),
Sham held the record for the second fastest run in Kentucky Derby
history. Because Sham lost by two-fifths of a second, so few recall
Increase Your Efforts
Sham would have beaten Derby legends Whirlaway, Swaps, Citation,
and Northern Dancer, to name a few. How are you running your race?
You need only to be two-fifths of a second better to become a winner.
If you make five sales calls a day and increase the effort by one
more call a day, it would be analogous to working an extra day by
investing a few more minutes to make one more call.
Stop The Friction
Open your throttle and stop living with your brakes on. I recall
many years ago driving down the road and smelling something burning
in my car. I realized that I had forgotten to release the emergency
brake, and the friction was burning my brake linings.
Step On The Gas
We sometimes do the same thing; we go through the day with our
brakes on. We burn up opportunities by limiting what we could be
accomplishing. Try this: consciously pay attention to how you are
holding yourself back and decide to accelerate when you feel that
you are slowing down. Continue to work the phone an extra fifteen
minutes each day.
Create Your Future
Consider ways that you can work creatively, and not necessarily
intensely. Hard work does not get us as far as creative activity
does. If hard work was all it took to be a success, a gerbil would
be the most successful creature on the planet. The problem is that
he keeps spinning the wheel in his cage as he runs. Stop spinning
the wheel and think of new and innovative ways to do what you are
doing. Add some creative pizzazz to your labor.
As James Allen writes in his book As a Man Thinketh, "We
become what we think about." In other words, we become what
we expect. Expect success, and you will put "positive vibes"
into motion. A friend asked me why I was so confident that I would
get the business when I made a sales call. I responded that the
alternative was to put into motion "negative vibes" that
would affect the way I conducted myself on the sales call. I always
feel that I am going to win, or I would not be in the race.
If you make a:
Open your throttle
Expect to succeed, you will always see positive
you will have the POWER!
© 2014 Joe Bonura & Associates, Inc.