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Sales Training: The Law of Averages by Mark Bowser


If you put your sales message in front of one person, you will reap a small harvest. If you put your sales message in front of 10,000 people, you will reap a larger harvest.

Understanding and using the Law of Averages leads to more sales and customers for your business. How? When you take an action enough times, a ratio of statistics will begin to introduce itself. Let me explain.

I grew up in Indiana where basketball is king. In fact, my hometown of Anderson has the second largest high school basketball gym in the nation. The “Wigwam” holds just under 9,000 people. The largest high school gym is just 30 minutes down the road in New Castle where their field house seats around 9,300 people. We take our basketball seriously. We also use the Law of Averages. It is called free throw percentage. Games are won and lost at the free throw line.

Games are won and lost in the business world too. Not at the free throw line, but in how we use the Law of Averages. Let’s say that you talk to one hundred people about your business. Two out of those one hundred become new customers of yours. Now you have a ratio. Two out of every one hundred people that you talk with will become a customer. That is exciting! Why? Because the Law of Averages tends to repeat itself. It is consistent. There is a great chance that if you talk with another 100 hundred people, you will gain two more new customers.

I know what you are thinking, “Mark, how can you be so excited? It is only two percent.” Yes, it is only two percent, but it is a place to start. In time, it might be four percent, and then eight percent, and so on. How do you change the Law of Averages? By getting better. By growing. By learning Influence, Leadership, and Sales skills. Also, we have to remember, that those original two percent are going to talk about us. So, if we create them into loyal customers then that word of mouth is going to bring in even more new customers.

There is also a lot of other ways to sell and market. What if you reached your prospects by sending out direct mail pieces and post cards, voice broadcasts, billboards, etc…? How we use the Law of Averages can be endless. It also helps us know how to use our marketing/sales dollars best. Let’s say that we send out two different post cards to one thousand people each time. By using the Law of Averages, we can see which post card works best. A change in the wording or a change of look can make a big difference to the response rate.

The Law of Averages is great! Begin to use it for your advantage and you will be amazed how much more successful your business will become.

I would now like to invite you to receive my seminar “The Keys to Empowered Leadership” on MP3 download free when you sign up for our Free Take Action Sales Newsletter. You can register at TakeActionSales.com.
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Mark Bowser is one of the top Sales Trainers and Speakers in the world today. He is the author of three books Power Nuggets, Unlocking the Champion Within, and Three Pillars of Success. You can visit him at www.MarkBowser.com.

-What are some ways you can use the Law of Averages to skyrocket your sales career? Let your voice be heard by sharing your thoughts in the comments section below.

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  • Carennedy

    The question that comes to mind is how can one keep going when they get tired, not so much discouraged, but tired worn down during the 98% just to get to the next 2%?