"If at first you don't succeed you're running about average."

Early in my sales career I was introduced to the Law of Averages. It's been a key concept of direct sales for many decades. The Law of Averages basically teaches salespeople that if you want to double or triple your sales, you need to double or triple the cold calls and sales presentations you make. I found that if I made ten cold calls to interest people in home water treatment equipment, I generally got one appointment for a sales presentation. Three appointments usually gave me one sale.

So to get one sale, I needed to make about 30 cold calls. As I got better at prospecting, choosing prospects to call on (such as new home buyers), and increased my sales presentation skills, I improved those averages.

A vital