Making the Averages Work in Sales
In sales, the law of averages is sometimes expressed this way: “If you see enough prospects you will get enough customers.” But how do you dramatize it in a sales meeting?
Here is one way. Get a large clear glass jar and partially fill it with dried red beans. Then put in three ping pong balls and complete the filling with more beans. Make sure that the balls are not adjacent to the glass – only the beans should be visible.
When speaking explain, “Each bean represents a prospect. Let’s see what happens when you get out and ‘mix things up’ with a lot of prospects.” Shake the jar vigorously. Since ping pong balls are lighter than the beans, they will work their way to the top of the jar. As each ball appears at the top, you can make a comment such as, “And out of those prospects, up pops a customer. Action pays off. If yous see enough prospects, you will make enough sales.”