How to bring the law of averages to life

21.* “See enough people, and you’ll do your share oi the selling. The law of averages will take care of you.” This idea has been covered time and time again. It’s a basic truth, too. Outside salesmen should lean heavily on the law of averages. But the idea soon becomes “old hat.” Your speaker must enliven it in some way if
he’s to get results. He can do it this way . . .

When he starts his talk, he shakes up a 1,000 pennies and throws them on a table. The table is then taken out of the room and the speech begun. The climax is reached when the speaker announces, “I’ve told you the law of averages is infallible. Now you’ll see that it actually is.”

A slip of paper is handed to him. “While I’ve been talking, four men have been in the next room counting pennies. They counted the number that turned up heads, and the number that turned up tails. Here’s their report . . . Of the 1,000 pennies, exactly 501 turned up heads and 499 showed tails. There’s proof positive that the law of averages will work. Put it to work for you!”

22.* The law of averages is sometimes expressed this way-”See enough prospects and you’ll get enough customers.” But how can your speaker dramatize it?

He can get a large clear glass jar. He partially fills it with dried red beans. Then he puts in three ping pong balls. More beans are used to complete the filling. It’s important that the balls are not adjacent to the glass only the beans should be visible. Your speaker explains, “Each bean represents a prospect. Let’s see what happens when you ‘mix it up’ with a lot of prospects.” He shakes the jar vigorously. Because ping pong balls are lighter than the beans, they work their way to the top. As each ball appears on the top, the speaker makes a comment such as, “And out of those prospects, up pops a customer. Action pays off. See enough prospects, and you’ll make enough sales.”

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