The Law Of Averages | Sales Impact

"Sales is a numbers game"  

Have you ever heard that before? it is very often right?

If you are sales person or you have a bunch of sales team, have you understand this principle? or maybe how to make your sales team understand about this?

I had a bunch of direct sales team, and i felt so hard to make them understand and stay focus on the process to get sales at the and of the day. They are mostly focusing on how to get sales and being pressed of the sales pressure. Until I create this sales impact what i call "THE LAW OF AVERAGES"

THE DICE IMPACT

This is a good impact for your team to make them understand about focusing on a process of selling :

Let say pairs of 6 of the two dice is your sales. Do you know when it will happen ? Unfortunately we don't know when. The only thing that we know is just throw pair of dices AGAIN, AGAIN and AGAIN until we got pair of 6 that we want. But we believe that opportunity will comes as long as we keep throwing it.

• Throwing the dice is a PROCESS, and pair of 6 is a RESULT
• If you only throw it ONCE, I don't think the chances is good enough to get pairs of 6
• The more you throw the dice, the more chances for you to get pairs of 6.

CARD IMPACT

This is also a good impact for your team to make them understand about focusing on a process of selling and work the database properly without any skipping :

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  52 bridge card is 52 database of customer, or 52 two people to speak to
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  4 As's is your 4 sales
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  When you shuffling your card, you will never know where are the 4 as's right?
• 
  

  So what you have to do to find that?

OPEN THE CARD ONE BY ONE WITHOUT SKIPPING ANY CARD AT ALL !!!!

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  First card that you open maybe a joker  let say it is a rude customer
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  Second, Third, Fourth etc, maybe you still haven't found the as's card
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  After you open 40 card and you still haven't found it, you can not afford to stop, why?
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  Because you believe that there are always 4 as's in a bunch of bridge card.
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  keep OPEN, OPEN and OPEN again until you find those 4 cards.
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  When you find 1 of them early, keep open it because there are 4 as's card

THE MESSAGE OF THIS IMPACTS :

• Make your sales team understand that they are required to see more people in a day to gain any result of sales
• Make your sales team believe that there is always a sales in a day
• Make your sales team easily maintain their attitude towards rejections
• Make your team work out the database correctly without any skipping action
• Make your team stay excite and enthusiastic although they haven't get any sales and keep going

"When your sales team come back to you without any result, check the tracking sheet regarding how many people do they speak to that day. Don't always blame them pointed to the skills. It maybe just because they are not seeing enough people, or maybe they see enough people but they can not maintain their positive attitude while they seeing customer by customer"

Created by : Iyan Diana 2011