The Law of Averages is usually shrouded in mysterious terminology and statistics. It is seldom demonstrated as an effective means to help increase the production of sales.

All natural laws, which are laws of God, express justice. They have no favorites, and are available to all who endeavor to understand and apply them. They work with absolute certainty, precision, and justice. The Law of Averages is one of these natural laws, and it can be effectively and efficiently applied to selling. The results can be anticipated with accuracy. In my 42 years of experience in the field of selling, I have proved that the Law of Averages applies in dealing with prospects, as well as it does to other things. A knowledge of this law is one of the most stimulating and fascinating factors in selling. The application of this law guarantees the success of any salesman.

LAW OF AVERAGES CAN DOUBLE SALES

I shall examine the Law of Averages in three ways, and an understanding of each will give you a more comprehensive picture of its operations. First: I will give you a prac- tical introduction to the Law of Averages. Second: I will give you an interpretation of this Law. Third: I will show you how the Law of Averages can double your sales.

To introduce the practical application of the Law of Averages, take a coin and toss it into the air one hundred times. Mark down the number of times it falls heads and the number of times it falls tails. What happens? There are only two sides to that coin, and both sides are exposed; the Law of Averages determines that the coin will fall heads approxi- mately the same number of times it falls tails.