|
The above demonstration will prove that the Law of Aver- ages works. Since it does work, let us endeavor to define it. Socrates, one of the greatest thinkers who ever lived, had a great motto: "Define your terms." It is only logical, there- fore, that you should know the meaning of the Law of Aver- ages. In my attempt to define the Law of Averages, I wrote letters, made inquiries, and asked many questions. From these different sources I received many ideas and sugges- tions. To sum them all up, the answer was: "If you put something in, you get something out." A very good answer, and it contains the elements of truth; however, it did not satisfy me. Many millions of people had seen things fall to the ground long before Sir Isaac Newton discovered the law of gravita- tion. But Newton wanted to know the reason why things fell to the ground. Some one asked him how he discovered the law of gravitation. His answer was: "By thinking about it." After thinking a long time about the Law of Averages in terms of application, in terms of demonstration, in terms of LAW OF AVERAGES CAN DOUBLE SALES 97 relationships, and in terms of how it produces results, I created the following definition: The Law of Averages is the law that determines the num- ber of times a thing will happen in proportion to the number of times that that thing is exposed. The definition of the Law of Averages establishes it on a practical basis. Therefore, it will prove very helpful to you to visualize this definition and get it well established in your mind. To know a principle thoroughly inspires us to apply it. Anyone who applies the Law of Averages, based on the above definition, cannot fail to produce results. Many salesmen are inclined to confuse the Law of Aver- ages with luck. Luck is that which happens to one seemingly by chance. Chance is taking a gamble that a thing may or may not happen. It is a pure risk with a possibility to win based on that imaginary thing called luck. Voltaire said: "There is no such thing as luck. Everything has a cause." The cause of a sale is the intelligent application of the Law of Averages. Sometime a sale will fall into your lap and you may be inclined to say, "Oh! I was just lucky," but somewhere along the line you have planted many ideas about your product and this is only a delayed reward for a just application of the law. The Law of Averages guarantees a certain number of sales, provided that you will expose a certain number of ideas about the product you are selling. The sooner you expose these ideas, the sooner will you make a sale. You will be pleased to know that the Law of Averages puts into action two other very definite laws. One is the Law of Acceleration and the other one is the Law of Compensa- tion. The Law of Acceleration hastens the ordinary process of selling. You learn to sell with a definite goal in view. You concentrate on results, and sales take place with an unusual pace. You often wonder from where they come. 98 LAW OF AVERAGES CAN DOUBLE SALES The Law of Compensation is another law you can rely on. It never fails to compensate you for every ounce of en- ergy that you expend. This law never cheats any man and rewards everyone exactly in proportion to the amount of effort they have expended. No one can cheat you but your- self. The Law of Compensation embodies the invisible power of God that guarantees that no honest effort can suffer a loss. Every effort toward a sale will be rewarded. If it is delayed, you are collecting compound interest and in many instances the delay is only testing your faith in an unfailing law. |
|||
|
