Guess what? Not everybody's going to buy.
It's one of the biggest mistakes salespeople make – they walk into every presentation thinking this person is definitely going to purchase, then feel like a failure when they don't.
During my years as a Hall of Fame sales coach at JP Business Academy, I've discovered that great salespeople understand and accept one fundamental principle: The Law of Averages.
The Mathematical Reality:
The Law of Averages shows that for every X number of appointments, you're going to make a sale. Let's say your number is five. For every five appointments, you'll close one deal.
This means whenever you meet with a client, they're either going to be the one that buys, or they're going to be one of the four that doesn't. You need both types to succeed.
The Professional Perspective:
Amateur Mindset: "This person should buy from me" Professional Mindset: "This person is either my sale or part of my average"
Amateur Response to "No": Personal failure and discouragement Professional Response to "No": Mathematical progress toward the next "Yes"
The Emotional Freedom:
When you truly accept the Law of Averages, something liberating happens. You stop taking rejection personally because you understand it's simply part of the process. Each "no" brings you statistically closer to your next "yes."
The Business Builder Mentality:
Just because someone doesn't buy doesn't mean your business didn't move forward. Every interaction contributes to your average:
- You practiced your presentation skills
- You gathered market intelligence
- You built your professional reputation
- You moved one step closer to your next sale
Finding Your Number:
Track your appointments and sales over the next month. If you close 3 deals from 15 appointments, your number is 5. This isn't a limitation – it's your baseline for improvement and planning.
The Strategic Advantage:
Knowing your Law of Averages number gives you:
- Realistic Expectations: You won't be devastated by normal rejection rates
- Activity Planning: You know how many appointments you need for your goals
- Confidence Building: Each interaction serves a purpose in your success
- Improved Performance: You can work on improving your average over time
The Compound Effect:
Once you accept the law, you can work to improve it. Maybe your closing rate moves from 1 in 5 to 1 in 4. That 20% improvement dramatically impacts your income and success.
Remember: The Law of Averages isn't about accepting mediocrity – it's about understanding reality so you can work within it and improve upon it.
What's your Law of Averages number? Share it in the comments – let's normalize the mathematics of sales success.
Comment HELP if you're taking rejection too personally and want to learn how to use the Law of Averages to build unshakeable confidence.
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