How To Win The Sales Number Game

In my previous life – haha, in my twenties – my brother and I built a large business in direct sales. We had a substantial sales team that focused on selling nutritional supplements through doctors’ offices. In the direct-sales industry there are a couple of sayings that have become almost universally accepted. One is “Some will. Some won’t. So what? Next.” The other is “You can’t say the right thing to the wrong person and you can’t say the wrong thing to the right person.” In essence, they’re saying that it’s a numbers game. It’s volume that matters. Quantity over quality. Your presentation isn’t that important, it’s how many times you give it that’s important. The more people you talk to, the better your chance of success. For several years I bought into that philosophy, but at some point I began to realize that it preaches the wrong doctrine, that
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