How I Sold My Way From Losing To Winning

to closing 50% or better and predicting my income month after month and year after year.

Find out how a burned-out salesperson who missed 16 presentations in a row. Turned it around and sold 17 out of 19 in one week earning over $35,000.

This simple but effective system will have you selling more and predicting your income in as little as 6 weeks!

Use just a few of the tips you’ll learn in the first 2 modules and pay for the course before your credit card payment is due!

Broke at 21. Burned out. Dejected. Looking for help or a way out.

I found myself in a room. Slumped in a motivational meeting. Trapped. Too close to the action and too far from the door to exit without being seen.

I was looking up at the self assured, confident, successful looking speaker at the front of the room.

I felt so low as I kept sliding down my seat.

We were only a few feet apart. But I felt so far from where he was and what he represented.

I believed there was no way that could ever be me.

To me, everyone else made it seem easy.

They seemed so positive and I was dying inside.

I felt hopeless. I was feeling entitled, victimized.

So down and out.

In my head over and over. I could hear the country song “I’m so lonesome I could cry”.

I asked myself “How did I get to this point?” Not only was I not making any money, I had to keep a positive look on my face, to stay in the room. I didn’t know where to go next.

NEW RECORD:

“the most presentations with no sales”

I’d finished 16 presentations with no sales. My job was on the line and I wasn’t sure I could ever be good at it.

Or if I even wanted to be. I was about done.

I didn’t think anyone could ever feel this down and out. Even the friends I had in the office were avoiding me.

They were starting to walk around me. Look the other way. I admit, I was burned out. A crispy salesman on the way out the door.

Then A Voice Came Out of Nowhere.

Somehow, somewhere a voice said to me: “Do one more week. Do 20 more appointments”.

The same voice said: “Go ahead , you can do it”.

The voice continued: “If it doesn’t work it’s not meant to be”.

“You can go work in the Ford or Chrysler plant, but don’t quit on this on this 16- 0 streak”.

I said to myself “what will I do different” ?

The voice said: “do your best”.

My Best?

I was so far from doing my best, the thought caught me off guard.

It was all I could do to sit up straight; let alone sell someone something.

I had no idea what my best was, or even if I could muster the energy to to do one more call. I said “what the heck”.

I’ll give it a shot. I’ll do the 20. Then Quit.

I gave up trying to sell. I decided to ask at least five times before I finished every appointment.

I made a game out of it and I made a deal with myself.

I would do 20 more appointments. If I didn’t like the results, I’d quit.

I know that sounds negative. I was. That’s how I felt.

I decided every time the client said no, I would tell about another benefit.

And another benefit…

more compelling reasons that my product would work for them.

Then I’d ask for the sale, again and again until they said no 5 times.

(Sometimes I asked 6).

And Some Started To Say Yes.

I wish I could say it changed overnight.

Each day seemed like a week.

I sold 2 out of 10.

When they wouldn’t buy I wrote down what they said.

Then I’d try to figure out why they said it, and see if I could come up with better question next time.

Eventually I began to understand what they were really saying and I realized it wasn’t always what they said.

I kept on practicing until I became better. Which I did.

20 presentations became 4 sales.

Things got better.

It was brutal, but not impossible.

I realized I wasn’t asking enough.

And soon I learned, I wasn’t asking the right way.

But now I knew, I could sell.

I could sell!   I could sell!

I wasn’t the guy up on stage yet, but I saw a glimmer.

What was different?

I stopped worrying about hearing “no”.

I’d been told “no” at least 100 times in one week but still, 4 people said YES and I lived through it.

“No” still bothered me. But now it was a game.

I just played until I heard 5 no-s at least, before I stopped asking.

It turned into little contest. Just ask at least 5 times to win.

My goal was to ask as many times as I could while having as much fun as possible getting there.

I stopped worrying about if they would buy or not.

This is what started to happen.

It became less personal and more of a strategy.

Fear receded a bit.

Now I believed I could sell 2 out of 10. How do I make it 3 for 10?

In one week I taught myself my first lessons in predicability.

 

“I used to think you had to be born salesman to sell. Using Sell By Choice™ I wrote  $2,200 in business in one week and over $7,500 the first month Jack coached me! I’ll use these tools forever.”

Actual Student, Thomas

 

So, what did I really learn?

1. Do more in a shorter period of time to shorten the learning curve.
2. Listen to what they are saying.
3. Ask until you run out of compelling benefits.

From here on I believed that I never had to sell less than 25%.

After only 3 months… I never did.

Eventually, 

I Never Sold Less Then 40% – Ever Again

Within a short time my average was over 50% every month, with runs of up to 60-70%.

People started asking me how I did it.

They didn’t ask me how many times I heard no,

or how many presentations I went on.

All they wanted to know was how I did it.

 

“I RECOMMEND this to people who have drive and know that they have the capability to excel but just feel lost and like they’re aimless, losing time and motivation. I’m so happy with the progress I made.”

Actual Student, Qelsey

 

I became excited to teach the way I’d discovered to improve.

Now I looked at every appointment differently.

I realized that some of them were unsellable, either they had no money, no job; they had no ability to pay.

I put them away for later.

(This was a “secret” in the making… many of those became clients later.)

I started to realize that if I’d had better appointments my numbers would have been better.

My income would have increased in the same time frame. With the same effort.

I started to get excited.

Do more. Do better. Get easier results.

I started to see me as that guy speaking in the morning meeting.

“Less than 5% of the 800 sales people in the Company hit the President’s Club, 25 sales, I hit it the first time in only 3 weeks.”   Jack Kvaska

I started to create my own appointments. My closing percentage stayed over 40%.

Now I believed I could sell out 1 of 2 every time.

It started to sink in that my results were predictable.

Something magical happened here.

This was just before I started my own business.

• before I had the responsibility of training brand new salespeople.
• before I started trying out some of the things I had learned with new people. It came at the perfect time.

I started asking for the sale differently, with more conviction.

Up until now, I had believed I needed fancy closes.

Closes that put me in a position of outwitting the customer.

As if the customer was the enemy and had to be maneuvered into a position until they finally said  “I give up.  OK! OK!  you win, where do I sign?”

Or that someday I would simply be really good at saying ‘magical words’ and they would easily say yes.

Or that I would close as if we were in a chess game, where I was always  3 steps ahead.

Looking down at the board with a bird’s eye view. Seeing all the closes develop ahead of the customer.

But I was starting to see things differently.

It all became so predictable. It was the start of Sell by Choice™

I learned a valuable lesson.

You Don’t Need To be a Hard Closer…You Need to be a Great Listener

Often I hear people say “I’m a good listener”, or people “like me”.

But they can’t tell me why they didn’t sell.

I learned to close 50% through years of trial and error, if that’s something you want to learn, I can teach you no matter your experience level.

 

“The decision to get involved in the sales was a big risk for me.  I was a single mother but I felt confident enough in myself and Jack to put a $25,000 second mortgage on my house to be personally trained in this system. It wasn’t ‘easy’ but my results inspired me, I hit the top 10 in my company within 6 months of starting.” Actual Student, Heide

 

So stay with me,

When you’re a great listener you hear everything.

Even what’s not said.

Once I learned to ask the right questions, combined with being able to really listen.

My customer’s almost always answered the questions themselves before I needed to ask.

Closing sales became more about questions with guidance and suggestions.

When I listened.

I needed to listen to what’s important to them, not me.

To know how to feel and spot the difference.

But how did I do it?

Consider this;

I thought there are magical closes that I had to learn to spin heads at the mere mention of them…

and have customers saying “That’s right” and “That makes sense”.

Closes like

• “The Reduction to Ridiculous Close”
• “Take the pants of the C.E.O And Put them on the Decision Maker Close”
• “The Ben Franklin Close”
• “The Assumption close”
• “The Order Blank”
• “The Alternate Choice”
• “The Contest Close”
• “The Folded Paper Close”
• “Product Cost To Much Close’’
• “Torn Money Close”

and 100’s more, well there is and there isn’t.

If you have read this far and think there is a magic pill to close 50%, you won’t find it with Sell By Choice™.

I can teach each one of these closes and many others.

But it isn’t necessary; if you learn this one sequence and learn it well:

1. Listen to what they say.
2. Confirm it’s what they mean.
3. Serve the solution.
4. Then ask for the sale, with the customer’s interest in mind.

All closes are, a way to present the “ASK”.

The opportunity to ask the customer in a way that is in line with his/her way of thinking.

These “closes” all have names because they’re used for specific situations. Conditions that the customer may have or think they have.

You only need 5 variations of how to identify and respond to objections.

Then prepare a framework so you can present the right strategy in words back to the customer.

It’s a simple matter of listening.

Deciding what they are saying and packaging a response that makes sense to them.

Listen to the symptoms (objections) to identify their conditions, you’ll have less “no’s”.

Once you figure out why the customer is hesitating you’ll fix that.

Bring up all the potential objections throughout the presentation.

Do this and you will please them. There will be no reasons or fewer reasons to say no.

That’s how I close a solid 50% of qualified leads. And so will you.

No Magic Pill…

But A Predictable Outcome. Every Time.

Let’s take a breather…

Less than 10% of readers will get to this point.

If that’s you congratulations!

If your reading this far (stay with me a little longer) I promise you will time well spent.

To review, I talked about the magic is in a simple series of listening and asking questions.

There is no magic close.

It’s not what you want anyways…

What you want is to be able to create more customers the first time and create sales more than once, from the same customer.

Create more sales the first time and more sales from each customer?

Plus create sales from the ones you missed!

Sounds great, doesn’t it?

Right now.

With a little training.

And hands on experience.

You can get these results too, in 6 weeks or less.

You can “close” 50% and 60% with gusts up to 90% .

 

“What a massive wake up call!

I got so much value on the 1 on 1 call with Jack, it takes this course to a higher level!  The first module was incredible… it has taken my fear away. This was a game-changer.”

Actual Student, Rosa

 

Imagine…

knowing exactly how much you will sell and how much you’ll earn.

Each month.

Learning how to improve and do it over and over again.

Let me be clear.

I wasn’t great. And it wasn’t that complicated, it was simply outside of the box I’d been taught.

Everything I learned was simple. Not simpler. Simple.

So simple that everybody could do it.

And you could do it too.

But like me if you don’t know it, you don’t know it.

Heck, you probably know how to do it now.

But the secret is in knowing exactly what to do and when. Then putting it all together.

That was the part that I was missing.

In fact, the belief that I was missing something was what was holding me back.

Once I started to do it, keeping it simple, while still doing it right.

Eventually I put all the pieces together and it works like magic.

Give yourself a chance.

If that sounds like what you’re interested in,

Keep reading!

Simple is what I learned to do. This is the same simple system I trained 100’s and 100’s of brand new sales people

and you can too.

I offer Sell By Choice™ because these are steps that changed my life for the better.

My journey was not over it was just starting.

Even as I was learning the basics of how to Sell By Choice™  I found that like most salespeople, if I have a lead, a prospect, a good presentation, mix in a little enthusiasm, and ask the right questions; they’d buy…

and they do!

But that was only a small part of the large body of income potential that is lying underneath that surface.

I began to realize that there were variables.

Tweaks that could increase profits as much as 4 times,

in the same amount of time.

One of them was do everything the same way but treat each individual like they were the one and only.

Yes, you have to act like they think.

But have them like how you think.

Wouldn’t you like to give yourself a raise immediately and earn twice much as you are now?

I did. You can too.. Read on.

What I realized that there were a few areas that contributed to creating more income than others.

“I applied what Jack taught me and went from the company delivery truck driver, who’d never sold anything, to selling 12 in a row. A record in the branch at the time.” Actual student  Steve 

Treat your sales process like it’s a business.

Every successful business has these components in it.

The Secrets I Learned that Changed everything

• ✅ More customers.
• ✅ Offer larger packages.
• ✅ Create multiple sales.
• ✅ Keep your customers forever.
• ✅ Turning your client base into a fan base.

         A few secrets I learned, were so simple..

Know your own numbers.

Make each action in your day predictable.

identify who your clients really are.

understand why you think what you think.

It’s not enough to be positive., you want to be predictable.

A few simple actions will give you the predictable results you want.

Have a process.

So boring you can do it in your sleep.

Habit brings repetition, repetition brings systems, systems bring predictable results.

“WOW, Amazing, I’m so impressed with this.  Not only have I made more than ONE sale since the course started, I enjoyed the course. It’s well laid out… much more than just a sales course. The private session I had with Jack, really got me thinking in an entirely different direction”

Actual Student, Lucas

 

It’s coming, see if you can spot the close; actually a small ask.

I used some the above principles to sell and train others.

1,000’s of them successfully.

Many went on to create their own multi million dollar empires. And some of them are millionaires today.

I used these principles to sell frozen food orders door to door.

In the first 18 month period we sold $16,000,000 in food orders, that’s a lot of food.

I duplicated those results in a security alarm business, a travel franchise, through many small businesses and straight sales training.

It works for all sales.

• Phone sales
• In-home presentations
• Board room presentations
• Business to business.
• Group presentations.
• In-store sales
• Real estate sales

I, personally and with sales teams, have created over $60,000,000 in sales using the Sell By Choice™ process.

The principles in Sell By Choice™ were the content for an operations manual of an International Security Company.

At that time it was the fastest growing Security Franchise in North America.

Each of these franchises sold from $35,000 to $100,000 and this is the same training they each received.

The results from Sell By Choice™ were so remarkable that every new franchisee spent one to two weeks working with my sales team as part of their fee.

My office was the top Franchisee out of more than 150 sold.

 

I lived it. I wrote it . I taught it.

Top Franchisee in North America, I earned a $30,000.00 Around the World Trip

 

 

 

 

 

The Training Manual for the Company

Lead creation,

Sales training,

Customer Follow-up,

Operations.

Everything.

And my organization trained each new franchisee and dealership.

 

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Now you can receive the same results for a fraction of the investment.

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6 Independent Training Modules in 1

Each module is clear where the system starts ends, so can apply what you’ve learned right away.

To keep it simple and avoid information overload.

How to integrate them together. making it synergistic and unbeatable.

Everything quantifiable. Use formulas to predict minimums and shoot for maximums.

Above all, create instant and consistent earnings.

A course created to learn and apply so you can get results while you are doing it.

Each one of these modules stands on their own and will increase sales and customers. This will create higher closing % and increase profits immediately.

Put them all together they produce immediate and long lasting results that can called on day in day out.

Each module is a breakdown of the necessary steps to create customers at will.

How to get three to five more sales from each client.

Never worry about how or when you will sell again.

Any of these modules learned and applied will produce tremendous results on their own.

Put them all together you will be able to sell by choice, not by chance™.

 

From one salesperson to another.

Each lesson we work on together will increase your income forever.

Read on if this is something that sounds good to you.

In Module 1

✓ We learn one secret the converts one customer into a lifetime of 4 or more sales.

✓ This is so effective every time you sell you’re ultimately creating 3 more sales.

✓ That in itself can quadruple your sales and earn you the price of admission.

Plus,

✓ How to have every customer wanting to introduce you to their friends and family.

✓ Keep your customers for years and who will buy time and time again.

✓ Create larger packages with more profitable margins that benefit your clients.

In Module 2

✓ You’ll learn how to increase sales with a few simple practices that don’t require anything more than knowing your own numbers,

Plus,

✓ How to predict your sales in advance.

✓ Eliminate the fear of missing a sale.

✓ Get feedback daily from your activities so you can course correct.

Module 3

Welcome to personalities.

✓ Identify your clients and become like minded.

✓ They’ll actually hear what you’re saying and like you more.

✓ 4 different methods of presenting your product or service for greater results.

✓ You’ll learn how to listen and “hear”.

✓ Start having your client tell you the real concern they have rather than objections which are just symptoms of their real concern.

✓ How to say less and create instant rapport with easy to learn techniques.

Module 4  

We confirm that being positive is great, but…

✓ Learn why you don’t have to have good attitude to start selling more to get results.

✓ Get results and your attitude will magically improve.

✓ 3 steps that create sales no matter how down or bad you feel work together to produce results and how to draw on it.

✓ Understand how to use simple daily steps to ignite your motivation.

Module 5

✓ Create a process that works for you.

✓ Why the selling is only a part of success.

✓ Key areas you do that will double results.

✓ How to increase results by repetition.

Module 6

✓ Use fundamentals and formulas to improve results daily.

✓ Which 5 lead methods will pay you more and make closing as easy as asking.

✓ How to do fewer appointments and convert more so you can have a life outside selling.

✓ How to use formulas across the board for efficiency.

✓ How to create larger commissions and earn more from what you are doing right now.

BONUS #1

My SIGNATURE FRAMEWORK will: 

 1. Adjust your mindset on key “sales” attitudes

2. It will take you out of the issue and put emphasis on the client 

3. I’ll show you how to measure and thereby control your sales goals

4.Understanding personalities to build a loyal base who continue to buy

5. You’ll completely grasp how to increase true motivation

6.We’ll put all the pieces into a formula 

Before you ask for help,

I have a few guidelines.

1. I’m looking for people I can work with 1 on 1.
2. People who will take time to understand simple is better.
3. Take direction and apply it.

It’s true I’ve helped people that have never sold before earn millions of dollars in commissions.

I’ve also helped people with self esteem and self image concerns.

Massive egos and closed minds.

Sell By Choice™ has helped all kinds become leaders in business and the selling arena.

I’ve helped people from all walks of life,

• plumbers,
• butchers,
• truck drivers,
• US Navy Admiral,
• Vietnam vet,
• network marketers,
• actors,
• teachers,
• pilots,
• coaches,
• housewives
• and stay at home fathers.

I’ve helped them, I can help you.

I’ve helped people who were unemployable in their own minds become 6 figure earners.

I’ve helped people that could not get a job because of past mistakes create their own businesses.

 

“I had Jack coach me for months. Immense benefit to both my gym business and my real estate success. The support was way more than expected. This is just like when I train NHL hockey players… brilliant flow… effortless knowledge and you believe in your system.”

Actual Student, Rod

 

One thing I had in common with each of these people is that we believed there could be a better way. We were like minded and we agreed on a single minded purpose. We could be better than we were.

We believed we could achieve results together and in a certain time frame.

If that’s you…

There is only one thing I asked in return. Commitment.

I’m committed. I’ll be in the webclass for you.

Why?

Different people working together can solve problems faster, think of a mini-mastermind

I know this works for anyone who is willing to put in the time and effort.

I’m committed. I’ll also be available for 1 on 1 coaching for you.

Why 1 on 1?

Everybody is the same, but they’re different.

Not everyone is in the same place at the same time.

We have different states of mind, different situations.

What they need.

Personalities.

Beliefs.

It’s rare that different people will voice their individual problems in a group.

Their fears, real or imagined.

Deep concerns.

Different products.

What stops them.

Keeps them up at night.

Sometimes it’s hard to figure out on your own.

That’s were I come in.

I have worked with the toughest clients and we got results.

If your ready

I will help you improve what’s holding you back by encouraging you do what’s necessary to get the results you want.

But before we do let’s have a conversation and find out if we can help each other.

I’ll listen to your story. I’ll ask you some questions. give you some feedback.

If I can help you make a significant change. I’ll tell you how.

Just like that!

I’ll ask you if you would like some help now or in the future .

No surprises. No pressure. No regrets.

Let’s talk,

P.S. This is the first call of many that you’ll discover wasn’t as hard as you thought it would be.

P.P.S. I won’t be mad if you feel I can’t help you. I’m looking for the ones I can.

P.P.P.S. The only way to get better is to get better.

Act now and schedule a call. Let’s Talk…

Click HERE to book a call on my calendar