THE S.C.O.R.E© SELLING METHOD
Five Key Steps to Selling More Effectively
Earlier in his career, Jack sold the worldwide sponsorships and TV broadcast rights to major sports events like the Olympic Games and the ATP Men’s Tennis Tour to major corporations such as Coca-Cola, Visa, ESPN and NBC. Before that, he sold premium wines to major hotel chains and upscale restaurants.
Twelve years ago, he created the S.C.O.R.E© Selling Method, which he’s implemented at Fortune 500 Companies, SMEs and startups alike, helping them sell more effectively.
One CEO liked the impact that S.C.O.R.E© had on the team so much that he felt it should be delivered for executives and managers throughout the company, so Jack created modules around “persuasion.”
“Jack’s persuasion module has helped us prioritise and communicate more effectively throughout the organization. It’s not about one individual winning; it’s about everyone strengthening their ability gain commitment and drive teamwork.”
Jack is finishing his third business book, “The Persuasion Paradox,” due out this fall, and he’s delivered it as a keynote a dozen times in 2019.
His second book, “A Sale Is A Love Affair – Seduce, Engage & Win Customers’ Hearts” was the Number 1 New Release in Sales on Amazon in February 2015. Jack has delivered “Love Affair” over 100 times as a conference talk or keynote since then.
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“Jack’s presentation to PR firm owners at PRSA’s annual conference was inspiring and loaded with great sales techniques. Jack spent one-on-one time with my leadership team after his presentation to coach us on applying some of his tools to our unique business model, and we put those tools to work immediately. On our first day back in the office after his presentation and coaching, we used one of his techniques to win back a client who had previously downsized their PR investment and had moved on. We’re now applying Jack’s S.C.O.R.E© Selling Method as we pursue new business from more companies. Our success rate has never been higher.”
– Jason Mudd, CEO, Axia Public Relations
“My mission, my obsession, is to help companies sell more effectively.
I’ve been called “a poet in a business suit,” probably because I’m obsessed with the human condition and, thus, the human side of selling. This was the driver of my second book, A Sale Is A Love Affair – Seduce, Engage & Win Customers’ Hearts, which was the Number 1 New Release in Sales on Amazon in February 2015.
I’m not sure if I get a bigger thrill from facilitating workshops or taking the stage for a keynote speech. There’s hardly a fine line between them, as engagement is the key to both. Seduce. Engage. Win hearts.
As a keynote speech, Love Affair was voted the best of the day at “The Sales Influencers” Conference in Vilnius in May 2016. Loving your material and loving your audience makes it all seem easy. And, of course, storytelling.
Storytelling drives good writing, good speaking and good selling. But there’s one big secret in the latter:
You are not the hero. Your customer is. You are, however, the mentor… and there is great value in being the mentor. There are tools to do this and long before I wrote Love Affair, I created the S.C.O.R.E© Selling Method – Five Key Steps to Selling Effectively, which over the past decade, I’ve brought to Fortune 500 Companies, mid-size agencies and solopreneurs.
From integrating the S.C.O.R.E© Selling Method into specific sales models to ensuring that you’re ready to implement it with results, helping you win new customers is where my head – and heart – is at.” — Jack
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“Selling is about creating emotional bonds. People want to be respected and loved. Jack’s stories encourage you to do this by being natural, honest and real. Jack’s facilitation helped me envision how we can effectively share this deep emotional connection with our customers and drive our business. He inspires the mind, touches the heart and motivates you to succeed.”
– Benedikt Germanier, CEO, zai ski