Preface

“How can you be so incompetent? One sale! One sale! How can you only make one sale in a month? That is ridiculous. It was a measly sale at that!” bellowed an extremely angry and frustrated sales manager. “Jack, if I don’t see improvement soon, you are out of here.”

“Not again,” thought a very depressed, dejected Jack Blake. This was his third sales job in a year and he was failing again. “What is wrong with me?”

As Jack left his manager’s office, he felt lost. He had no clue on how to improve. He had no clue on where to even start. “It wouldn’t make any difference anyway,” thought Jack.

Eleven months ago, Jack had entered the world of selling full of excitement. Now he just felt like giving up. He thought back to the previous eleven months, to that excitement he felt as he accepted that first job selling insurance.

When he graduated from college a year and a half ago, he had felt like the world was his. He thought he was ready. He graduated in the top ten percent of his class with a double BA in Marketing and Business Administration, so why wasn’t he able to succeed at sales?

After taking a few weeks to travel and relax, Jack had taken a job as a sales representative for FSI Insurance Company. FSI is the third largest insurance company in the nation and very selective on whom they let represent them as a sales representative.

Jack has always been interested in sales and knew he was going to rip this industry up with success. Jack first became interested in sales when he sold grapefruits to earn money for a Florida baseball trip for his little league team. He had sold more grapefruits than anyone else