1. Sales Training & Development Assistance Program
Service On Sight Research & Consultancy Inc.
Good Sales Habits increase your performance
CEO Comments:
Welcome to STDP, Clubwww1 learning and development program. The New Year is in the old
out and as each year passes we wonder where it went, often thinking what we did not do. This in
our view can be attributed to one single factor. Focus.
The STDA staff will focus this year 2010 on individual performance that enhances team goals.
‘Sales habits’ training is focused on enabling a sales person to achieve their potential. In our
experience, it is your 'habits' what you do on a daily, weekly and monthly basis that will make
the difference. You know how to motivate yourself when you just don't feel motivated, you can
take a target which is given to you and take ownership over it, and you can even make the one
extra call when all seems lost. We call these 'Success Principles' and our ability to focus on these
principles is why Clubwww1 remains a balanced and well managed organization.
Leadership is direction. Direction flows from the top down which is great, but the founder of
Clubwww1 believes that if direction can be cultivated at the grass roots level, the energy it
produces will vibrate through the company and generate the kind of excitement, the kind of buzz
that everyone wants to share in.
We rely on our skills to see us through but one thing is constant among equals that each of us
never plans to fail, most of us…simply fail to plan. This is your chance to put that right. Your
choice to get the training and development ideas that will give you every opportunity to be the
best that you can be. This is all we ask at Clubwww1.

2. This program ensures you will have:
• A real understanding of the structure that makes an effective sales person & sales meeting
• Specific natural techniques that can be used straight away
• Understanding about the importance of letting the prospect react first
• Confidence that you will be able to help clients solve the “Real Issues” and over come
objections
• Know when to and when not to talk about yourself / your company / your product
• Greater understanding of what makes a great salesperson or sales manager for your business
High Performance Sales Habits:
The key word here is ‘habits’. In order to have sustainable change and growth, you need to look
at a person’s habits – what you do on a daily, weekly or monthly basis; this affects your ability to
win business.
When it comes to training salespeople, most organizations spend the bulk of their time ensuring
their people are up to speed on product and/or service knowledge and helping their people
understand the process or technical skills necessary to sell.
There are, however, other areas which are just as important but often overlooked. As a result, to
liberate sales potential and create successful sales habits the focus needs to cover all three of the
following areas.
1. Process / Skills:
Selling is not a “Black Art” and although there will always be those who have a more natural
communication style, it is essential to understand the stages of a professional sales meeting and
all the top tips that can make or break a sale.
Management Selling – The Consultative Sales Process:
• Understanding the natural process to meetings with a defined structure
• How to create Buying Atmosphere Vs Selling Atmosphere
• The power of Third Person validation
• Engineer the vision of clients as to “why us”
• Identifying buying signs
• Moving a prospect to action

3. Clubwww1’s processes and systems can be adapted to suit both new and highly experienced
salespeople alike. Other modules covered in the Sales Process section include:
• Understanding behavioral styles
• Formula for success in sales
2. Sales Motivation:
Increasing confidence and desire
You will learn how to make significant changes to your self-image and your level of confidence
in a winning business environment.
Understanding Self Talk
You will learn about how your brain reacts when it locks onto a goal, and how you can use this
to motivate you or your people in yours or their work environment.
3. Self Management:
How to use your stats as a motivator
Here we help you to understand the 4-5 stats which drive revenue. Then we develop a plan
which reflects your strengths and areas to grow.
Developing your own pipeline and a relationship management document
Here we work with team members on their individual pipeline. This helps maintain a constant
flow of prospects and tracks the prospects through the sales process.
In general terms individuals see training and development as a chore instead of embracing the
chance to harness experience and excellence in circumstance that you feel comfortable with. The
hotline is open 24/7 and we encourage you to use the system to the fullest. You can never have
enough training. Remember the more you earn…the more we earn…and we want more!
CLUBWWW1 NOTICE: Please review the weekly online training
program. Refer to the membership center and your individual membership
classification and take advantage of complimentary sessions.
Online seminars are limited, and are on a first come first serve basis

4. SALES MODULE TITLE
1 Checking Your Sales Work Habits
2 An Organized Agent’s Daily Schedule
3 Ideas For Increasing Productivity
4 Establishing An Individual Agent
Development Program
5 10 Good Reasons For Prospecting Among
Existing Clients
6 18 Ways That Managers Can Improve
Persistency
7 10 Attributes Of A Successful Producer
8 Life Insurance on the web
9 Developing Target Markets
10 A Statement Of Integrity Selling Values &
Ethics
11 What Does An Agent Expect From
Supervision
12 The Might Of Little Things
13 Client Relationship Management
14 The Top 10 Turn-On’s
15 The Top 10 Turn-Off’s
16 Use People’s Correct Names
17 Maintaining Attention
18 Vanquish The Silent Killers Of Your Sales
Growth
19 The Importance Of Mental Fitness
20 Rules Of Great Feedback
21 15 Pointers For Prospecting By Mail
22 28 Ways To Improve Your Sales
Performance
23 Professional Development Checklist
24 The Warehouse System
25 Overcoming Call Reluctance
26 The Best of Frank Better
27 Good Reasons For Calling On Policy
Owners
28 21st Century Selling: Myths & Facts
29 The 12 Most Fundamental Sales
Management Truths
30 Three Keys To Personal Power
31 Ten (10) Rules For Setting Goals
32 The ABC’s Of Effective Time Control
For Producers
33 The ABC’s Of A Successful Selling Career
34 10 Steps To Effective Closing

5. 35 Communication: Avoiding Breakdowns
36 Salesman’s Philosophy
37 Ten Steps To Professionalism
38 Ten Ways To Increase Your Indispensability
39 The ABC’s Of Communication
40 Yes, You Can Sell Ice To An Eskimo
41 Close Sales Confidently
42 Networking Is A Two-Way Street
43 Manage Selling Time
44 Meeting Customers’ Needs
45 Plan For Improving Agent Performance
46 Developing The Thank You Note Habit
47 The Directive Close
48 10 Good Customer Service Habits To
Develop
49 The Sales Calendar – Building Monthly
Success Day-By-Day
50 Plan Every Day In Advance
51 Relationships Are Everything
52 Be A Doctor Of Selling
53 The 12 Most Universal Sales Truths
54 Stay Brilliant On The Basics
55 Consulting Versus Selling
56 Guidelines For Becoming High Profile
57 The Action Formula
58 21 Rules Of Productivity
59 Develop Yourself
60 Monitor Your Performance
Completed
The above program forms part of Sales Training & Development Level1, Level 2
and Level 3 program. Completion of all three levels adds an extra 5% to your
commission grade.