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July 12th, 2005

A Message from Mike Jacoutot to All SHC Associates

Dear Valued Associates:

Over the next couple of days you will be receiving a copy of my recently published book, “Become The Only Choice,” which focuses on client sales effectiveness through consultative selling. This book will be mandatory reading for those attending our Park City meeting in August.

It is my hope that you will find this to be more than just a sales book. While I am a firm believer that we all need to have good selling skills in order to sell internally as well as externally, consultative selling is more about the ability to identify needs through effective questioning and create value through solutions that meet those needs. I wrote the book in a story format to make it easier for the non-sales oriented people to become familiar with sales. The book is broken into two sections: the first section contains The Three Cornerstones. These cornerstones are important character traits that we all need to be successful -- A positive attitude, personal accountability and perseverance. The second part of the book focuses on developing sales skills and understanding process. If you have gone through Recruiting Sales Effectiveness, much of the material will be familiar to you.

For those of you coming to Park City in August we will be conducting our Client Sales Effectiveness Training which will include a focus on negotiation skills. Over the next couple of weeks we will be sending you our Negotiation 101 Basics Book. This will be a short read in addition to “Become The Only Choice” to get you prepared for the basics of Client Sales Effectiveness Training. I would like you to get started on this reading as soon as possible so that you will be prepared to take the on-line test which will be available by mid-August.

Our goal is to continue to invest in our people in the form of continuous learning.

Sincerely,

Mike Jacoutot
President and CEO
Supplemental Health Care