Objection Handling
We've used ADP for 20 years
What is:
"When is the last time you reevaluated?"
"Were you apart of that decision making process?"
"Why made you originally choose ADP?"
A prospect tells you they use ADP RUN. What are two discovery questions you should ask before positioning Paycor?
What is:
How long have you been with ADP?
What is your experience been like with the support?
When is the last time you reevaluated?
What is the growth trajectory of the business look like over the next year or two?
Everything is actually going really well with their current provider
What is:
Glad to hear that! Out of curiosity what's your favorite part about their system.
A prospect tells you, “Payroll just takes forever every pay period.” What is the challenge, desire, and outcome?
What is:
Challenge: Manual, time-consuming payroll processing
Desire: Faster, simpler payroll with less admin work
Outcome: Save time each pay period and free up time for higher-value work
Bonus Talk Track:
“It sounds like payroll is taking more time than it should. Many businesses are looking for a simpler process that reduces manual work, so they can spend less time running payroll and more time focusing on their people and the business.”
If you need a fast starting point for internal answers on products, policies, sales support, or client-related questions, this AI assistant is typically the first tool to open.
What is:
Guru
We just switched payroll providers 3 months ago
What is:
"Who did you switch to?”
“How has the transition been?”
“What made you decide to switch?”
A prospect says everything is going great with Paylocity. How should you respond to keep the conversation going?
What is:
What specifically has been working well for you?
A prospect just switched providers. Name two discovery questions.
What is:
Why did you decide to switch?
How has implementation gone?
What do you like most so far?
A prospect says HR spends too much time answering the same employee questions every day. What is the challenge, desire, and outcome?
What is:
Challenge: Repetitive HR admin and employee support workload
Desire: More employee self-service and fewer routine interruptions
Outcome: Free up HR’s time for more strategic work
Bonus Talk Track:
“It sounds like HR is spending too much time on repeat questions that employees could ideally handle on their own. A lot of organizations want to give employees easier access to their own information, which helps reduce routine questions and gives HR more time to focus on higher-value priorities.”
ZoomInfo can help with what (name 2 things)
What is:
finding decision-makers and identifying buying intent signals?
Everything is actually going really well
What is:
"That’s great to hear. Out of curiosity, what’s been going so well?"
What are two reason companies commonly leave ADP?
What is:
Poor reporting
Multiple databases
Support responsiveness
Difficult user experience
Name three discovery questions you’d ask an ADP customer.
What is:
How long have you been with ADP?
Which platform are you on?
Why did you originally choose ADP?
What other products are you using?
A growing business has delayed expanding into another state because leadership isn’t confident they can keep up with changing employment regulations, payroll tax requirements, and compliance obligations. What is the challenge, desire, and outcome?
What is:
Challenge: Multi-state compliance complexity
Desire: Confidence managing growth across states with less compliance risk
Outcome: Expand more confidently while reducing administrative burden and risk
Bonus Talk Track: “It sounds like the challenge isn’t the desire to grow — it’s having confidence you can stay ahead of the compliance and tax requirements that come with operating in multiple states. A lot of growing businesses are looking for ways to reduce that risk and simplify how they manage changing regulations. That’s also where a solution like SixFifty can become part of the conversation, helping support compliance needs as the business expands.”
What kind of ID can provide better information in Guru?
What is:
Salesforce Account ID
We’re under contract
What is:
“When does your agreement renew, and would it make sense to benchmark your options before then?”
Paycom offers BETI for their employees. What does it stand for and what are two challenges that come with it?
WHAT IS:
Better Employee Transaction Interface
Employees feel burdened by additional tasks & responsibilities – they don’t want to have to review their paycheck every week, they feel resentment & that they technology should be able to produce an accurate payroll without their input
Lack of expertise: Not all employees feel comfortable handling payroll related takes, leading to errors, confusion & frustration
Time consumption: Trying to understand how their payroll should look every week might divert time away from their true job functions, affecting productivity
Additional costs to implement + higher pay per process pricing
Why is discovery so important before pitching Paycor?
What is:
Because discovery uncovers pain points and earns the right to present Paycor as a solution.
An HR leader says their team is so consumed by repetitive administrative work that they have little capacity left for retention, culture, or talent development initiatives. What is the challenge, desire, and outcome?
What is:
Challenge: Excessive HR administrative burden
Desire: More time for strategic HR initiatives
Outcome: Improved employee retention, stronger culture, and better talent development
Bonus Talk Track: “It sounds like HR is tied up with so much administrative work that there’s limited time left for higher-impact priorities. Many organizations want to reduce that burden so their HR team can focus more on retention, culture, and developing talent across the business.”
What can help a rep identify recurring topics, objections, or coaching trends in call recordings?
What is:
Keyword tracking in GONG
Not interested
What is:
"Just out of curiosity, what made you say that?”
“What are you currently using today?”
“What would make it worth a conversation down the road?”
Name three pieces of information you should gather from an ADP customer
What is:
How well is ADP supporting your business today?
Where do you still need workarounds outside of ADP?
Which ADP processes take more time than they should?
Where does your team struggle most with service, reporting, or workflow?
If your business changed tomorrow, how confident are you ADP would scale with you?
What’s the biggest mistake reps make during discovery?
What is:
Talking too much and pitching too early.
Question: Executives say they’re making staffing and budgeting decisions based mostly on instinct because workforce data lives in multiple systems and reports are outdated by the time they’re reviewed. What is the challenge, desire, and outcome?
What is:
Challenge: Disconnected workforce data and outdated reporting
Desire: Real-time visibility and better access to reliable workforce insights
Outcome: More informed staffing and budgeting decisions with greater business confidence
Bonus Talk Track: “It sounds like leadership doesn’t have timely, reliable data to make confident workforce decisions. Many organizations want better visibility across their people data so they can make smarter staffing and budgeting decisions based on insights instead of guesswork.”
What's the 3 step process Chris Herter explained using AI tools this morning?
What is:
AI workflow starts by screenshotting a Gong to-do list, using Copilot to turn the image into text, and then pasting that into Guru to generate talk tracks, insights, and a plan for outreach