Profiling/Pre-Call
Opening Statement
Discovery
Pivot
Blue Chips
100
What word track would you utilize to confirm meeting date and time?
What is : "I'm calling to confirm our appointment for____at _________. Any changes that we may need to accommodate?
100
Sets the Tone of the Meeting
What is an Opening Statement!
100
Walk me Through.... Further Explain.... Give me more.... Help me understand.... Can you explain your Process.....
What are Phrases to Get prospects to talk.
100
Starting something, quickly determining whether or not it is working, and leveraging the ideas learned to develop alternative approaches.
What is PIVOT MEAN?
100
Can you name all Six of Fiscal 2018 Blue Chips?
What is 1) GTM Change 2) Execute Activity 3) Deliver Flawless Sales Messaging 4) Channel Domination 5) Build a Recruiting Machine 6) Upskill reps and leadership teams
200
What are 3-4 BASIC Information Gathering Questions?
What is 1) How did you hear about Paychex? (I added this one) 2) Decision maker name and title? 3) Verify address and zip code 4) #of employees and pay frequency?
200
Partnership
What does an opening statement build with for our prospects and within our sales organization.
200
ICEBERG
What is The Visual to utilize when talking about discovery. What sank the Titanic was what was below the surface!
200
Pivot = _________+_________
What is Discovery + Trial Close=Pivot
200
6 _____X 25%_____X$2,500__________
What is EUPS/Closing/RPU Activity Expectations!
300
What are 3 HCM Questions?
What is 1) How do you track time and attendance? 2) Are actively hiring EE? 3) Who handles your HR business and trainings? 4) Employee Handbook, OSHA trainings? 5) Do you offer any benefits?
300
Not your Bio Not all about you! Talking at them
What is "Not an Opening Statement"
300
Primary Competition Local Competitors Payroll Current-Prior Method
What is Fields that need to be updated in Salesforce from your discovery phase.
300
Name the 5 Step process to Pivot.
What is 1) Uncover Needs 2) Find out what's important and why 3) Determine gaps in attaining goals 4) Get Confirmation that the client is "on board" 5) Set the stage for the next steps!
300
How are we going to Dominate CPA Channel?
What is 1) Profiles (100% by end of QTR) 2) Meeting all CPAS in Districts 3) Managing Logging Activity (inspection)
400
What word track would you utilize to ask for email address?
What is "Thank you so much for helping me prepare for our meeting, I will email a confirmation of our meeting. And Items to have ready for our meeting. What is your email?
400
What are key areas of your opening statement?
What is: 1) clearly presents Paychex value proposition 2) sets expectations with your prospect 3) Finds ways to partner with the prospect going forward.
400
Can you name 2 key questions to engage a prospect and learn about there business processes?
What is 1) Describe why you got into this business and how you did it? 2) What are your business goals? Vision for next year and future? 3) What are your biggest challenges that need to be overcome to meet your business goals?
400
What does the word track sound like for Pivot?
What is "Mr. Business Owner, bases on what you've told me today regarding your concerns about compliance, future growth, and your desire for benefits, I'd like to set up a second meeting to take a closer look at these things. My partner _________ an I will come back to go through this further, and discuss next steps for implementation as well as cost. Is Tuesday or Thursday better for you?"
400
LinkedIn Essence What is another way?
What is Recruiting Machine! Utilize your Team
500
Google, Yelp, Salesforce.com, LinkedIn
What are tools to review to better prepare yourself for the meeting.
500
Please Say your Opening Statement?
What is WOW...500 points!!!!
500
Items to remember during Discovery Phase...
What is 1) Talk less listen more 2) Find goals and Gaps 3) Be Curious 4) Ask open ended questions 5) Uncover pain points
500
When you identify need for partner, what is the most important next step?
What is Submit referral in Salesforce!!!
500
What did our guest speaker teach us? (Eric)
What is Camping or Climbing Which are you?
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