NON-NEGOTIABLES
Who should we be trying to book with at the firm? Why?
Managing Partner - They are the final decision maker!
What does CPA stand for?
What are the 3 steps of our Data Mining process?
1- Check SF for duplicate records
2- Search the firm on Google
3- Update the SF record with new information
What are the 3 main reasons that firms partner with Paychex?
TECHNOLOGY, SERVICE, TRUST
True/False : The data within Salesforce is all vetted and accurate
FALSE
What is accounting?
The process of recording, measuring, and interpreting financial transactions related to a business entity or an individual.
The "language of business"
What are the 3 Pre-call Planning questions we should ask ourselves before every call?
-Have I called before/Which step of the cadence is this?
-What do I know already, for sure?
-What do I still need to verify?
In regards to technology, how can Paychex help accountants and their clients?
Paychex FLEX - mobile, integrated platform for clients
Accountant HQ - single sign on dashboard for accountants
True/False: If the managing partner says "No" after your first presentation/close, it's okay to end the call.
FALSE - We must close (ask for the appointment) at least 2 times!
Why is accounting important?
Accountants are a CPA's most trusted advisor. The expert financial guidance from CPA's is what allows businesses to grow.
List the 3 parts that make up a strong opening statement.
1 - Introduction
2- Purpose Statement/Potential Benefit
3- Open-Ended Question
In regards to service, how can Paychex help accountants and their clients?
24/7/365 US Based Support for clients
Dedicated service team and HR support for accountants
What are the 2 major reasons we should end everything in a question during our calls?
1- Extracts more information
2-Controls the conversation
In regards to the structure of the firm, describe the role of the managing partner?
CEO/visionary at the firm
Final decision maker
What are the 4 Steps of our Objection Handling process?
1- LISTEN & ACKNOWLEDGE
2- ASK MORE QUESTIONS
3- PRESENT A SOLUTION
4 -CLOSE!
Our most esteemed endorsement is with this organization, the world's largest organization representing CPA's. We have been their preferred provider of payroll, HR, and retirement for nearly 2 decades.
In order to have better, more targeted conversations with Partners, what strategic information should we collect before the call?
Know the firm - What services do they offer?
Know the partners - Who are they? What do they specialize in?
List the 4 main services that accounting firms offer, and give a brief explanation of each one.
1- Tax Services, preparing/filing tax returns for individuals & business entities
2- Auditing Services, inspection of a business' financial records
3- Accounting Services, recording the day-to-day financial transactions at a business
4- Consulting/Advisory Services, helping clients analyze their financial data and make bigger strategic decisions at the business
List the 4 types of questions that we use for discovery and explain the purpose of each one.
1- OPEN-ENDED (fact-finder, tells us a process)
2-DIRECT (fact-finder, clarifying)
3-REFLECTIVE (tells us the impact)
4-TRIAL CLOSE (forces the partner to admit to the "pain")
List the 4 ways that we can partner with firms, and briefly describe each one.
1-ACQUISITION
2-HOSTING/WHITE LABEL
3-REVENUE SHARE
4-STANDARD REFERRAL