ADP Proprietary and Confidential. Welcome MTSU!!! John Logan Vice President of Sales ADP

ADP Proprietary and Confidential

Consultative Consultative SellingSelling

The Missing Piece The Missing Piece Of The Puzzle Of The Puzzle


Welcome MTSU!!!

John LoganVice President of Sales

ADP


AgendaAgenda

1. Bio – John Logan

2. Brief ADP Overview

3. Key Concepts Behind Consultative Selling

4. Discuss ADP’s Six Step Sales Process

5. MTSU Offer


Quick Show Of Hands…

Recent Past/Present:Who Has Sold In The Past Or Is Currently In A Sales Role?

1. What Did You Sell? (Tangible Or Intangible)

2. Who Did You Sell To? (B2B or B2C)

3. Were You Successful?

Near Future:Who Wants To Begin Their Career In A Sales Role?

Hopefully This Will Be A Good Use Of Your Time


Bio – John Logan

43 Years Old

Married – Tracy (MTSU Grad!!!)

Top Sales Representative For Two Fortune Companies

Led Regional And National Sales Teams For 16 Years

Turned Around 3 Sales Organizations

Current Assignment Run SBS Sales For TN, AR, MS and AL


ADP

Overview


About ADP

Provider Of Employer-Related Business Process Solutions (Payroll, Tax, IS, RS, HR, Benefit Administration)

Founded In 1949 NASDAQ: ADP FY08 Revenue Of $8.8B / Pre-Tax Earnings: $1.8B 1 of 4 AAA Rated U.S. Industrial Companies

(Standard & Poor’s And Moody’s) Pay 1 Of Every 6 Americans


Questions Before

We Begin Discussing

Consultative Selling?


Key Concepts Behind

Consultative Selling


Key Concepts Overview

Keep It Simple: Sales Is Merely The Understanding Human Nature Understand What Motivates People Always Act In Your Client’s Best Interests

Understand Your Role: You Are An Agent For Change If Your Mind Is Not In The Right Place, What Comes Out Of Your

Mouth Will Not Allow You To Achieve Your Objectives


Key Concept 1

Question:

What Is Your Objective Every Time You Interact With A

Decision-Maker Or Someone Who Can Influence A Buying

Decision?

NOTE: Don’t Confuse Objectives With Desired Results…


Key Concept 1

Answer:

1. Build Creditability

2. Create Excitement

3. Allow Them To Make An Informed Decision

If You Can’t Create A Comfort Level With You, Your Company

And Your Solution…Odds Are They Won’t Be Your Client


Key Concept 2

Since We Agreed Your Role Is To Act As An Agent For

Change, You Probably Need To Know The Answer To The

Following…

Question:

What Motivates People To Change (To Take Action)?


Key Concept 2

Which Of The Four Quadrants Best Motivates A Desire To Change?

PersonalMotives

Task Motives

Negative Impact Positive Impact

A B

C D


Key Concept 2

Answer:

A: Personal Motives With A Negative Impact

You Know The Expression….C.Y.A.


Key Concept 2

Correct Order From Most - Least Effective Means To Initiate Change

PersonalMotives

Task Motives


1 2

3 4


Key Concept 2

Successful Agents For Change Focus Their Primary Attention On 1 & 2. Less Successful Ones Focus Mostly On Quadrant 3 & 4.

PersonalMotives

Task Motives


1 2

3 4


Key Concept 3

Let’s Take A Quick Look At Understanding Basic Human

Nature…

Question:

Is It Better To Give Or To Receive?


Key Concept 3

Answer:To Give

Rational:

We Learn Quickly That You Get More In The End If You Give

First Rather Than Just Take

Consultants Never Lose Focus On This…Sales Reps Do!


All Good?


Let’s Examine How These

3 Key Concepts Impact

The Consultative Selling Process


ADP’sSix Step Selling Process

2008 – ADP Ranked 20th Best Trained Sale Forces


What Are These Six Steps???

1.

2.

3.

4.

5.

6.


Six Steps Of The ADP Sales Process

1. Prospect

2. Needs Analysis Meeting

3. Present A Solution

4. Negotiate The Deal

5. Implement The Solution

6. Solidify The Relationship / Deepen Product Penetration / Retain The Client



Question:

What Is The Most Challenging Step In The Sales Process?

A. Prospect

B. Needs Analysis Meeting

C. Present A Solution

D. Negotiate The Deal

E. Implement The Solution

F. Solidify The Relationship / Deepen Product Penetration / Retain The Client



Answer:A. Prospecting

Rational: You Asking For Something That Is Very Precious To A Decision-Maker…Their Time.

At This Point You Have No Relationship, Know Little To Nothing About Their Business

And In Their Minds, Are Merely A Sales Rep Who Just Wants Their Money.


Prospecting

Well Known Fact: US Companies Spend Billions Of Dollars Annually

Trying To Get Their Sales Force In Front Of More Decision-Makers.

Little Known Fact: Prospecting Is Easier Than You Think, You Just

Have To Learn How To Think Like A Decision-Maker!

Let’s Explore What Is Important To Decision-Makers And How You

Can Effectively Execute The Most Critical Step In The Sales Process


Prospecting

Where To Start???

How About Your Mind…Is It In The Right Place?

Question:

What Are Your Two Goals When You Phone Prospect Or

Do Targeted Drops?


Prospecting

Answer:

Spark A Decision-Maker’s Interest Enough To 1. Have Them Want To Meet With You2. Qualify That They Are Worth Meeting With

Your Time Is As Valuable As Theirs. You Are Equals. (Subject Matter Expert Vs Budget Owner)


Prospecting

Next Question:

What Is The Role Of A Gate Keeper (Receptionist)?


Prospecting

Answer:

To Keep Those, Who Offer No Apparent Value, Away From

The Decision-Maker (Sales Rep)

- And -

To Give Those, Who Apparently Add Value, Access (Consultant)

Which Will You Be?


Prospecting

Yet Another Question:

Why Would A Decision-Maker Want To Meet With You For

The First Time?

Cute Doesn’t Work…I Tried. Maybe That Was My Mistake!


Prospecting

Decision-Makers Primarily Care About Two Things:

1. Can You Make Their World Better And Stay Within Their Budget

2. Can You Help Keep Them Market Competitive (Provide Information They Do Not Currently Have)

Which Gets You The Initial Appointment?


Prospecting

Answer:

Decision-Makers Primarily Care About Two Things:1. Can You Make Their World Better And Stay Within Their Budget?

2. Can You Help Keep Them Market Competitive? (Provide Information They Do Not Currently Have)


Questions About Prospecting?



1. Prospect

2. Needs Analysis






Needs Analysis

Question:

What Are Your Goals In The Needs Analysis Meeting?

Remember, Your Objective Is Always To:

1. Build Credibility




Needs Analysis Meeting Goals

Effectively… Build Rapport Find Out About Them (Decision-Maker and Company)

Provide Insight About ADP (Brief Overview)

Probe For Their Needs (Must Be Conversational)

Understand How They Make Buying Decisions

Agree To Their Buying Criteria, Timelines, Etc.


Needs Analysis

Question:

How Do You Effectively Probe To Uncover The

Decision-Maker’s Needs?


Needs Analysis

Answer: Ask Open Ended Question (Create A Discussion) S.T.E.W.D.

Show Me Tell Me Explain To Me Walk Me Through Describe To Me

Who Is Willing To Give Me An Example?


Needs Analysis

Example:

Tell Me About Your Current Process For ______.

In A Perfect World, What Would You Change?

What Have You Learned From Asking These Questions?


Transition: From Needs To Presenting

Build Credibility Before Presenting Your Solution

Example:If I can’t…

1. Duplicate Your Current Process You Like2. Add Additional Value That You View As Valuable3. Take Financial Risk Out Of Your Business4. Positively Impact Your Bottom Line

Don’t Implement My Recommendation



1. Prospect







Presenting The Solution

Question:

What Are Your Goals When Presenting The Solution?

Your Objective Is Still To:

1. Build Credibility





Make Your Presentation Conversational

Select An Identified Need

Discuss The Solution Component Vs Their Need Feature Advantage Benefit

Get Their Buy-In

Select The Next Identified Need

Get Agreement Your Solution Makes Their World Better



Congratulations!!!The Hard Part Is Over, Now You Are Down To

1. Cost

2. Timelines For Implementation

Anyone NERVOUS???So Much Hard Work…So Close To Getting A Commission….



1. Prospect







Negotiating The Deal

This Is Where The Consultants Are Great!

Or

The Weak (Sales Reps) Panic And Cave

Are You A BEAST?


Negotiating The Deal

Cost Is A Discussion NOT A Statement

Value Not Cost Drives Most Buying Decisions

Are You Within Their Existing Budget?

What Is The Incremental Spend (Savings), Break-Even Point, Etc.

What Is Their Cost If They Don’t Switch (Negative Personal Motives)

Be Confident…More Often Than Not, You Will WinMore Importantly They Will Win Because Your Solution Helps Them!


You Just Closed A Deal!

Or

Did You Just Begin A Relationship?

Which Is More Profitable For You And Your Company?



1. Prospect







Implementing The Solution

Sign Paperwork And Collect All Information Necessary

Agree To A Start Date

Make Sure You Are Present During Implementation

Check To Make Sure All Parties Are Comfortable Decision-Maker End-Users Support Staff

Schedule A Follow Up Meeting



1. Prospect







Deepening The Relationship / Retention

Meet Other Department Heads

Share Information On Other Value-Added Services

Send Them Referrals / Get Referrals From Them

Always Act In Their Best Interest

Be Responsive To Their Needs

The Cost To Acquire Clients Is High…To Retain Them, Low


Questions???


Did You Find This

Discussion Helpful?


Free Advice On Finding A Job


What To Look For In An Employer

Financially Stable With Good Benefits Growing (Company And Their Market Segment)

Market Leader Employer Of Choice Resistant To Economic Downturns Focused On Developing Talent (Creating Career Paths) The Culture Is In-Line With Your Personality And Values

What Did I Not Mention???


What I Look For In Candidates

Quality Individual Passion To Win

(Proven Track Record)

Loyal Strong Work Ethic Ability/Willingness To Learn

Charismatic/Dynamic (Builds Rapport And Trust Easily)

Think On Their Feet Solid Communication Skills Time/Territory Management High Transaction Sales


Is ADP Right For You?

$ Market Leader$ Employer Of Choice

– ADP Ranked #2 in List of America’s Most Admired Companies

(FORTUNE Magazine’s 2008)– ADP Ranked #20 on Top 125 Training Programs

(Training Magazine 2008)

$ Resistant To Economic Downturns$ Double Digit Revenue Growth YOY

Where The Great Ones Want To Work


MTSU Offer


Spend A Day In The Field With An ADP Workforce Consultant

Qualifications:1. “B” Student Or Better2. Driven To Be The Best3. Passion For Making A Positive Impact On People’s Lives4. Professor Nominated

One Student Per Class


Thank You For Your Time

Documents

ADP Proprietary and Confidential. Welcome MTSU!!! John Logan Vice President of Sales ADP