6. >> 0 >> 1 >> 2 >> 3 >> 4 >>
• Don’t let your pride get in the way…ask your
DSM for help! That’s why they are there!
• Start to get to know your partners ie. Core, Hr,
401k, etc. It’s a team sport!
• Learn the basics of our products. You can’t be
an expert in a few weeks, but you can’t sell
what you don’t know!
• Make it a priority to start planning for Tier 2!
7. >> 0 >> 1 >> 2 >> 3 >> 4 >>
So where am I at the end of Tier 1?
• I’ve begun to go on and set appts!
• I’m making cold calls to prospective new clients!
• I’m filling my pipeline for success in Tier 2
• I’ve started to build relationships with my
partners
• I’m learning our selling propositions and how to
incorporate those into my talk tracks
• Most importantly: I’m learning! This will not only
help me grow, but absolutely kill it in the field!!!
9. >> 0 >> 1 >> 2 >> 3 >> 4 >>
What is the Power of 3?
• The Power of 3 is a Marketing plan combining
a professional letter, email, and phone calls to
set more appts. and drive more business!
So will this help me set more appts?
• Absolutely! By strategically targeting all of our
prospects through multiple channels, it lets
them know who we are, what we offer, and
that we are coming to get their business!
10. >> 0 >> 1 >> 2 >> 3 >> 4 >>
• ESR is a primary concern right now, and a
major focus for Paychex. Do we have solutions
for employers needing help? Of course we do!
11. >> 0 >> 1 >> 2 >> 3 >> 4 >>
• “We know running your business is your
number one priority. We have a variety of
resources and solutions that can help you
understand and comply with Health Care
Reform. I can show you what we have
available today and discuss some new
solutions we have on the horizon. Are you
available (day and time)?”
12. >> 0 >> 1 >> 2 >> 3 >> 4 >>
• “You might get questions from your employees
because they are looking for insurance coverage to
avoid the Individual Mandate penalty tax. I’d be happy
to meet with you to tell you what Paychex can offer
you and your employees.”
• “Mr. Client, I have updated information on the impact
of the Mandatory Insurance Coverage provision along
with the Health Insurance Marketplace. Paychex is
prepared to assist you and your employees by
providing easy access to more than 40 carriers in the
Paychex Private Exchange, to our PEO, or to our
Benetrac online solution. Can we meet for 15
minutes next week?”
13. >> 0 >> 1 >> 2 >> 3 >> 4 >>
So how am I going about my sales process
• Gathering leads/Prospecting: NSS,
Partner ie Core, Referral ie. Our partners,
and ourselves!
• Pre-call Planning
• Introduction and Needs Analysis
• Analysis and Follow-up
• Solutions Presentation and Follow-up
• Proposal/Close!
14. >> 0 >> 1 >> 2 >> 3 >> 4 >>
My biggest struggle comes in the form of
myself. I’m learning that I can’t let my
pride get in the way, and that to be
successful; I have to lean on others for
their knowledge and support. Again, this is
a team sport, and no way can I succeed
on my own!
15. >> 0 >> 1 >> 2 >> 3 >> 4 >>
• Listening and taking advice from those
who know
• Working to understand our clients
needs…many times it’s not payroll, but
something else we can provide of value
• Making every minute count for something
productive
• A continual commitment to get better at
learning the products and our sales
process
16. >> 0 >> 1 >> 2 >> 3 >> 4 >>
• Become a master of our products!
• Surpass quota every month!!!
• Add value to the team!
• Use everyday to learn something
new!
• Taking this opportunity that I was
given, and using it to make my
family’s life better!
