ADP Proprietary and Confidential

Welcome MTSU!!! Eric Manchir Regional Sales Manager ADP

ADP Proprietary and Confidential Agenda 1.Bio – Eric Manchir 2.Brief ADP Overview 3.Six Steps of Sale 4.MTSU Offer 5.Questions

ADP Proprietary and Confidential Quick Show Of Hands… Recent Past/Present: Who Has Sold In The Past Or Is Currently In A Sales Role? What Did You Sell? (Tangible Or Intangible) Who Did You Sell To? (B2B or B2C) 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

ADP Proprietary and Confidential Bio – Eric Manchir  30 Years Old  Married – Aimee (Medical Sales), Daughter Ella (18m)  Graduated with BA in Finance from Valdosta State 2001  Top Sales Rep for two Fortune 500 Companies  Joined ADP in June 2006  Current Assignment  Run SBS Sales For TN

ADP Proprietary and Confidential ADP Overview

ADP Proprietary and Confidential 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

ADP Proprietary and Confidential Questions So Far ???

ADP Proprietary and Confidential What Are These Six Steps???

ADP Proprietary and Confidential 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

ADP Proprietary and Confidential Six Steps Of The ADP Sales Process 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

ADP Proprietary and Confidential Six Steps Of The ADP Sales Process 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.

ADP Proprietary and Confidential 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

ADP Proprietary and Confidential Prospecting Where To Start??? How About Your Mind…Is It In The Right Place? Question: What Is Your Objective When You Phone Prospect Or Do Targeted Drops?

ADP Proprietary and Confidential Prospecting Answer: Spark A Decision-Maker’s Interest Enough To 1.Have Them Want To Meet With You 2.Qualify That They Are Worth Meeting With Your Time Is As Valuable As Theirs. You Are Equals. (Subject Matter Expert Vs Budget Owner)

ADP Proprietary and Confidential Prospecting Next Question: What Is The Role Of A Gate Keeper (Receptionist)?

ADP Proprietary and Confidential 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?

ADP Proprietary and Confidential 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!

ADP Proprietary and Confidential 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) Which Gets You The Initial Appointment?

ADP Proprietary and Confidential Needs Analysis Question: What Are Your Goals In The Needs Analysis Meeting? Remember, Your Objective Is Always To: 1.Build Credibility 2.Create Excitement 3.Allow Them To Make An Informed Decision

ADP Proprietary and Confidential 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.

ADP Proprietary and Confidential Presenting The Solution Question: What Are Your Goals When Presenting The Solution? Your Objective Is Still To: 1.Build Credibility 2.Create Excitement 3.Allow Them To Make An Informed Decision

ADP Proprietary and Confidential Presenting The Solution  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

ADP Proprietary and Confidential Presenting The Solution 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….

ADP Proprietary and Confidential Free Advice On Finding A Job

ADP Proprietary and Confidential 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???

ADP Proprietary and Confidential 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

ADP Proprietary and Confidential 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

ADP Proprietary and Confidential Questions ???

ADP Proprietary and Confidential MTSU Offer

ADP Proprietary and Confidential Spend A Day In The Field With An ADP Workforce Consultant Qualifications: 1.“B” Student Or Better 2.Driven To Be The Best 3.Passion For Making A Positive Impact On People’s Lives 4.Professor Nominated One Student Per Class

ADP Proprietary and Confidential Thank You For Your Time