1. Steps of the Sale
August 9th, 2007
Frank Sessa

2. Steps of The Sale Pre – Approach 1st Call Analysis Feedback – Maybe
Demo/Presentation
Close

3. Pre-Approach Initial Call strategy Before dialing the number
Take time to understand the business you are calling and why they will want to spend time with you
Take time to understand who you are calling and at what level of the organization

4. Pre-Approach Information gathering: -Type of industry -Size of org.
-Specifics to services
-C-Level
-Web site, article related information about the prospect

5. Pre-Approach Geographic reasons related to call
Competitive reasons related to call
Relationship reasons related to call
-Reference
-CPA lead
-Cold call

6. 1st Call Meet with C-Level Decision Maker
Possibly other staff, but the call would be different, more specifically, the call would be to find out who the c-level is.
Let the decision maker do most of the talking

7. 1st Call
Your purpose is to learn more about the business of the prospect, and to convey your knowledge during the pre-approach
Timeframe should be an hour
Basis for the call is to determine opportunity

8. 1st Call End result goal is to close for an analysis
Can go right into at the call
Prepare and schedule next appointment
This should be an educated meeting for the prospect to learn, at a high level, the mission of your firm. As well as positining an opportunity to save or make money for the prospect.
You can not make money for the prospect!!!!!!!!!!!!

9. 1st Call
Analysis needs to be positioned on the 1st call as the means to build the ROI
Is it going to worth it to go to the next steps for you, your company, and the prospect.

10. Analysis Questions for the dm and users
Dedicated time to meet with the users of the incumbent payroll service, hr, accounting, or any other are of the company that relates to the services you are offering
This will be the foundation for what you propose and for what cost

11. Analysis Data Gathering
-How is data collected, time and attendance, paper timecards, e-timesheet
-Who is involved in collection – supervisor, hr, benefits, administrator, payroll clerk, employees

12. Analysis-Payroll, cont.
Once data is collected, how is prepared for either your payroll service or your in house system.
-Importing a spreadsheet
-Any interfacing
-What manual work is involved, if any, and how is data reported prior to entry into system – approval process

13. Analysis-Payroll, cont.
If using a service- How is data transmitted to sb. Web based solution, desktop, call in, fax in, spreadsheet ed, what competitive software (ADP/Paychex/Other softwares)
If using In house – Data entry into in house system entails what? Watch a payroll entered if possible – see how differences are apparent vs. your solution

14. Analysis-Payroll, Cont.
Do you have a pre-process available?
How do you check control totals?
What reports are available to you prior to submitting payroll?
Can you sketch out an ideal process or wish list for your environment?
What internal issues or changes come up during your payroll process?

15. Analysis – Payroll, Cont.
How are changes or exceptions handled?
Output:
-Paperless?
-Web posting?
-Destinations?
-Reports needed?

16. Analysis – Payroll, Cont.
Basis Information:
-Ees
-Freq.
-Deduction types
-Earning types
-Tax situation
-Industry specific

17. Analysis- Business Issues
Do you have a section 125 plan in place? If so, with who, and at what cost.
Do you have a 401k or retirement plan in place? If so, with who and at what cost.
How do you handle wc insurance?
How do you handle background checks, or any employment screening process?

18. Analysis - Summary Overview of current payroll process vs. desired.
Overview of business issues outside of payroll that impact your opportunity to supply the employer services.
Cost effective or not? In house vs. outsourcing, cost of time and labor, errors on collection, seamlessness of the “One Stop Shop”

19. Analysis – Data Gathered
Provide an executive summary from findings in analysis.
Point to all areas of the organization you had the opportunity to work with
Use their numbers and feedback
Develop an ROI
Leverage advantages and testimonials over the competition, and sell them on the process they just participated in.

20. Feedback Opportunity to give results from findings back to C-Level
Find early objections and issues at this step
Permission to proceed to presentation
Input from any other folks or departments involved in decision
Not a bad idea to take this out of the office
Close for presentation date and time

21. Presentation Demo of product or service set: -Online Employer
-View Choice
-Alliance programs
-Other software involved
-Service overview
-Internal Staff involved with Prospect Staff

22. Closing Ask for the business
If you have closed at each step –this should be easy
Take time to find objections and questions
Outline next steps as part of closing
Have pricing and paperwork ready
Give levels of service options
Use discounts and promotions
Get the check!!!!!!!