1. Handling Objections NCSC Product Certification Payroll Anytime, Anywhere!

2. Welcome!

3. What’s an objection versus an obstacle? Objection: Is a stall technique to disguise the person’s real motivation to avoid moving forward based on some hidden agenda Obstacle: Is a true concerns; obstacles are real roadblocks that deserve attention and need to be resolved An example of an obstacle would be if a company does not have high-speed Internet or Internet at all. This could cause a an obstacle that needs to be removed before you are able to move forward with that prospect.

4. Handling a Price Objection Ok. Is there something specific about the solution that I’ve recommended that you’re not comfortable with yet? Probe I can understand that you want to make the smartest, most economical decision when it comes to choosing a payroll provider. Many of my clients voiced the same concern. Empathize What they realized was that ADP offered a total compliance solution for payroll and HR, as well as the convenience of a reporting tool to support both areas for one price. All the components are discounted to give you the most valuable and cost effective solution for your business, which isn’t necessarily a direct comparison to what a competitor may offer you. Present/ Prove Can you see how I’m paying special attention to not just getting your taxes paid on time, but providing you a business solution that will cover all of your compliance needs? Close This looks too expensive. I’m going to consider at least two other services before I decide. Here’s an example of a price objection you may hear.

5. Handling a Technology Obstacle Do you have an Android Smartphone or Blackberry? What about an iPad or an iPod Touch?  (If yes) Great! The app is compatible with all of those devices. You can use your iPod touch with WiFi, too. (Continue with presentation.)  (If no) Have you ever thought about getting one of these devices? Probe I definitely understand your concern. Empathize Though the app is only compatible with the devices I mentioned, our payroll web-hosted platform allows you many of the same benefits. The web-hosted platform allows you to process payroll anytime anywhere, as long as you have a computer. It’s in real time meaning you can view your payroll before you submit it and instantly access all your reports. Present/ Prove Do you see how our web-hosted platform could offer you many of the same benefits as RUN Mobile? Close I don’t have an iPhone Here’s an example of a technology obstacle you may hear.

6. Handling a Security Objection Is security a major importance to you in making a decision? Probe I definitely understand how you feel. Many of my other clients have felt the same way. Empathize Our iPhone app is backed by ADP’s secure systems. A password is required for each login, and all data is encrypted when transmitting, ensuring you peace of mind. Present/ Prove Do you see how ADP has taken precautions to make sure we have the tightest security? Close How secure is this? Here’s an example of a security objection you may hear.

7. Handling a Time Objection How long does it take you to do payroll right now? Probe I definitely understand how you feel; my time is valuable as well. Empathize RUN Mobile is extremely user-friendly, allowing you to process payroll within a matter of minutes. My clients have found that the app is much faster than calling in the payroll. Present/ Prove Do you see how this will save you time by allowing you to process payroll on the go? Close It sounds like it would take a lot of time. Here’s an example of a Time objection you may hear.