Post on 02-Jan-2016
ADP Proprietary and Confidential
ADP ADP AutomaticAutomatic
DataDataProcessingProcessing
Where Leaders Are Where Leaders Are Born! Born!
ADP Proprietary and Confidential
Welcome MTSU!!!
Eric ManchirRegional Sales Manager
ADP
ADP Proprietary and Confidential
AgendaAgenda
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
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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
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ADP
Overview
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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
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Questions So Far ???
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What Are These Six Steps???
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6.
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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
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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.
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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
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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?
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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)
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Prospecting
Next Question:
What Is The Role Of A Gate Keeper (Receptionist)?
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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?
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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!
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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?
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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
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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.
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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
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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
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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….
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Free Advice On Finding A Job
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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???
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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
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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
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Questions???
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MTSU Offer
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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
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Thank You For Your Time