adp proprietary and confidential. welcome mtsu!!! john logan vice president of sales adp
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ADP Proprietary and Confidential
Consultative Consultative SellingSelling
The Missing Piece The Missing Piece Of The Puzzle Of The Puzzle
ADP Proprietary and Confidential
Welcome MTSU!!!
John LoganVice President of Sales
ADP
ADP Proprietary and Confidential
AgendaAgenda
1. Bio – John Logan
2. Brief ADP Overview
3. Key Concepts Behind Consultative Selling
4. Discuss ADP’s Six Step Sales Process
5. MTSU Offer
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Quick Show Of Hands…
Recent Past/Present:Who Has Sold In The Past Or Is Currently In A Sales Role?
1. What Did You Sell? (Tangible Or Intangible)
2. Who Did You Sell To? (B2B or B2C)
3. 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 – John Logan
43 Years Old
Married – Tracy (MTSU Grad!!!)
Top Sales Representative For Two Fortune Companies
Led Regional And National Sales Teams For 16 Years
Turned Around 3 Sales Organizations
Current Assignment Run SBS Sales For TN, AR, MS and AL
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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 Before
We Begin Discussing
Consultative Selling?
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Key Concepts Behind
Consultative Selling
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Key Concepts Overview
Keep It Simple: Sales Is Merely The Understanding Human Nature Understand What Motivates People Always Act In Your Client’s Best Interests
Understand Your Role: You Are An Agent For Change If Your Mind Is Not In The Right Place, What Comes Out Of Your
Mouth Will Not Allow You To Achieve Your Objectives
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Key Concept 1
Question:
What Is Your Objective Every Time You Interact With A
Decision-Maker Or Someone Who Can Influence A Buying
Decision?
NOTE: Don’t Confuse Objectives With Desired Results…
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Key Concept 1
Answer:
1. Build Creditability
2. Create Excitement
3. Allow Them To Make An Informed Decision
If You Can’t Create A Comfort Level With You, Your Company
And Your Solution…Odds Are They Won’t Be Your Client
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Key Concept 2
Since We Agreed Your Role Is To Act As An Agent For
Change, You Probably Need To Know The Answer To The
Following…
Question:
What Motivates People To Change (To Take Action)?
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Key Concept 2
Which Of The Four Quadrants Best Motivates A Desire To Change?
PersonalMotives
Task Motives
Negative Impact Positive Impact
A B
C D
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Key Concept 2
Answer:
A: Personal Motives With A Negative Impact
You Know The Expression….C.Y.A.
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Key Concept 2
Correct Order From Most - Least Effective Means To Initiate Change
PersonalMotives
Task Motives
Negative Impact Positive Impact
1 2
3 4
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Key Concept 2
Successful Agents For Change Focus Their Primary Attention On 1 & 2. Less Successful Ones Focus Mostly On Quadrant 3 & 4.
PersonalMotives
Task Motives
Negative Impact Positive Impact
1 2
3 4
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Key Concept 3
Let’s Take A Quick Look At Understanding Basic Human
Nature…
Question:
Is It Better To Give Or To Receive?
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Key Concept 3
Answer:To Give
Rational:
We Learn Quickly That You Get More In The End If You Give
First Rather Than Just Take
Consultants Never Lose Focus On This…Sales Reps Do!
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All Good?
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Let’s Examine How These
3 Key Concepts Impact
The Consultative Selling Process
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ADP’sSix Step Selling Process
2008 – ADP Ranked 20th Best Trained Sale Forces
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What Are These Six Steps???
1.
2.
3.
4.
5.
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 Are Your Two Goals 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
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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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)
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Questions About Prospecting?
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Six Steps Of The ADP Sales Process
1. Prospect
2. Needs Analysis
3. Present A Solution
4. Negotiate The Deal
5. Implement The Solution
6. Solidify The Relationship / Deepen Product Penetration / Retain The Client
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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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Needs Analysis
Question:
How Do You Effectively Probe To Uncover The
Decision-Maker’s Needs?
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Needs Analysis
Answer: Ask Open Ended Question (Create A Discussion) S.T.E.W.D.
Show Me Tell Me Explain To Me Walk Me Through Describe To Me
Who Is Willing To Give Me An Example?
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Needs Analysis
Example:
Tell Me About Your Current Process For ______.
In A Perfect World, What Would You Change?
What Have You Learned From Asking These Questions?
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Transition: From Needs To Presenting
Build Credibility Before Presenting Your Solution
Example:If I can’t…
1. Duplicate Your Current Process You Like2. Add Additional Value That You View As Valuable3. Take Financial Risk Out Of Your Business4. Positively Impact Your Bottom Line
Don’t Implement My Recommendation
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
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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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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
Negotiating The Deal
This Is Where The Consultants Are Great!
Or
The Weak (Sales Reps) Panic And Cave
Are You A BEAST?
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Negotiating The Deal
Cost Is A Discussion NOT A Statement
Value Not Cost Drives Most Buying Decisions
Are You Within Their Existing Budget?
What Is The Incremental Spend (Savings), Break-Even Point, Etc.
What Is Their Cost If They Don’t Switch (Negative Personal Motives)
Be Confident…More Often Than Not, You Will WinMore Importantly They Will Win Because Your Solution Helps Them!
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You Just Closed A Deal!
Or
Did You Just Begin A Relationship?
Which Is More Profitable For You And Your Company?
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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
Implementing The Solution
Sign Paperwork And Collect All Information Necessary
Agree To A Start Date
Make Sure You Are Present During Implementation
Check To Make Sure All Parties Are Comfortable Decision-Maker End-Users Support Staff
Schedule A Follow Up Meeting
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
Deepening The Relationship / Retention
Meet Other Department Heads
Share Information On Other Value-Added Services
Send Them Referrals / Get Referrals From Them
Always Act In Their Best Interest
Be Responsive To Their Needs
The Cost To Acquire Clients Is High…To Retain Them, Low
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Questions???
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Did You Find This
Discussion Helpful?
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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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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
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