ADP
Download
1 / 32

ADP Proprietary and Confidential - PowerPoint PPT Presentation


  • 204 Views
  • Uploaded on

ADP Automatic Data Processing Where Leaders Are Born!. ADP Proprietary and Confidential. Welcome MTSU!!! Eric Manchir Regional Sales Manager ADP. ADP Proprietary and Confidential. Agenda Bio – Eric Manchir Brief ADP Overview Six Steps of Sale MTSU Offer Questions.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'ADP Proprietary and Confidential' - marlee


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
Adp proprietary and confidential

ADP

Automatic

Data

Processing

Where Leaders Are Born!

ADP Proprietary and Confidential


Welcome mtsu eric manchir regional sales manager adp

Welcome MTSU!!!Eric ManchirRegional Sales ManagerADP

ADP Proprietary and Confidential


Adp proprietary and confidential

  • Agenda

  • Bio – Eric Manchir

  • Brief ADP Overview

  • Six Steps of Sale

  • MTSU Offer

  • Questions

ADP Proprietary and Confidential


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


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

ADPOverview

ADP Proprietary and Confidential


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 4AAA Rated U.S. Industrial Companies

    (Standard & Poor’s And Moody’s)

  • Pay 1 Of Every 6 Americans

ADP Proprietary and Confidential


Questions so far

Questions So Far ???

ADP Proprietary and Confidential


Adp proprietary and confidential

What Are These Six Steps???

1.

2.

3.

4.

5.

6.

ADP Proprietary and Confidential


Adp proprietary and confidential

Six Steps Of The ADP Sales Process

  • Prospect

  • Needs Analysis Meeting

  • Present A Solution

  • Negotiate The Deal

  • Implement The Solution

  • Solidify The Relationship / Deepen Product Penetration / Retain The Client

ADP Proprietary and Confidential


Adp proprietary and confidential

Six Steps Of The ADP Sales Process

Question:

What Is The Most Challenging Step In The Sales Process?

  • Prospect

  • Needs Analysis Meeting

  • Present A Solution

  • Negotiate The Deal

  • Implement The Solution

  • Solidify The Relationship / Deepen Product Penetration / Retain The Client

ADP Proprietary and Confidential


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


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


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


Adp proprietary and confidential

Prospecting

Answer:

Spark A Decision-Maker’s Interest Enough To

  • Have Them Want To Meet With You

  • 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


Adp proprietary and confidential

Prospecting

Next Question:

What Is The Role Of A Gate Keeper (Receptionist)?

ADP Proprietary and Confidential


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


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


Adp proprietary and confidential

Prospecting

Answer:

Decision-Makers Primarily Care About Two Things:

  • Can You Make Their World Better And Stay Within Their Budget?

  • Can You Help Keep Them Market Competitive? (Provide Information They Do Not Currently Have)

    Which Gets You The Initial Appointment?

ADP Proprietary and Confidential


Adp proprietary and confidential

Needs Analysis

Question:

What Are Your Goals In The Needs Analysis Meeting?

Remember, Your Objective Is Always To:

  • Build Credibility

  • Create Excitement

  • Allow Them To Make An Informed Decision

ADP Proprietary and Confidential


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


Adp proprietary and confidential

Presenting The Solution

Question:

What Are Your Goals When Presenting The Solution?

Your Objective Is Still To:

  • Build Credibility

  • Create Excitement

  • Allow Them To Make An Informed Decision

ADP Proprietary and Confidential


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


Adp proprietary and confidential

Presenting The Solution

Congratulations!!!

The Hard Part Is Over, Now You Are Down To

  • Cost

  • 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

Free Advice On Finding A Job

ADP Proprietary and Confidential


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


Adp proprietary and confidential

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

What I Look For In Candidates

ADP Proprietary and Confidential


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

Questions???

ADP Proprietary and Confidential


Mtsu offer

MTSU Offer

ADP Proprietary and Confidential


Adp proprietary and confidential

Spend A Day In The Field With An

ADP Workforce Consultant

Qualifications:

  • “B” Student Or Better

  • Driven To Be The Best

  • Passion For Making A Positive Impact On People’s Lives

  • Professor Nominated

    One Student Per Class

ADP Proprietary and Confidential


Thank you for your time

Thank You For Your Time

ADP Proprietary and Confidential