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Client Channel Quiz
Quiz by SMB Channel Sales Training
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- Q1
What can we get by meeting with our current clients?
Referrals for new business opportunities
External partner referrals
All answers are correct
Internal partner referrals
30s - Q2
.What is Connect 4?
Focusing on referring your internal partners while working with clients
Connecting yourself with a mentor who can show you the way in your role
Connecting the dots within your territory by referring external partners and extracting referrals
Upgrading clients to higher packages that we offer
30s - Q3
A business must be a client in order to participate in Paychex Referral Network
truefalseTrue or False30s - Q4
Which is NOT true about Paychex Referral Network?
For their 4th referral, a client has a potential to earn 1 year of free payroll, up to $2500.
Clients receive a credit once their referral runs their first 90 days of payroll with Paychex.
Clients receive credits for sending referrals whether that referral signs up or not.
A client could receive a $200 or $500 credit for sending 1 referral based on employee count.
30s - Q5
Where do you go to send the Paychex Referral Network Invite?
Client blue pages
Their payroll specialist sends the invite
Salesforce opportunity page
Salesforce prospect client page
30s - Q6
What are the steps in the client meeting?
Agenda, Introduction to Insights, Insights Conversation, Scalable Solutions/PRN, Extract Referrals, Set Next Steps
Purpose, Introduction, Probe, Present, Close
Agenda, Introduction to Insights, Insight Conversation, Scalable Solutions, Demo Presentation, Close for Win or Next Steps
Build Business Rapport, Purpose Statement, Discovery, Present Solutions, Extract Referrals, Set Next Steps
30s - Q7
What should you NOT do before every client meeting?
Know their industry vertical
Make sure you have the correct address
review their payroll journal, cash requirements, and invoice
Ask someone to run the meeting for you
30s - Q8
Which resources do we have available to help with client meetings?
All answers are correct
SMB Presentation
Insight Conversation Planner
Determining & Scouting Planner
Paychex Insights Guide
30s - Q9
Why is extracting referrals from clients so important for your business?
Referrals can be converted to opportunities for new sales
It shows that the client has friends
Referrals are good for getting into new banks
My clients can get paid for referrals that sell
30s - Q10
Which is NOT a goal of Connect 4?
To help you expand your network of Banks and CPAs
Gauge your clients satisfaction with their current Bank, CPA, etc.
Introduce your client to a new Bank or CPA based on their needs
Refer your client to an internal Paychex partner
30s - Q11
Who could you talk to when you call a business to schedule an EUP?
Owner
Neither
Screener
Both
30s - Q12
What should you do if you get a screener on the phone?
Call back another time, the screener isn't who I need to speak with
Push through them. If you act like they aren't important they will want to pass you to someone who is important
Don't bother calling back because this screener will answer the phone every time you call
Ask questions to profile the business and prepare for the call back
30s - Q13
What should you do if you call a referral and the owner answers?
Introduce yourself, mention who referred you, gather information and call back to set up the meeting
Introduce yourself, mention who referred you and close for the meeting
Introduce yourself, mention who referred you, present our solutions and give them price
Introduce yourself, mention who referred you, present a value statement, close for the meeting
30s - Q14
All client referrals will have no objections to meet with you
falsetrueTrue or False30s - Q15
What is a client upgrade?
Moving a client to a package that better fits their needs
Putting the client on PRN to start collecting referral revenue
Referring a client to an ancillary partner to add to their package
Introducing a new bank or CPA to our client
30s