Week 2 Check Point
Quiz by SMB Channel Sales Training
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- Q1
True or False: Business Rapport is the same as Personal Rapport
falsetrueTrue or False30s - Q2
What are the 3 T's in the purpose statement?
Time, Tone, Trial Close
Track, Tone, Trial Close
Time, Track, Trial Close
Team, Train, Trial Close
30s - Q3
Which is an example of Time in the Purpose Statement?
My goal today is to understand your current processes that you have in place for payroll and HR, and to identify opportunities for us to partner.
On the phone, you mentioned you have 45 minutes to meet. Does that still work for you?
If the solution makes sense for your business, we will be in the position to run your next payroll.
Based on what I uncover during our conversation, I will make a recommendation and provide you with a price.
30s - Q4
Why is the discovery the most important step in the presentation?
The discovery is where we uncover pains that we present correct solutions for
The discovery is where we make recommendations to what their needs are
The discovery is actually not the most important step, pricing is!
The discovery is where we provide the client with the proper solutions for their needs
30s - Q5
What does the W in STEWD stand for?
Walk me through...
Why do you...
Where do you...
Will you be...
30s - Q6
Why are open ended questions so important to ask?
It makes it easy for the prospect to take control of the conversation
The prospect can move on quickly with short answers
The prospect can't answer yes or no, it gets them talking
The prospect can decide not to answer your question
30s - Q7
What are the two types of impact questions that we can ask?
Quantity and Expletory
Transparent and Trial Closing
Situational and Quantifying
STEWD and Qualifying
30s - Q8
Which is the best example of a Situational Question
Walk me through your last Workers Comp audit
What would you do if your Workers Comp audit showed that you owed a significant amount of money because of company growth?
How much money did you owe at the end of your last Workers Comp audit?
If Paychex could keep your Workers Comp payments on track so at the end of the year your audit equals $0, is that something liked like to hear more about?
30s - Q9
Which is the best example of a Quantifying Question
If Paychex could keep your Workers Comp payments on track so at the end of the year your audit equals $0, is that something liked like to hear more about?
How much money did you owe at the end of your last Workers Comp audit?
What would you do if your Workers Comp audit showed that you owed a significant amount of money because of company growth?
Walk me through your last Workers Comp audit
30s - Q10
What do you do after you've uncovered a prospect's pain and created an impact during the discovery?
Trial Close
Present the solution to what you just discovered
Move on
Give them pricing for what they need
30s - Q11
What tool will you use during the discovery?
Salesforce
Flex Demo
CPQ
GTM Presentation
30s - Q12
What tool do you you use to present solutions?
Users enter free textType an Answer30s - Q13
What tool do you use to present pricing?
GTM Presentation
CPQ
Flex Demo
Proposal Builder
30s - Q14
Which is NOT a best practice with presenting price?
Give all pricing up front - implementation fee, per pay period fee, year end fee
Discount to where you think the buyer valued your presentation
Recap the pains you found and the solutions that we offer to solve those pains
Give them pricing and be quiet
30s - Q15
What can we get by meeting with our current clients?
Internal partner referrals
External partner referrals
All answers are correct
Referrals for new business opportunities
30s