Week 3 Check Point
Quiz by SMB Channel Sales Training
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- Q1
What are the steps in the client meeting?
Build business rapport, purpose statement, discovery, Paychex why, close
Build business rapport, purpose statement, discovery, present solutions/topic, extract a referral, set next steps
Purpose statement, what did I learn, what did I teach, what referral did I extract, build business rapport
Build business rapport, purpose statement, Paychex why, discovery, present solutions, close
30sEditDelete - Q2
What should you NOT do before every client meeting?
Pre-call plan
Ask someone to run the meeting for you
Know their industry vertical
Make sure you have the correct address
30sEditDelete - Q3
Which resources do we have available to help with client meetings?
Client discovery sheet
Monthly topic
PRN marketing
All answers are correct
30sEditDelete - Q4
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
30sEditDelete - Q5
Which is NOT a goal of Connect 4?
Refer your client to an internal Paychex partner
Gauge your clients satisfaction with their current Bank, CPA, etc.
Introduce your client to a new Bank or CPA based on their needs
Enroll a client into PRN and/or obtain a testimonial
30sEditDelete - Q6
Who could you talk to when you call a business to schedule an EUP?
Owner
Screener
Neither
Both
30sEditDelete - Q7
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
Not call back because this screener will answer the phone every time you call
Push through them. If you act like they aren't important they will want to pass you to someone who is important
Ask questions to profile the business and prepare for the call back
30sEditDelete - Q8
What should you do if you call a referral and the owner answers?
Introduce yourself, mention who referred you, present our solutions and give them price
Introduce yourself, mention who referred you and close for the meeting
Introduce yourself, mention who referred you, briefly explain what we do and close for the meeting
Introduce yourself, mention who referred you, gather information and call back to set up the meeting
30sEditDelete - Q9
All client referrals will have no objections to meet with you
falsetrueTrue or False30sEditDelete - Q10
Which is NOT a way that Paychex differentiates from our competitors?
Paychex offers an integrated online platform with advanced security to protect client data
Paychex offers scalable solutions for our clients needs as they grow
Paychex offers 24/7 support to our clients
Paychex outsources our solutions because those companies can give our clients the best support for those services
30sEditDelete