Question 1

What is the Paychex Brand Statement?

Accepted Answer

Paychex makes it simple

Answer

Paychex does it for you

Answer

Paychex handles it all

Answer

Paychex has you covered

Question 2

What is important to know about a modern buyer?

Accepted Answer

All answers are correct

Answer

Modern buyers expect a consultative approach, not a salesy one

Answer

Modern buyers read reviews to see what others think before buying

Answer

Modern buyers do research before engaging with a sales rep

Question 3

What is our online platform called?

Accepted Answer

Paychex Flex

Answer

Paychex Preview

Answer

Paychex Advanced

Answer

Paychex SMB

Question 4

Which is NOT a Paychex bundle?

Accepted Answer

Extra

Answer

Select

Answer

Pro

Answer

Enterprise

Question 5

Which is the smallest bundle that includes an employee handbook builder?

Accepted Answer

Pro

Answer

Enterprise

Answer

Select

Answer

Express

Question 6

Which is the smallest bundle that includes the Online HR Library

Accepted Answer

Express

Answer

Select

Answer

Enterprise

Answer

Pro

Question 7

If you meet with a business owner and they tell you they're looking for help with hiring 3 employees and need workers comp, which bundle makes the most sense to recommend?

Accepted Answer

Pro

Answer

Express

Answer

Select

Answer

Enterprise

Question 8

If you meet with a business owner and they tell you they're not hiring employees, but they'd like to put themselves on payroll and are interested in 401K, which bundle would you recommend?

Accepted Answer

Solo

Answer

Select

Answer

Slido

Answer

Express

Question 9

Which solution helps business owners hire qualified candidates faster?

Accepted Answer

Indeed Integration

Answer

General Ledger Service

Answer

Employee Handbook Builder

Answer

Onboarding Essentials

Question 10

Which solution helps business owners electronically transfer their payroll data into their accounting software?

Accepted Answer

General Ledger Service

Answer

SUI Service

Answer

Workers Comp Service

Answer

Online HR Library

Question 11

What are the main Industries/Verticals we focus on?

Accepted Answer

Professional Services, Food service, Manufacturing, Retail, Construction, Health Care

Answer

Food service, Manufacturing, Retail, Construction, Health Care, Professional Sports

Answer

Retail, Construction, Health Care, Professional Services, Jousting, Manufacturing

Answer

Food service, Health Care, Professional Services, Entertainment, Retail, Construction

Question 12

Which ancillary partner helps businesses with their credit card terminal?

Accepted Answer

Merchant Services

Answer

Time & Attendance

Answer

Human Resources

Answer

Property & Casualty

Question 13

Why is it important to understand the industry vertical we're meeting with?

Accepted Answer

Similar industries experience the same pains and need similar solutions

Answer

Similar industries typically are located in the same areas

Answer

Similar industries have the same business owner

Answer

Similar industries will be different and want different solutions

Question 14

What can you do to effectively pre-call plan for a meeting?

Accepted Answer

All answers are correct

Answer

You can visit the company website to identify the vertical, see awards they've won, etc.

Answer

You can check Salesforce to see past interactions, company info and prior meetings we've had with the business

Answer

You can fill out the Determining & Scouting Planner

Question 15

What do you risk by not pre-call planning for a meeting?

Accepted Answer

Going into the meeting with no background knowledge and potentially losing the sale

Answer

Not knowing how to have a conversation with a business owner

Answer

There's nothing wrong with not pre-call planning

Answer

Forgetting the sales process

Question 16

What are the 3 T's in the purpose statement?

Accepted Answer

Time, Tone, Trial Close

Answer

Time, Track, Trial Close

Answer

Time, Train, Trial Close

Answer

Track, Tone, Trial Close

Question 17

Which is an example of Time in the Purpose Statement?

Accepted Answer

On the phone, you mentioned you have 45 minutes to meet. Does that still work for you?

Answer

If the solution makes sense for your business, we will be in the position to run your next payroll.

Answer

Based on what I uncover during our conversation, I will make a recommendation and provide you with a price.

Answer

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.

Question 18

Why do we start off the meeting with Insights?

Accepted Answer

So the prospect can gain knowledge and best practices they can implement right away.

Answer

So we can establish that we will be doing the

majority of the talking during the meeting.

Answer

So we can start talking about our products & bundles.

Answer

To show off how smart we are.

Question 19

What are the insight pillars, or key areas business owners are focused on?

Accepted Answer

Gain Efficiency; Hire & Retain; Reduce Risk; and HR Support

Answer

Spreadsheets, Software, and Customers

Answer

Hire, Develop, Train, Retire

Answer

People, Productivity, and Money

Question 20

How do you direct the conversation when discussing Insights?

Accepted Answer

Use the Insights Conversation Planners you prepared

Answer

Just wing it

Answer

Use an example from the Conversation Planner Library

Answer

Use the word tracks provided

Question 21

You should prepare new Insights Conversation Planners for each meeting.

Accepted Answer

false

Answer

true

Question 22

Which is the best example of a transition statement from Insights to the Solutions Scope?

Accepted Answer

Now that we’ve had a chance to discuss your key priorities, let’s focus on the solutions that will support you in achieving your desired outcomes. We talked about how Hiring & Retaining top talent as well as Gaining Efficiency with your technology are most important for you and your business today.

Is there anything else you see here that you feel would be beneficial for us to discuss?

Answer

Now that we’ve had a chance to discuss your key priorities, let me show you how Paychex will be able to solve for your pain points with hiring and efficiency.

Answer

Now that we’ve had a chance to discuss your key priorities, let me tell you how Paychex will be able to solve for your pain points with hiring and efficiency.

Answer

I want to share with you four challenges that employers are dealing with today. Let's prioritize them for your business so we can better focus our conversation. From left to right, the first one is “Gain Efficiency,” or streamlining your technology and solutions in one place. The next is “Hiring & Retaining” top talent. That could be finding qualified candidates in the marketplace or retaining your current staff. Reducing Risk & Remaining Compliant is also a priority for businesses, including things like payroll and liability. And lastly, HR support may help you expand your business or reduce your administrative burden. Which two stand out to you the most?

Question 23

Once you've transitioned to the Solutions to Thrive slide, how should you start the conversation?

Accepted Answer

Ask an open-ended question about one of the 2 areas the business is focused on.

Answer

Describe a solution for this prospect and follow that up with a trail close.

Answer

Ask an open-ended question focused one of the areas you have yet to discuss with this prospect.

Answer

Open up Flex and show the prospect a solution, followed by a trail close.

Question 24

What do you do after you've dug deeper to discover the potential issue and root cause during your modern discovery?

Accepted Answer

Trial Close

Answer

Move on

Answer

Give them pricing for what they need

Answer

Present the solution to what you just discovered

Question 25

What tool will you use from insights through the modern discovery?

Accepted Answer

Small-Market Presentation

Answer

Salesforce

Answer

Flex Demo

Answer

CPQ

Question 26

What tool do you you use to present solutions?

Accepted Answer

Flex Demo

Answer

Paychex Website

Answer

Salesforce

Answer

Paychex WORX

Question 27

What tool(s) do you use to present pricing?

Accepted Answer

CPQ and/or the Small Market Presentation

Answer

Salesforce

Answer

Flex Demo

Answer

Proposal Builder

Question 28

Which is NOT a best practice with presenting price?

Accepted Answer

Discount to where you think the buyer valued your presentation

Answer

Give all pricing up front - implementation fee, per pay period fee, year end fee

Answer

Recap the pains you found and the solutions that we offer to solve those pains

Answer

Give them pricing and be quiet

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