1. ADP Proprietary and Confidential

2. Welcome MTSU!!! John Logan Vice President of Sales ADP

3. ADP Proprietary and Confidential Agenda 1.Bio – John Logan 2.Brief ADP Overview 3.Key Concepts Behind Consultative Selling 4.Discuss ADP’s Six Step Sales Process 5.MTSU Offer

4. ADP Proprietary and Confidential Quick Show Of Hands… Recent Past/Present: Who Has Sold In The Past Or Is Currently In A Sales Role? 1.What Did You Sell? (Tangible Or Intangible) 2.Who Did You Sell To? (B2B or B2C) 3.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

5. ADP Proprietary and Confidential Bio – John Logan  43 Years Old  Married – Tracy (MTSU Grad!!!)  Top Sales Representative For Two Fortune Companies  Led Regional And National Sales Teams For 16 Years  Turned Around 3 Sales Organizations  Current Assignment  Run SBS Sales For TN, AR, MS and AL

6. ADP Proprietary and Confidential ADP Overview

7. 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 4 AAA Rated U.S. Industrial Companies (Standard & Poor’s And Moody’s)  Pay 1 Of Every 6 Americans

8. ADP Proprietary and Confidential Questions Before We Begin Discussing Consultative Selling?

9. ADP Proprietary and Confidential Key Concepts Behind Consultative Selling

10. ADP Proprietary and Confidential Key Concepts Overview Keep It Simple:  Sales Is Merely The Understanding Human Nature  Understand What Motivates People  Always Act In Your Client’s Best Interests Understand Your Role:  You Are An Agent For Change  If Your Mind Is Not In The Right Place, What Comes Out Of Your Mouth Will Not Allow You To Achieve Your Objectives

11. ADP Proprietary and Confidential Key Concept 1 Question: What Is Your Objective Every Time You Interact With A Decision-Maker Or Someone Who Can Influence A Buying Decision? NOTE: Don’t Confuse Objectives With Desired Results…

12. ADP Proprietary and Confidential Key Concept 1 Answer: 1.Build Creditability 2.Create Excitement 3.Allow Them To Make An Informed Decision If You Can’t Create A Comfort Level With You, Your Company And Your Solution…Odds Are They Won’t Be Your Client

13. ADP Proprietary and Confidential Key Concept 2 Since We Agreed Your Role Is To Act As An Agent For Change, You Probably Need To Know The Answer To The Following… Question: What Motivates People To Change (To Take Action) ?

14. ADP Proprietary and Confidential Key Concept 2 Which Of The Four Quadrants Best Motivates A Desire To Change? Personal Motives Task Motives Negative Impact Positive Impact A B C D

15. ADP Proprietary and Confidential Key Concept 2 Answer: A:Personal Motives With A Negative Impact You Know The Expression….C.Y.A.

16. ADP Proprietary and Confidential Key Concept 2 Correct Order From Most - Least Effective Means To Initiate Change Personal Motives Task Motives Negative Impact Positive Impact 1 2 3 4

17. ADP Proprietary and Confidential Key Concept 2 Successful Agents For Change Focus Their Primary Attention On 1 & 2. Less Successful Ones Focus Mostly On Quadrant 3 & 4. Personal Motives Task Motives Negative Impact Positive Impact 1 2 3 4

18. ADP Proprietary and Confidential Key Concept 3 Let’s Take A Quick Look At Understanding Basic Human Nature… Question: Is It Better To Give Or To Receive?

19. ADP Proprietary and Confidential Key Concept 3 Answer: To Give Rational: We Learn Quickly That You Get More In The End If You Give First Rather Than Just Take Consultants Never Lose Focus On This…Sales Reps Do!

20. ADP Proprietary and Confidential All Good?

21. ADP Proprietary and Confidential Let’s Examine How These 3 Key Concepts Impact The Consultative Selling Process

22. ADP Proprietary and Confidential ADP’s Six Step Selling Process 2008 – ADP Ranked 20 th Best Trained Sale Forces

23. ADP Proprietary and Confidential What Are These Six Steps??? 1. 2. 3. 4. 5. 6.

24. ADP Proprietary and Confidential Six Steps Of The ADP Sales Process 1.Prospect 2.Needs Analysis Meeting 3.Present A Solution 4.Negotiate The Deal 5.Implement The Solution 6.Solidify The Relationship / Deepen Product Penetration / Retain The Client

25. ADP Proprietary and Confidential Six Steps Of The ADP Sales Process Question: What Is The Most Challenging Step In The Sales Process? A.Prospect B.Needs Analysis Meeting C.Present A Solution D.Negotiate The Deal E.Implement The Solution F.Solidify The Relationship / Deepen Product Penetration / Retain The Client

26. 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.

27. 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

28. ADP Proprietary and Confidential Prospecting Where To Start??? How About Your Mind…Is It In The Right Place? Question: What Are Your Two Goals When You Phone Prospect Or Do Targeted Drops?

29. ADP Proprietary and Confidential Prospecting Answer: Spark A Decision-Maker’s Interest Enough To 1.Have Them Want To Meet With You 2.Qualify That They Are Worth Meeting With Your Time Is As Valuable As Theirs. You Are Equals. (Subject Matter Expert Vs Budget Owner)

30. ADP Proprietary and Confidential Prospecting Next Question: What Is The Role Of A Gate Keeper (Receptionist)?

31. 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?

32. 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!

33. ADP Proprietary and Confidential Prospecting Decision-Makers Primarily Care About Two Things: 1.Can You Make Their World Better And Stay Within Their Budget 2.Can You Help Keep Them Market Competitive (Provide Information They Do Not Currently Have) Which Gets You The Initial Appointment?

34. ADP Proprietary and Confidential Prospecting Answer: Decision-Makers Primarily Care About Two Things: 1.Can You Make Their World Better And Stay Within Their Budget? 2.Can You Help Keep Them Market Competitive? (Provide Information They Do Not Currently Have)

35. ADP Proprietary and Confidential Questions About Prospecting?

36. ADP Proprietary and Confidential Six Steps Of The ADP Sales Process 1.Prospect 2.Needs Analysis 3.Present A Solution 4.Negotiate The Deal 5.Implement The Solution 6.Solidify The Relationship / Deepen Product Penetration / Retain The Client

37. ADP Proprietary and Confidential Needs Analysis Question: What Are Your Goals In The Needs Analysis Meeting? Remember, Your Objective Is Always To: 1.Build Credibility 2.Create Excitement 3.Allow Them To Make An Informed Decision

38. 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.

39. ADP Proprietary and Confidential Needs Analysis Question: How Do You Effectively Probe To Uncover The Decision-Maker’s Needs?

40. ADP Proprietary and Confidential Needs Analysis Answer:  Ask Open Ended Question (Create A Discussion)  S.T.E.W.D.  Show Me  Tell Me  Explain To Me  Walk Me Through  Describe To Me Who Is Willing To Give Me An Example?

41. ADP Proprietary and Confidential Needs Analysis Example: Tell Me About Your Current Process For ______. In A Perfect World, What Would You Change? What Have You Learned From Asking These Questions?

42. ADP Proprietary and Confidential Transition: From Needs To Presenting Build Credibility Before Presenting Your Solution Example: If I can’t… 1.Duplicate Your Current Process You Like 2.Add Additional Value That You View As Valuable 3.Take Financial Risk Out Of Your Business 4.Positively Impact Your Bottom Line Don’t Implement My Recommendation

43. ADP Proprietary and Confidential Six Steps Of The ADP Sales Process 1.Prospect 2.Needs Analysis Meeting 3.Present A Solution 4.Negotiate The Deal 5.Implement The Solution 6.Solidify The Relationship / Deepen Product Penetration / Retain The Client

44. ADP Proprietary and Confidential Presenting The Solution Question: What Are Your Goals When Presenting The Solution? Your Objective Is Still To: 1.Build Credibility 2.Create Excitement 3.Allow Them To Make An Informed Decision

45. 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

46. ADP Proprietary and Confidential Presenting The Solution Congratulations!!! The Hard Part Is Over, Now You Are Down To 1.Cost 2.Timelines For Implementation Anyone NERVOUS??? So Much Hard Work…So Close To Getting A Commission….

47. ADP Proprietary and Confidential Six Steps Of The ADP Sales Process 1.Prospect 2.Needs Analysis Meeting 3.Present A Solution 4.Negotiate The Deal 5.Implement The Solution 6.Solidify The Relationship / Deepen Product Penetration / Retain The Client

48. ADP Proprietary and Confidential Negotiating The Deal This Is Where The Consultants Are Great! Or The Weak (Sales Reps) Panic And Cave Are You A BEAST?

49. ADP Proprietary and Confidential Negotiating The Deal  Cost Is A Discussion NOT A Statement  Value Not Cost Drives Most Buying Decisions  Are You Within Their Existing Budget?  What Is The Incremental Spend (Savings), Break-Even Point, Etc.  What Is Their Cost If They Don’t Switch (Negative Personal Motives) Be Confident…More Often Than Not, You Will Win More Importantly They Will Win Because Your Solution Helps Them!

50. ADP Proprietary and Confidential You Just Closed A Deal! Or Did You Just Begin A Relationship? Which Is More Profitable For You And Your Company?

51. ADP Proprietary and Confidential Six Steps Of The ADP Sales Process 1.Prospect 2.Needs Analysis Meeting 3.Present A Solution 4.Negotiate The Deal 5.Implement The Solution 6.Solidify The Relationship / Deepen Product Penetration / Retain The Client

52. ADP Proprietary and Confidential Implementing The Solution  Sign Paperwork And Collect All Information Necessary  Agree To A Start Date  Make Sure You Are Present During Implementation  Check To Make Sure All Parties Are Comfortable  Decision-Maker  End-Users  Support Staff  Schedule A Follow Up Meeting

53. ADP Proprietary and Confidential Six Steps Of The ADP Sales Process 1.Prospect 2.Needs Analysis Meeting 3.Present A Solution 4.Negotiate The Deal 5.Implement The Solution 6.Solidify The Relationship / Deepen Product Penetration / Retain The Client

54. ADP Proprietary and Confidential Deepening The Relationship / Retention  Meet Other Department Heads  Share Information On Other Value-Added Services  Send Them Referrals / Get Referrals From Them  Always Act In Their Best Interest  Be Responsive To Their Needs The Cost To Acquire Clients Is High…To Retain Them, Low

55. ADP Proprietary and Confidential Questions ???

56. ADP Proprietary and Confidential Did You Find This Discussion Helpful?

57. ADP Proprietary and Confidential Free Advice On Finding A Job

58. 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???

59. ADP Proprietary and Confidential What I Look For In Candidates  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

60. 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

61. ADP Proprietary and Confidential MTSU Offer

62. ADP Proprietary and Confidential Spend A Day In The Field With An ADP Workforce Consultant Qualifications: 1.“B” Student Or Better 2.Driven To Be The Best 3.Passion For Making A Positive Impact On People’s Lives 4.Professor Nominated One Student Per Class

63. ADP Proprietary and Confidential Thank You For Your Time