Products: Sales Training for Beginners

PEO Sales Mastery Training Course^TM

• NEW HIRES –Take your learning curve from 3 to 6 years down to 3 to 6 months!
  
• EXPERIENCED PEO PRODUCERS – If you are earning below six figures, this course can close the gaps and take you to that next level.
  
• SALES MANAGERS – Use this program to "train the trainer".
  
• PEO MANAGEMENT – Understanding the PEO business from a sales perspective can improve your management style and direction.
  
• PEO OWNERS – THIS COURSE IS A MUST FOR EVERY PEO LIBRARY!

TOOLS FOR SUCCESS

• Introduction
• Cover page
• Mission statement
• Meet your instructor
• Introduction speech
• Is/is not
• Overview at a glance
• Detailed overview

TOOLS FOR SUCCESS: It is vital to start with the tools for successful learning because we are not selling widgets, we are selling a management tool, we are selling credibility, we are selling a long term relationship. This requires a tremendous amount of knowledge, about 5 lifetimes worth. These tools will be taught experientially throughout the course.

• NLP: Neuro-Linguistic Programming was invented 20 years ago by Richard Bandler and John Grinder. They created an "owners manual for the brain" by modeling people such as Dr. Milton Erickson, Dr. Virginia Satir
• MIND MAPPING: A profound note taking method invented by Tony Buzan.
• MODELING: A component of NLP, learn to turn decades into days.
• OPA: The ultimate time management, goal setting system invented by Anthony Robbins.

BUSINESS 101

• In depth review of BLS statistics
• Why does a person start a company
• What determines the success of a company
• What are the growth phases of a company, of a PEO

Business Overview Mind Map:

• Mission statement
• Strategic plan
• Competitive advantage
• Industry analysis
• Client analysis
• Marketing plan
• Human resource plan
• Facilities plan
• Financial plan

Business Overview

• The PEO Industry, your PEO
• Your personal overview
• Expansion of HR Component
• Transfer of HR Component to The Wheel of Employment^TM

The Wheel of Employment

• The Wheel Overview-short version
• The Wheel as pertains to the HR component in the Business Overview
• The Wheel Overview-long version
• The Wheel as a sales tool
• The Wheel as an orientation tool
• The Wheel as a Trusted Business Advisor Presentation

WORKERS' COMPENSATION MODULE:

• History of Workers' Compensation and Employer Liability
• Compensability, Benefits and procurement of coverage
• Erosions of the "Exclusive Remedy"
• Explanation of the Policy
• Explanation of Loss Runs
• Mathematical Equations for conversion

EMPLOYEE BENEFITS:

• Health Insurance
• Section 125 Cafeteria Plans
• 401(k) retirement programs

Seven Step Sales Process

• STEP ONE: CHECK IN – The most important sale you will ever make is with yourself, in order to influence others, you must first be able to influence yourself. Together, we will go through a goal setting process, review your assessment and create your own mission. We will also review the 4 characteristics of a PEO "Top Gun".

• STEP TWO: PREPARE – KNOWLEDGE IS POWER! Know your product. Know your company. Know your competition. Know your prospect. KNOW YOURSELF. Create an OPA for each qualified prospect. Mind map every meeting.

• STEP THREE: CHECK OUT – Learn a simple mental rehearsal process that you can utilize before every sales call. It is mandatory before 1^st calls!

• STEP FOUR: FIRST CALL – Every top PEO producer agrees that the sale is made on the first call. Though this is obviously not a one call sale, you have only one chance to establish credibility needed to gain commitment on data gathering and future meetings. This is why it is so important to speak with the owner on the first call.

  *You will be provided with a first call questionnaire and lengthy, detailed 1^st call checklist of documentation to collect.

  STEP FOUR CONTINUED: FIRST CALL –

  • 10 questions that prospects are asking themselves.
    
  • 7 questions that you are asking yourself.

• STEP FIVE: VIABILITY STUDY (REQUEST FOR PROPOSAL) – Be a detective Crunch the numbers. Finalize the OPA. DO YOUR HOMEWORK. Don't be afraid to schedule follow up calls. The sales/education process is all the questions that you ask during the viability study and all the non-compliance issues that you point out. Probe for problems and magnify the hurt. Heal the pain with PEO. (You will be provided with a detailed proposal preparation process.)

• STEP SIX: CLOSING – "beeeeeeeeeeeeeeeeep, thank you for playing!" IF YOU HAVE TO CLOSE IN THE END, THEN YOU DID NOT DO YOUR JOB UP FRONT!!!!!!!!!! The PEO closing process is a question of WHEN NOT IF This section will address how to present the proposal based on value versus pricing.

• STEP SEVEN: BECOME A TRUSTED BUSINESS ADVISOR AND KEEP YOUR CLIENTS' SENDING REFERRALS FOREVER! Always be thinking outside the box. Pretend that it is your company. If you want referrals then give referrals.

Appendix: The Treasure Chest

1. SAMPLE TAX FORMS: An original copy of all IRS tax forms relating to traditional employment as it concern PEO.
2. WORKERS’ COMPENSATION MODULE: Transcript of dialogue included in video 3, The Wheel of Employment^TM. Plus sample pages from the scopes manual and the resource guide published by the US Chamber of Commerce.
3. HUMAN RESOURCE MODULE: Transcript of dialogue included in video 2 Business 101 and other pertinent HR information.
4. EMPLOYEE BENEFITS MODULE: Transcript of dialogue included in video 3, The Wheel of Employment.
5. Bureau of Labor Statistics: Unpublished detailed information regarding employment in the United States.
6. ARTICLES: Articles written by Carrie Aaron and other important articles.
7. SAMPLE "WHEEL": Real and imaginary Case Studies.
8. CARRIE’S TOP TEN LIST: Books, Tapes, Video’s, Seminars, Web Sites!
9. HOMEWORK: Exercises for each section.
   • Business Overview
   • Prospect Profile
   • Vendor Information
   • Forms and Procedures
10. GOAL SETTING SESSION: Instructions on setting goals.
11. MISCELLANEOUS:

    NOTE: Sections 10-13 are blank and to be filled with your info