How to read an employer's payroll and benefits invoices

A prospect who shares invoices is telling you they are open to a comparison. Reading those documents well is a sales skill.

The four documents

• Payroll register: gross wages, headcount and employer taxes.
• Payroll-service invoice: per-check and per-employee fees, plus add-ons.
• Health invoice: premiums by tier and the employer's share.
• Workers' comp statement: class codes, rates and audit adjustments.

What to look for

Fees that have crept up, benefits the employer pays for and nobody uses, and class codes that do not match the work. Note each one as a question, not an accusation.