Claim OwnershipSelling from WHY - A PEO sales story.
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© Andrew James -Author of Selling From Why
Description
Challenging the standard sales approach to a complex sale like PEO - exploring a new methodology and process - and examining the only question that matters: WHY.
15 Episodes
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What is Human Capital Management and why does it matter to my prospect and to my sale?
The WHY method isn’t just for some sales people - everyone can tap into the power of WHY!
Diving into how HR is built for most SMBs. What is missing and what opportunities are present for the sales person.
How do we present, differentiate and sell healthcare in the PEO industry!
Understanding ways to handle the struggles of Document collection - how can we make it easier on prospects and sales alike.
A thorough review of the Business Analysis for PEO sales as the first step in the sales process following the Initial Meeting - what questions do we ask, how do we organize the meeting and what information is crucial to obtain?
In this episode we dive into the PEO sales process - what is the goal of the process, how do we mirror it to our methodology and what are some successful outcomes.
Today we cover the ways to tackle the competetive selling environment and how we can ensure we win the business without lowering price.
In this episode we examine your PEO story and how you explain PEO to the prospect. How do we use our story to create alignment and collaboration?
In this episode we uncover some tips and tricks for successful initial meetings and how to be sure you achieve the results you're looking for the first time you meet your new prospect.
What’s a good first meeting close ratio? How long does a sales process take? What happens if you forget a step in your process? What are the 2 bet eco-systems to partner with?
In todays episode we begin to explore WHY a PEO exists and how that creates an engaged prospect
A deeper dive into the idea of internal employment infrastructure and the way in which a business may attempt to tackle the growing needs of HR in their business.
In this episode we dig in to the external and internal impacts of the market place that make it hard for businesses to succeed.
A brief examination of the reasoning and opportunity present in the PEO industry and WHY this book is well timed.
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