Selling from WHY - A PEO sales story.

Selling from WHY - A PEO sales story.

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.

Episodes

February 28, 2019 47 mins
What is Human Capital Management and why does it matter to my prospect and to my sale?
Mark as Played
The WHY method isn’t just for some sales people - everyone can tap into the power of WHY!
Mark as Played
February 4, 2019 49 mins
Diving into how HR is built for most SMBs. What is missing and what opportunities are present for the sales person.
Mark as Played
How do we present, differentiate and sell healthcare in the PEO industry!
Mark as Played
Understanding ways to handle the struggles of Document collection - how can we make it easier on prospects and sales alike.
Mark as Played
November 14, 2018 34 mins
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?
Mark as Played
November 14, 2018 39 mins
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.
Mark as Played
November 14, 2018 20 mins
Today we cover the ways to tackle the competetive selling environment and how we can ensure we win the business without lowering price.
Mark as Played
November 14, 2018 36 mins
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?
Mark as Played
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.
Mark as Played
November 14, 2018 28 mins
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?
Mark as Played
In todays episode we begin to explore WHY a PEO exists and how that creates an engaged prospect
Mark as Played
November 14, 2018 23 mins
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.
Mark as Played
November 14, 2018 22 mins
In this episode we dig in to the external and internal impacts of the market place that make it hard for businesses to succeed.
Mark as Played

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