Selling from WHY - A PEO sales story.

Feb 28 2019 5
Selling from WHY - A PEO sales story. Podcast artwork

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.

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Episode 14 - Intro to Human Capital Management

Feb 28 2019 47 mins  
What is Human Capital Management and why does it matter to my prospect and to my sale?

Episode 13 - The WHY sales technique.

Feb 05 2019 30 mins  
The WHY method isn’t just for some sales people - everyone can tap into the power of WHY!

Episode 12 - Basics of the HR sale

Feb 04 2019 49 mins  
Diving into how HR is built for most SMBs. What is missing and what opportunities are present for the sales person.

Episode 11 - How and when to talk Healthcare.

Feb 01 2019 54 mins  
How do we present, differentiate and sell healthcare in the PEO industry!

Episode 10 - PEO Document collection process

Nov 14 2018 29 mins  
Understanding ways to handle the struggles of Document collection - how can we make it easier on prospects and sales alike.

Episode. 9 - The Business Analysis

Nov 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?

Episode. 8 - Steps of the PEO sales process

Nov 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.

Episode 7 - Competitive Selling

Nov 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.

Episode 6 - Your PEO story

Nov 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?

Episode 5 - Running Successful First Meetings

Nov 14 2018 25 mins  
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.