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Selling from WHY - A PEO sales story.

Selling from WHY - A PEO sales story.

By Andrew James -Author of Selling From Why
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
What is Human Capital Management and why does it matter to my prospect and to my sale?
47:18
February 28, 2019
Episode 13 - The WHY sales technique.
The WHY method isn’t just for some sales people - everyone can tap into the power of WHY!
30:17
February 5, 2019
Episode 12 - Basics of the HR sale
Diving into how HR is built for most SMBs. What is missing and what opportunities are present for the sales person.
49:48
February 4, 2019
Episode 11 - How and when to talk Healthcare.
How do we present, differentiate and sell healthcare in the PEO industry!
54:29
February 1, 2019
Episode 10 - PEO Document collection process
Understanding ways to handle the struggles of Document collection - how can we make it easier on prospects and sales alike.
29:16
November 14, 2018
Episode. 9 - The Business Analysis
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?
34:43
November 14, 2018
Episode. 8 - Steps of the PEO sales process
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.
39:17
November 14, 2018
Episode 7 - Competitive Selling
Today we cover the ways to tackle the competetive selling environment and how we can ensure we win the business without lowering price.
20:09
November 14, 2018
Episode 6 - Your PEO story
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?
36:05
November 14, 2018
Episode 5 - Running Successful First Meetings
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.
25:32
November 14, 2018
Questions from listeners -
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?
28:56
November 14, 2018
Episode 4 - The WHY sales method & whats different
In todays episode we begin to explore WHY a PEO exists and how that creates an engaged prospect
21:14
November 14, 2018
Episode 3: Examining Internal HR struggles
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.
23:52
November 14, 2018
Episode 2: Market Impacts Examined
In this episode we dig in to the external and internal impacts of the market place that make it hard for businesses to succeed.
22:23
November 14, 2018