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Selling from WHY - A PEO sales story.

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.

  • 47 minutes 18 seconds
    Episode 14 - Intro to Human Capital Management
    What is Human Capital Management and why does it matter to my prospect and to my sale?
    28 February 2019, 10:17 pm
  • 30 minutes 17 seconds
    Episode 13 - The WHY sales technique.
    The WHY method isn’t just for some sales people - everyone can tap into the power of WHY!
    5 February 2019, 5:57 pm
  • 49 minutes 48 seconds
    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.
    4 February 2019, 5:23 pm
  • 54 minutes 28 seconds
    Episode 11 - How and when to talk Healthcare.
    How do we present, differentiate and sell healthcare in the PEO industry!
    1 February 2019, 8:27 pm
  • 29 minutes 16 seconds
    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.
    14 November 2018, 8:44 pm
  • 34 minutes 44 seconds
    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?
    14 November 2018, 8:44 pm
  • 39 minutes 17 seconds
    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.
    14 November 2018, 8:44 pm
  • 20 minutes 9 seconds
    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.
    14 November 2018, 8:44 pm
  • 36 minutes 5 seconds
    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?
    14 November 2018, 5:46 pm
  • 25 minutes 32 seconds
    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.
    14 November 2018, 5:40 pm
  • 28 minutes 56 seconds
    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?
    14 November 2018, 5:35 pm
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