14 episodes
Selling from WHY - A PEO sales story. Andrew James -Author of Selling From Why
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- Business
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?
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Episode 13 - The WHY sales technique.
The WHY method isn’t just for some sales people - everyone can tap into the power of WHY!
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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.
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Episode 11 - How and when to talk Healthcare.
How do we present, differentiate and sell healthcare in the PEO industry!
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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.
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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?