One of the hardest lessons to learn in sales is when to walk away from a deal. However, it’s important to realize that not all deals are good deals, and sometimes it’s in your best interest to walk away. Below are some examples when it might be better to move on to the next deal.
Tips for Selling to SMBs that Manage Everything Internally
Welcome back to our competitive intel series. So far, we’ve covered tips on positioning against TotalSource, TriNet, and Insperity. What about the small and medium-sized business (SMB) owner who’s managing everything themselves with a mix of services?
Competitive Insight on Insperity
Over the last couple of months, we’ve provided some tips to help sell against ADP TotalSource and TriNet. This month, we’ll be covering Insperity. Insperity was established in 1986, and has grown to be one of the largest, and most recognized names in the PEO space, and for good reason.
Tips for Positioning Against TriNet
Last month we (hopefully) provided some insight to help you position yourself more effectively against ADP TotalSource. This month we’ll be covering TriNet, starting off with a quick history lesson.
Tips for Positioning Against TotalSource
Over the next few months, we’ll be providing some tips on how to position PrismHR and your services against some of the other competitors in the market. In this post, we’ll be focusing on ADP Totalsource. You may already know that TotalSource clients renew their benefits each year on June 1st.
Proposal Essentials
After you’ve completed your initial appointment / discovery and demo, it’s time to present the proposal to your prospect. You’ve undoubtedly learned a lot about your prospect throughout the process, and now it’s time to show them how your solution adds value for their business.
Tips and Best Practices for the First Meeting with a Prospective Customer
Now that you have secured the first appointment with a new prospective customer, it’s time to start preparing for the first meeting. This first meeting is critical to showing the value of your services and helping you close the deal and this article provides some tips and best practices for a successful first meeting.
Talk Tracks to Help You Get the Appointment
Once you’ve identified your prospects, it’s time to use the information you gathered profiling prospective customers to help you get an appointment. Here are some example talk tracks you can use to help solidify an appointment with your prospective customer.
Prospecting Tips and Tools
According to the PrismHR 2016 Human Resources Outsourcing (HRO) Trends Report, 25% of PEOs and ASOs identified finding prospects as one of the most challenging stages of the sales process. With that in mind, we’ve gathered some tips and best practices on how to source prospects.
The Importance of Profiling Prospective Customers
Profiling is a practice that can help you discover some basic information about your prospects so you have some background information when you talk to the decision maker. This may seem like an obvious and basic concept but it’s often overlooked during the sales and prospecting process.
Efficiency Sells
As an HR service provider, many of your customers rely on your services and technology to streamline their organization and make it easier for them to focus on their core business. The combination of your services and PrismHR technology brings tremendous efficiency to their organization. Below are some of the key areas that technology (organized […]