- Original Poster
- #1
A couple years ago when our sales team member started working with the first HR solutions company on her resume, she'd spend hours browsing articles to beef up her knowledge around “how to sell HR software”.
She would have been better off going by gut instinct. Because her experience showed that most of the instructions available are archaic at best or just plain wrong!
Yes, every self-respecting HR expert advises against the “hard sell”, the “pushy salesman persona” and the pitfalls of a poor pitch.
But somehow the focus is on turning “selling” into the enemy. Which is rather ridiculous. Selling is absolutely essential.
In fact, if you are not selling your HR solution – you are doing your clients a disservice. They might sign up with someone else – a brand that is simply not geared to serve their best interests.
Wake Up. HR Managers Know the Game.
Yup. Human Resources has been dealing with humans for a very long time. They see through that complicated orchestration of maneuvers you think constitute “sell free” selling.
They couldn’t care less about how aggressive you are, if what you bring to the table is exactly what they think is right for them.
So you have to sell. The only thing is you must sell right. Here are 8 common mistakes to avoid.
Put the customer first, understand their agenda, be transparent and proactive and learn to say “No”
She would have been better off going by gut instinct. Because her experience showed that most of the instructions available are archaic at best or just plain wrong!
Yes, every self-respecting HR expert advises against the “hard sell”, the “pushy salesman persona” and the pitfalls of a poor pitch.
But somehow the focus is on turning “selling” into the enemy. Which is rather ridiculous. Selling is absolutely essential.
In fact, if you are not selling your HR solution – you are doing your clients a disservice. They might sign up with someone else – a brand that is simply not geared to serve their best interests.
Wake Up. HR Managers Know the Game.
Yup. Human Resources has been dealing with humans for a very long time. They see through that complicated orchestration of maneuvers you think constitute “sell free” selling.
They couldn’t care less about how aggressive you are, if what you bring to the table is exactly what they think is right for them.
So you have to sell. The only thing is you must sell right. Here are 8 common mistakes to avoid.
1/ Selling features instead of solutions
2/ Failing to go beyond “Not Getting Sued”
3/ Going tech on HR managers
4/ Holding clients hostage for modules
5/ Positioning culture even if you can’t ace it
6/ Not talking to your end-users
7/ Not helping your contact re-sell your solution
8/ Forgetting the follow-up...
2/ Failing to go beyond “Not Getting Sued”
3/ Going tech on HR managers
4/ Holding clients hostage for modules
5/ Positioning culture even if you can’t ace it
6/ Not talking to your end-users
7/ Not helping your contact re-sell your solution
8/ Forgetting the follow-up...
Put the customer first, understand their agenda, be transparent and proactive and learn to say “No”
