With 18 years of selling to HR professionals, Chris Dyer offers sage advice on the intricacies and unique challenges of selling products and services that fall into the realm of HR. In this presentation, Chris explains how to think differently about the HR customer. He shows how you can find the right data to frame products and services as a cost-savings opportunity, rather than an expense. He shows the power of homing in on asking the right questions early in the sales cycle to get the information that will allow you to craft a better proposal. And perhaps most importantly, Chris demonstrates how to pivot the selling strategy when key stakeholders outside of HR step in at the last minute to influence decisions.
Come learn how a few adjustments in your approach can create massive differences in your results!
- Proactively offering value during sales touchpoints to encourage engagement
- Understanding the level of complexity to include in the pitch
- Pivoting the selling strategy when C-Suite leaders engage in the sales process