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Exploring the importance of subjective differentiation and its critical role in the success of Top PEO Advisors.
Differentiation has always been the difference between getting a PEO deal and not. So, given the lack of clear and tangible differentiation within a market, it isn't difficult to recognize that to be successful selling PEO, Top Sales Advisors had to learn to create differentiation through all kinds of intangible and subjective means. During their sales interviews and presentations, they use posturing, stories, unique descriptions and word choices in effort to make their PEO stand out from the crowd.
Top Sales Reps also know, that to secure a sale, they have to make sure the prospect continues to think about the opportunity through this differentiated lens all the way through the entire, often protracted and lengthy, process. (Signing contracts, securing approvals, staging orientations, and successfully running a first payroll at minimum).
Any hiccough along the way often shuts the deal down.
The ability to create and manage the differentiation process successfully, impacts the likelihood of sales success more than any other factor, and remains the most significant and difficult to explain difference between a few top performing PEO Advisors and an abundance of strugglers.
Even the most gifted PEO Advisors aren't always successful at subjective differentiation. And when they fail to paint their PEO in a unique light that captivates the prospect's attention, they have no more chance to covert a new client than any other PEO Advisor.Lengthening Sales Cycles are the Enemy of Current Differentiation Practices. Click to learn more.
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