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Too Many PEO Advisors Struggle to Secure Deals
often leading to burnout and mediocrity. We know that it's not just about being active; it's about being effective.
Why Differentiation Matters
For PEO Sales, differentiation is a key to success. High-performing advisors master differentiation. They set their PEO apart, capturing prospects' attention and retaining it throughout the sales journey. But without differentiation, even the most skilled advisors are ineffective.
The Challenges of Traditional Differentiation
Traditional differentiation methods are costly and disruptive. They demand extensive changes and, worst of all, are easily copied. This makes them unsuitable for an industry like PEOs where standards need to be maintained.
The Power of Tangible Differentiation
DifferentiationWorks presents a game-changing solution: Tangible Differentiation. Unlike subjective differentiation, tangible differentiation thrives over time. It creates visible, verifiable, and external realities that cannot be discredited by competition or eroded by time. It's immune to the challenges of a prolonged sales cycle.
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OPPORTUNITY: Differentiation
Key to PEO Sales Success Since the Beginning
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.
PROBLEM: Lengthening Sales Cycle Time Destroys Subjective Differentiation
Discover how prolonged sales cycles erode the impact of subjective differentiation
To understand the current environment, consider how an elongated sales cycle will affect the differentiation created by a sales advisor, and the how it threatens the chance of completing a successful sale.
Anything that might happen during the time between a sales meeting [where subjective differentiation is established] and the closing of the deal, decreases the liklihood of a successful transaction and implementation. It doesn't matter if it is filled with distraction, interruption, or competitive communication, time undermines the impact of the differentiation created by the sales advisor in the mind of the prospect. That's just how things work.
The longer the sales cycle, the more the unique image of the PEO fades in the prospect's mind. This renders the hard work of our top PEO reps ineffective. As sales cycles extend, the advantage of subjective differentiation diminishes, threatening to render even our most successful reps as ineffective as their less successful peers.
SOLUTION: Tangible Differentiation
The Unbeatable Strategy that Makes Time an Advantage for You.
Tangible differentiation offers the key to sustainable success and increased sales effectiveness.
There is a solution that not only sustains he current success levels of your top PEO Advisors but also promises to lift your average reps from struggle to success. The answer lies in creating tangible differentiation.
Tangible differentiation is visible, verifiable, objective, external facts that can't be discredited by competition, and is not subject to the ravages of time. It is not a subjective fragility dependent on the deftness and effort of a master sales advisor to create and manage.
An increasing sales cycle can't diminish it or impact the likelihood of a successful sale. On the contrary, because this differentiation is tangible, time only increases a prospect's potential to encounter it, which will serve to reinforce it, increasing its beneficial value to your prospect. As a result, it also increases the likelihood of converting a new PEO client.
Tangible differentiation will ensure that your top PEO reps remain successful, with the distinct advantage of empowering all your average reps to dramatically improve sales performance.
Click for Your Differentiation Diagnostic
Discover how DifferentiationWorks can help your PEO to stand out in an oversaturated market, positioning you as the preferred provider of choice. Our program focuses on creating a unique market position, enhancing your reputation, and increasing your unsolicited leads and qualified referrals.
Start by using our comprehensive differentiation diagnostic tool, specifically designed for PEOs, to assess your current standing, identify untapped opportunities, and consider how tangible differentiation might work for your organization.
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