HRO Business-
Sales Approach Training and Software Instructions
Software Functionality (Sales approach and theory trainings are in 2nd section below.)
1. Quik-
2. Customization and Implementation Checklist (1 page PDF, 11/21/12)
3. How to Download and Install the HROBVSS 2m12s video
4. Folder and File structure for Sales Sheets and new Prospects
Create a New Client folder 2m25s video
5. “Map” of all “Sales Sheets”, “Worksheets”, and “Proposal Sheets” available
6. Creating all “Sales Sheets” (This is just how to functionally create the sheets/tools with the software. Training on how to use them to sell -
First, create a “Sales Sheet Template Folder” 3m21s video
HR Outsourcing Value Pyramid 1m13s video
1 page, TOTAL Value illustration
What We Do -
Prevent the “It doesn’t take me any time to do that.” Objection
HR Time Savings Range Graph 5m42s video
Show a credible, quantified substantive amount of time the Prospect may recover
Client’s Time Profile Questions page 42s video
17 very basic, “make sense” questions that drive a company’s Employment Time requirements
Case Study* -
Teach with it, and get the prospect to want an analysis for their own company
WHY We Do What We Do -
Shows exactly how your unique offering may affect each critical business area
7 Advantage Summary Page 3m26s video
6 “Tiered” Value Pages 2m17s video
Styled for use in a pocket folder
Case Study* -
Shows a “gap-
Employment Profile Survey Form 1m20s video
Visual of all “Sales Sheets” in the Sales Sheet Template Folder 1m58s video
(* The Power of using “Case Studies”: Case Studies, which are examples of custom business reports you can generate on issues like Time Savings, an Employment Profile Dashboard / Report Card, what new things a client could access to specifically address their problems like Turnover, or Business Protection, etc. are extremely effective tools to teach from, and if you offer the prospect their own custom analysis, they will receive something of value, which makes them more inclined to share more information with you.)
7. Documentation of a Prospect’s Employment Profile
*** If the Prospective Client will not document their Employment Profile for you,
then NO HR Time Savings Estimate or custom Business-
can be created for them! ***
HRO/PEO Business-
22 HRO “Value Communication” Problems 13m video
An overview of why the HRO sale (includes PEO, ASO, ESO, EMS, etc) is so challenging, and the “theory” behind how this approach and tool will fix much of it for you
Full Business-
Full Instructions, Screenshots, Talk-
Sales Process “Flow” 1 page PDF, 8/24/12
How “Sales Sheets”, “Worksheets” and “Proposal Sheets” flow with the sales process
When to use the approach 1 page PDF
6 different Prospect sizes and sophistication levels
Initial Meeting Value Presentation – Business-
4 minute (short) Value Overview 8m video
Using theHR Outsourcing Value Pyramid and 6 tiered Value Sheets in a pocket folder
8 minute (detailed) Value Overview using 7 other “Sales Sheets”:
Uninterrupted “script” (no training explanation) 8m video
With purpose and explanation for each Sales Sheet and part of the approach 20m video
“Leveraging Administrative Time” 4m video
The theory behind giving Recovered Administrative Time to Revenue Driving and Profit “Margin Impacter” employees
Offering (the Prospect) Custom Proposal options 3m video
In other words, “In order get something of value from me, Mr. Prospect, here’s what you need to give me. If you don’t, then all you get is boilerplate stuff.”
The ‘Next Steps’ document shown in the flash video above is not produced by the HROBVSS. You can download an editable copy here.
Proposal Presentation 9m17s video
What a custom, prospect-
HR Outsourcing Sales and Management Expertise Since 1987
PEO Consulting Group, Inc.
