“Sales Tools” in the HRO Business Value Sales approach/software

(Hopefully the visuals below will give you some idea of how this approach and tool works.  Click on any of the “sheets” listed to see a picture of it.  If you’d like some “live” explanations for things to make even more sense, contact Rob Blunt (866-868-5885 or rblunt@peoconsulting.com) for no-obligation GoToMeeting demo.)

Teaching, Diagnosing, and Selling with Value “Sales Sheets”

Prospect’s Employment Profile Documentation “Worksheets”

Custom, Prospect-Specific “Proposal Sheets”

Overall Value Presentation (1)       HR Outsourcing Value Pyramid      6 “Tiered” Value Drill-Down Sheets      Pocket-Folder Presentation Illustration

Overall Value Presentation (2)       Time and Money Impact      5 Business-Impact Areas (detailed)

Other Value Illustration Sheets       7 Business-Impact Areas (overview)        Value + Process “Placement Sales Sheet”

Probable Time Savings (Credible)       Time Savings Range Illustration      Time Savings Estimate (use Case Study initially to teach and entice Prospect to want to see their own)

How Well Is The Prospect Doing in Key Business-Impact Areas?        Business Value Report Card / Dashboard (use Case Study to teach and entice Prospect to want to see their own)

How Will The Things They’re NOT DOING NOW Benefit Their Business?         Overall NEW Services Value Picture (use Case Study to teach and entice Prospect to want to see their own)

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Employment Profile Survey

 (15 minute “check-mark-only” exercise.  What are they doing / not doing now?  Spending Time and/or Money on?)

13 Basic Employment Time Profile Questions

Note:  If the Prospect chooses not to document / share their Employment Profile in this step, then their Custom proposal pages below are not available.

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Business Value Report Card / Dashboard (Prospect-specific)

Time Savings Estimate (Prospect-specific)   (Use for Client Retention too!)

[Your Existing Overall Financial Impact Illustration] aided by data from an Employment Hard Costs Worksheet     (Use for Client Retention too!)

Overall NEW Services available Value Picture (Prospect-specific)

Overall EXISTING Services Value Picture   (Use for Client Retention)

5 Prospect-Specific, Individual, Business-Impact Area Illustrations:

Business Protection      Long Term Cost Containment (Benefits, WC, SUI)      Talent Attraction      Turnover Reduction      Employee Productivity


“Functional” Services Comparison

(Simply what they’re doing now, listed next to what they are not doing now.)

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