Radical PEO Sales Success

By Joseph A Caulfield

How to sell to the executive level through the use of a personal inventory assessment sales system.

• Language: English
• Publisher: Joseph A Caulfield
• Release date: Mar 24, 2013
• ISBN: 9781301754410

Joseph A Caulfield

College, the Marine Corps, and the ethical medical industry (Howmedica, ACS) helped me perfect learning how to learn processes that are foundational for stable results in achieving revenue. Particularly in sales and corporate training. I transferred those skills learned to a new model in the form of business services when I worked for Administaff (Insperity), Gevity (TriNet), and The People Advisor. These venues allowed me to not only do the actions myself, but as management, implement them into various sales teams. C-Level sales has major components of psychology and education embedded within it in any successful format. I have written books that illustrate this.

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Radical PEO Sales Success

Personal Inventory Assessment Selling

Joe Caulfield

And

Rodney Diekema

.

Smashwords Edition

Copyright 2013 Joe Caulfield

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All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means without the prior permission of the author.

Radical PEO Sales Success(tm) and Personal Inventory Assessment Selling(tm) is a registered trademark by the United States Patent Office.

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Table of Contents

Acknowledgements

Introduction

Prelude

Chapter One: From Confusion to Clarity

Chapter Two: Empathy and Thought Software

Chapter Three: Persuasion Architecture

Chapter Four: Historical Background: The 80-20 Rule/Pareto Analysis

Chapter Five: Cause and Effect

Chapter Six: The PEO Industry

Chapter Seven: RSS of PEO/Human Resource Outsourcing

Chapter Eight: The PEO Sales Outline

Chapter Nine: The Overview

Chapter Ten: The Commonality of Issues Sheet (CIS)

Chapter Eleven: Radical Recall System

Chapter Twelve: Gathering Data

Chapter Thirteen: Custom Presentation

Chapter Fourteen: The Cost Box

Chapter Fifteen: Handling Objections

Chapter Sixteen: The Close

Chapter Seventeen: Timeline for Implementing

Chapter Eighteen: Referrals

Chapter Nineteen: From Confusion To Clarity

Chapter Twenty: Corporation You

Chapter Twenty-One: Learn To Let Go

Glossary

Implementation Graph

Bibliography

What Others Have Said

About the Authors

ACKNOWLEDGMENTS

Thank you Malcolm Gladwell (Blink), Dan Kennedy, Garry Duncan (Leadership Connections), Dale Carnegie, the American Management Association, Virginia Satir, and Richard Bandler and John Grinder (Frogs into Princes), Steve Jobs, Maxwell Maltz (Psycho-Cybernetics), Earl Nightingale, Zig Ziglar, Tony Robbins, Napoleon Hill and others.

It is my hope that this book helps YOU to take creative control of your success in PEO sales consulting or management.

From Steve Jobs:

Here's to the crazy ones, the misfits, rebels, trouble makers, round pegs in square holes, ones who see things differently. They are not fond of rules, they have no respect for status quo, you can quote them, you can disagree with them, glorify them or vilify them but the only thing you can't do is ignore them because they change things, they push the human race forward. ~ Steve Jobs

From Dan Kennedy:

"In this economy, it's more important than ever to do things differently. Business as usual has gotten us into one of the biggest economic messes we've seen in decades.

It wasn't your fault. But if you don't keep your head on a swivel, constantly surveying the horizon for ways to be different, you'll wind up as just another bleached carcass in the desert. Business as usual means failure. Especially in this Economy." ~ Dan Kennedy

INTRODUCTION

He that will not apply new remedies must expect new evils; for time is the greatest innovator. ~Francis Bacon

Normal versus Radical

It's very easy to get stuck in the way we do things—it is our normal. We hit the office at a certain time, check email, and then hit the telephone, or we go to that early networking breakfast, and while on the way check out our iPhone/ Android/iPad for any urgent items, which includes Twitter, Facebook and Linkedin, then we go to our office, handle whatever needs handling, and then hit the phones, emails or direct mail to generate appointments.

It seems like half or more of our life is involved in getting the appointment. We have, over time honed our skills on handling the phone and networking events to maximize our chances to GET that appointment.

Once on a face-to-face sales call, we begin with what has become our own individualized method of presenting to a potential business owner, which we have found leads us to the first major goal—A Request For Proposal. Once that is accomplished, 50% of time if we are really good, our activity resembles that of a fluttering bird in a stiff breeze. We know we have to collect relevant data at hyper-speed, or we lose any chance of a successful final outcome of a new client.

Then, if the gods, karma, and mojo are with us, which can include various underwriting departments, sales bosses, and IF