Many sales professionals may think “Sales is sales”. But in the case of selling HR Software, this is not necessarily so. I believe when most people think about direct sales, they probably picture one person attempting to influence another individual to purchase a product who is the actual payer and end user for whatever the salesperson is trying to sell. For example, if a sales person is selling Accounting software, chances are the person being sold to, a CFO for instance, is the same person that will actually write the check to pay for the Accounting software as well as be the end user. This salesperson only has one person to convince to buy the product.
HR software sales are not usually this straight forward. HR software sales is a multi-level sales process. Simply put, we’re talking about convincing more than just the one person, who will be the end user of the product, to buy the product. More than likely, there will be at least a second person, the one who is responsible for writing the check, to convince the product is a good purchase decision and will benefit the organization as a whole. In other words, there is more than just one tier within an organization that must be convinced to purchase a product; in this case, HR software.
Now that you realize this process is a little different than other sales you may have participated in, what next? To find out the next steps, please visit How to Sell HR Software.