Selling from WHY - A PEO sales story.

Andrew James -Author of Selling From Why•podcasters.spotify.com

Challenging the standard sales approach to a complex sale like PEO - exploring a new methodology and process - and examining the only question that matters: WHY.

Last refreshed: July 2nd, 2025 at 6:33 AM ⓘ

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Episodes

Episode 14 - Intro to Human Capital Management

What is Human Capital Management and why does it matter to my prospect and to my sale?

Feb 28, 2019•47 min

Episode 13 - The WHY sales technique.

The WHY method isn’t just for some sales people - everyone can tap into the power of WHY!

Feb 05, 2019•30 min

Episode 12 - Basics of the HR sale

Diving into how HR is built for most SMBs. What is missing and what opportunities are present for the sales person.

Feb 04, 2019•50 min

Episode 11 - How and when to talk Healthcare.

How do we present, differentiate and sell healthcare in the PEO industry!

Feb 01, 2019•54 min

Episode 10 - PEO Document collection process

Understanding ways to handle the struggles of Document collection - how can we make it easier on prospects and sales alike.

Nov 14, 2018•29 min

Episode. 9 - The Business Analysis

A thorough review of the Business Analysis for PEO sales as the first step in the sales process following the Initial Meeting - what questions do we ask, how do we organize the meeting and what information is crucial to obtain?

Nov 14, 2018•35 min

Episode. 8 - Steps of the PEO sales process

In this episode we dive into the PEO sales process - what is the goal of the process, how do we mirror it to our methodology and what are some successful outcomes.

Nov 14, 2018•39 min

Episode 7 - Competitive Selling

Today we cover the ways to tackle the competetive selling environment and how we can ensure we win the business without lowering price.

Nov 14, 2018•20 min

Episode 6 - Your PEO story

In this episode we examine your PEO story and how you explain PEO to the prospect. How do we use our story to create alignment and collaboration?

Nov 14, 2018•36 min

Episode 5 - Running Successful First Meetings

In this episode we uncover some tips and tricks for successful initial meetings and how to be sure you achieve the results you're looking for the first time you meet your new prospect.

Nov 14, 2018•26 min

Questions from listeners -

What’s a good first meeting close ratio? How long does a sales process take? What happens if you forget a step in your process? What are the 2 bet eco-systems to partner with?

Nov 14, 2018•29 min

Episode 4 - The WHY sales method & whats different

In todays episode we begin to explore WHY a PEO exists and how that creates an engaged prospect

Nov 14, 2018•21 min

Episode 3: Examining Internal HR struggles

A deeper dive into the idea of internal employment infrastructure and the way in which a business may attempt to tackle the growing needs of HR in their business.

Nov 14, 2018•24 min

Episode 2: Market Impacts Examined

In this episode we dig in to the external and internal impacts of the market place that make it hard for businesses to succeed.

Nov 14, 2018•22 min

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