Product Knowledge and Human Resources Knowledge is extremely important
You can’t be a consultant with the process unless you really understand your product and HR processes. If you are going to sell HR software, spend as much time as possible on product knowledge and look at the needs analysis process as an educational opportunity for gaining a better understanding about the processes of HR. You will be amazed at how, with each demo you perform, you are asked questions you have never been asked before. In order to answer a large number of questions that you can’t easily prepare for, it’s important to have detailed product knowledge that allows you to answer the wide range of questions you will receive. It’s all about credibility. And if you don’t know the system you are selling or understand the needs of HR, you aren’t credible.
Project Manage the selection process
If you have been selling HR for any amount of time, you fully understand that the process can be a long one. I’ve had deals that I worked for years before I finally saw a paycheck from the effort. Here’s my advice of how you can potentially shorten the process.
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