Core HR solutions are essential for businesses to make the most of their talent pool. Presently, several solutions are available to help organizations achieve a solid management system for their talent resources.
As expected, much HR software are available for companies to select.
In such a competitive market, it could be inimical to be an upsell addict or pushy software salesperson. Most smart businesses are likely to see through your act. Selling right is essential to increase your returns, and the only way to attract buyers is with correct information.
Information on likely mistakes that could undermine your software sales make your selling formula more likely to produce better results.
Top Mistakes That Undermine the Value of Your Solution
Not Selling Development-Focused Solutions
It could be HARD to sell to someone that can’t see any need to buy your product.
When it comes to selling HR software, it could be much harder to convert teams that don’t fancy your product.
Businesses need a comprehensive suite of solutions to drive their growth aspirations, talent-wise. If your software can provide what businesses need, you need to show how it helps in clear detail.
Say for instance, your software provides HR payroll integration and customized exit interview forms. If HR cannot see how it helps them grow, they may not wish to invest in what you are offering.
In this regard, it is essential for businesses to use considerable time in identifying what an organization’s goals are.
Also, prepare a selling proposition unique to your client. Find out what problems your potential client is facing and strive to link your product as a solution to those challenges.
Trying to Overwhelm HR Teams with Technical Jargon
Technical jargon should play no part in your sales pitch to HR teams, that’s if you’re planning to sell anything.
When HR or software procurement teams don’t know what you’re talking about, they’re less likely to buy from you.
Keep your pitches as simple as possible.
Also, your response to questions is important. Whenever a prospect asks about your product, don’t go all science-y on them. Keep your answer concise, clear, and make sure potential buyers understand you.
Not Being Plan-Specific During Your Pitch
If you plan to pitch to more than one company, maybe via a Zoom session, this may not work. But if you wish to sell HR software to one client at a time, being plan-specific is crucial.
Companies operate on different budgets and have differing short and long-term needs. So, if you think a company can’t afford more than your standard plan, don’t advertise a more expensive option initially.
Failing to Host End-User Training
Most companies have a procurements department to process all third-party purchases, even for HR software.
For the software salesperson that only wants a quick sale, this doesn’t mean anything. It could be a damaging mistake if your software needs some training for teams to master.
After closing the sale, it is essential to conduct end-user training for teams, especially when your software is complex.
During these training sessions, it becomes easier to provide reliable information to end-users of your product. When HR teams can use your software and get needed results, it adds true value to your product.
HR software that runs on a subscription need some form of training support for teams to become conversant with.
So, it is essential as a software salesman to not fail when HR has to learn how your software works.
Abandoning Follow-Up
Selling HR software needs constant attention. If you drop the ball at any stage, someone else could take your hard-fought client away.
Project management has to be in your to-do list for securing clients after a successful sale. Also, it is important for HR software salespeople to engage follow-up, even when the sale isn’t complete.
Engaging relevant management staff at several phases of the purchase process is crucial. It is important to put customers at the forefront of your marketing effort, and a good follow-up is indispensable.
Know that clients need to have essential information on how your solution provides what they need.
It is less likely for you to outline all your software solutions in a single meeting. So, consider exchanging contact information with your potential customer to help you share essential information.
Also, it becomes much easier to provide prompt feedback when you have prospects’ contact details.
Bottom Line
HR teams have been in contact with people for longer than you may have imagined. It is easy for several HR teams to spot empty sells or software inconsistent with their talent management needs.
Today’s human resource teams will respond when your solution resonates with their immediate or long-term needs.
You need to sell with expectation, deliver on promises, get clients and convert them into lifetime buyers. With such an approach, it becomes easier to get your software sold to more companies in record time.