HR Director

Likes

Compliance, culture fit, ease of use

Dislikes

Legal risk, poor support

Recommended sales approaches

• The Acknowledgment Acknowledge their concern, then reframe.
• The Acknowledgment Acknowledge their expertise or situation.
• The Challenger Challenging the leader.
• The Feel-Felt-Found I understand you feel X; others felt that; they found Y.
• The Hybrid Best of both worlds.
• The Leave-Behind Leave something valuable even if they don't buy.
• The Name-Drop Mention a known client or brand they respect.
• The Permission May I share an idea with you?
• The Price Anchoring Show high option first so target price feels reasonable.
• The Referral Loop Give discount for referring others.
• The Roadmap Show roadmap; get them invested.
• The Scarcity Play Limited time, limited quantity, or exclusive access.
• The Standalone No dependencies; works alone.
• The Takeaway Suggest maybe it's not for them; create desire.
• The Tier Choose your tier; more value at higher tiers.