You Need to Coach the Coach, Sell what THEY need, How to Win When You’re Late to the Game

Myths of Selling to Government

This episode of Myths of Selling to Government reviews the most popular episodes of the last twelve months. Interestingly enough, they represent a good cross section of the government selling lessons we teach.
The most popular episode was a lesson on catching up when you're late to entering a quest to win a government contract. We offered five tips. Go in asking, not pitching. Remember information objectives. Acknowledge competition. Be genuine and upfront, even candid. Accept you're coming from behind, and be confident. We elaborate in the episode.
The second most popular was "One of the Biggest Mistakes in Winning Government Contracts". Spoiler alert: the mistake is failing to understand the process your government prospect will use to actually make the purchase. It's not enough to convince the end users that you can help them; you've got to do more. We talk about how often we hear stories about this failure in our Government Selling Solutions (www.govselling.com) consulting practice, and suggest solutions.
The third most popular was one of our favorites, "What Really Makes Salespeople Tick When Selling to Government". We replayed some of our interview with sales expert Dave Hanna who laid out his beliefs about what makes government salespeople successful. They may not be what you would think.