Selling to government is, well, different from selling other markets. But, many of the myths about government selling are simply not true. In the Myths of Selling to Government podcast, we reveal the secrets about selling to the government that only top performers know. Myths of Selling to Government is designed for busy sales professionals of all levels who seek success selling to local, state, and federal government. Episodes are released every other week and are no more than eleven minutes long. Each episode provides clear guidance and stimulates thought. The podcast is hosted by Rick Wimberly, co-author of Seven Myths of Selling to Government (www.govselling.com).For example, we’ve learned over the years that, despite what a lot of people think, government business isn’t driven by RFPs, bids, and other procurements. It’s driven by relationships! And, there are special techniques for building relationships in government business development. We talk about those relationship-building techniques and much more in Myths of Selling to Government.
I Can't Wait to Learn to be Patient
To win government contracts, you're going to need to learn patience. But, you can't sit idly by and wait for contracting decisions to be made and the procurement process to run its course. Most of www,.govselling.com content is centered around things that can be done to either speed the government purchasing process or to continue to advance it while others are waiting. In this episode, we focus on a single single tip for what do do while you're learning to be patient. It will give you insight into what's really going on while you wait, and help ensure a won government contract.
We also talk a bit about our white paper, Seven Traits of Top Performing Government Salespeople, which is available through the Government Selling Solutions website, www.govselling.com.
And, the title "I Can't Wait to Learn to be Patient" comes from a joke my granddaughter and I made up to annoy her parents.
Handling Closings and Objections in Gov Sales...not
Almost anyone who's done any type of sales has been taught closing and objection-handling techniques. That might be fine...but, you're in the big leagues now - government contracting. Whether local, state, or federal government, business development for government contracts requires a heck of a lot more than learning those closing and objection-handling techniques. In fact, they simply don't work in government sales and government contracting. In the Handling Closings and Objections in Gov Sales episode of Myths of Selling to Government, brought to you by www.govselling.com, we talk about why these techniques don't work and what you should be doing instead.
Government Selling Myth: Go to the Top!
You might think that getting to the most senior leadership will make your government selling more successful. That's not necessarily the case. In this episode of Myths of Selling to Government, we tell a couple of stories about getting to the top of a government organization...the very top...just didn't work. We had missed an important lesson about getting buy-in up and down the ladder.
Cold Calling Doesn't Work. Your Personal Brand Does.
In this episode of Myths of Selling to Government, we take on the myth that cold-calling is king. It's not. But, content is, particularly when spread under your personal brand.
If you do it right, you can be a rock star in government sales.
We provide four steps for building your personal brand, then specific actions for spreading the word. If you follow the steps, you can have prospects come to you!
In Government, it's all about the Relationships, not the RFPs
Rick Wimberly reviews the busting of the myth that government sales is about relationships. Wrong. Top performers know that relationships really drive government sales. It's those relationships that open the door so you can identify problems that you can really solve. If you're not by nature a problem-solver, you probably aren't going to make it in government sales.
The Freebird Way to Present
Most people structure their presentations all wrong. They bury the good stuff and save pricing as the finale'. Good presentation lessons can be learned by going to concerts. Yep, concerts. (Remember those?)
In the Freebird episode, we poke holes in the typical structure and provide an alternative that gets the audience engaged quickly and ends on a high note. We focus on public sector, SLED and other government markets, but the lesson from the rock gods applies to any presentation.