Save the Deal by Actually Knowing Your Government Prospect’s Process Artwork

Myths of Selling to Government

Winning government contracts 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 winning government contracts that only top performers know. Myths of Selling to Government is designed for busy sales professionals of all levels who seek success building their government sales pipeline and closing deals with local, state, and federal government. That, despite long sales cycles.Episodes are released every other week and are no more than eleven minutes. Each episode provides clear guidance and stimulates thought. The podcast is hosted by government contracting consultant 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 government bids. 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.

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Myths of Selling to Government

Save the Deal by Actually Knowing Your Government Prospect’s Process

May 22, 2024 • Rick Wimberly

This episode of Myths of Selling to Government tackles a critical, yet often overlooked, aspect of government sales success: understanding your prospect's buying process.

Mastering government procurement isn't just about having strong sales skills. Knowing the specific steps involved in a government purchase can dramatically improve your chances of closing the deal and achieving accurate sales forecasts.

The episode explores common pitfalls for salespeople who lack this crucial knowledge. It highlights the importance of asking the right questions upfront through a discovery process to avoid surprises like:

Unclear Budgets: Learn how to go beyond the basic "what's your budget?" question to uncover true funding sources and timelines.
Budget Timing Challenges: Government spending cycles can be complex. This episode equips you to understand when funds are actually available, not just allocated.
Competition: Discover strategies for navigating competition, both external and internal solutions proposed by the agency itself.

By understanding the government buying process, you can build stronger, more trusting relationships with prospects. You'll position yourself as a valuable consultant who respects their procedures, even the intricate ones.

People on this episode

Rick Wimberly

Host