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Save the Deal by Actually Knowing Your Government Prospect’s Process
Manage episode 419697896 series 2848528
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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.
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