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Sales Process for the Government

In a conversation the other day on LinkedIn, someone asked: What is your favorite sales training for professional services sales, especially to Government buyers, and why? Sandler? SPIN? Miller-Heiman? Here was my response: None of these are great for most government buyers. The problem is that government buyers do not function the same way as most corporate buyers do. The user of the product or service is completely different from the buyer, who is usually a procurement officer of some kind. Procurement officers have a set of interests, issues, and concerns that are not similar to CFOs or other corporate economic buyers, and which typically are not successfully uncovered with probing questions, discovery, or assertions of increased value. That’s why none of the popular selling methodologies are very successful in

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