Ask pretty much any salesperson if they are consultative, they're likely going to tell you, "of course". I guess that's better than, "I'm really a manipulative jerk". But, when trying to win government contracts, being a true consultative sales or business development person is tough. In fact, there are systems in place that, whether intentional or not, stand in the way of you being a consultant as you try to win government contracts.
In this episode of Myths of Selling to Government, we talk about some of the things you've been taught about consultative selling, and why they don't necessarily work in the government space.
But, don't despair, we offer a solution that we think can work for you in this two-parter, inspired from research, thinking and beer-drinking we did to write our book on Myths of Selling to Government, which you can find on Amazon or at the Government Selling Solutions www.govselling.com website.