Consultative selling may not work when trying to win government contracts at federal, state, and local levels. But, there's a nice alternative that will work. At Government Selling Solutions, we like the term Value Portfolio Selling, the topic of this episode. Just as you look at your savings like an investment portfolio, government buyers are looking at their purchases as a value portfolio - a set of individual pieces that add up to something of worth.
In this episode of Myths of Selling to Government, we talk about how to build a value portfolio for a particular opportunity, and how to make sure you have the right pieces in place to win the government contract. VP (Value Portfolio) Selling can work even when you're preparing to respond to government bids.
By focusing on elements that drive value instead of throwing spaghetti against the way, you will increase your ability to build a strong value portfolio in the minds of the prospects. There's a handy spreadsheet to help on the www.govselling.com website.