Government Selling Solutions (www.govselling.com) conducted an 18 month study and survey of top performers in the game of winning government contracts. Our analysts found 7 traits that showed up regularly among top performers. In this episode of Myths of Selling to Government, we present the final 3 of the 7 traits. The 4 others were presented in Episode 25 of Myths of Selling to Government.
Our final 3 traits that top performers seem to have in common included a true consultative nature, empathy and affinity for the sales game. They enjoy the complex process for winning government contracts.
We call these 7 traits sales accelerators and predictors of success; they help make up a sales acceleration formula. With the 7 traits understood, government salespeople can ask themselves if they have these traits, and companies can make sure the 7 key qualities can be used when they make hiring and training decisions. In the very least, discussing the 7 traits can stimulate lively and helpful conversation.
And, if you'd rather read about these 3 traits and the other 4, go to www.govselling,com and ask us to send you the white paper, "Seven Key Traits of Star Government Salespeople, Understanding What It Takes to Excel in a Difficult Government Selling Environment". On the www.govselling.com website, you can also learn about our work as government contracts consultants.