Listening to Win: The Key to Effective Government Sales Presentations

Myths of Selling to Government

In this episode of "Myths of Selling to Government," we're diving into what it takes to nail a demo or presentation when you're pitching to government folks. Let's face it, selling to the government means you'll definitely need to show them what you've got, because they're not just going to take your word for it.

So, what's the deal with making these demos work? Well, here's the thing: salespeople put a ton of effort into perfecting their demos. They rehearse in front of mirrors, get feedback from colleagues, tweak things here and there based on how people react, all to make sure they hit the high notes and really promote all of what they're offering.

But here's a twist: I had a sales guy pitch to me a few weeks back. He was all prepped and ready, doing the usual "interrupt me anytime" spiel, and then dove into his rehearsed masterpiece, hitting all the expected buzzwords and shiny features. It was smooth; I'll give him that. But when the show was over and we got down to brass tacks, something was off. Despite a solid presentation, it just didn't click for me. No sale.

Why? Because he missed the mark on what I actually needed. He had his demo down pat but didn't really get what my problem was or how his solution fit into that. I’ll give him an “A” for a smooth presentation, but a “C minus” on his discovery. It's like he was selling features when what I needed was a solution to my specific problem. It's a common mishap: not listening enough and just hoping your standard pitch will somehow land.

The episode really digs into this idea that you've got to do more than just show up with a rehearsed demo. You’ve got to do discovery before you start pitching. You need to ask questions, listen like you mean it, and be ready to throw the script out the window to address what the buyer really needs. It's about making your demo a conversation, not a monologue. If you can do that, you're not just going through the motions; you're making a connection and solving a problem.

Big shoutout to our sponsor, Excavase.com, a sales discovery platform, for backing this episode. And, here's to making those government sales pitches count by really tuning in to what your clients need and tailoring your approach to fit.