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Help with creating a steps to close for Gov accounts

Hi, I'm fairly new at selling into a government agency, and it's proven to be a lot slower than working in general commercial accounts. My biggest problem is getting steps to close from their end. I know the process is a lot longer on the government side. Does anyone have any recommendations on how to get a clear understanding from the customer on timing and what all needs to happen to get this booked?

πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
☁️ Software Tech
4
sfdc
Valued Contributor
+5
Senior BDM, Enterprise
Hey there! From working with government in the past I’ve found the following helpful:Β 

1. ask questions like: what is your purchasing process? Who else needs to sign off on this? How long does that typically take?Β 
2. Offer to take things off your contacts plate. E.g if they have to engage with procurement, offer your support to take a call with their procurement team to help them understand the value of the solution and to move quickly on approval or negotiation.Β 
3. Legal can be a major burden with govt. so get t&c’s or contracts in front of them Β earlier than usual!Β 
GovGuy
ESR
Thank you!
sfdc
Valued Contributor
+5
Senior BDM, Enterprise
No probs! I hope that helps 😊
SADNES5
Politicker
+6
Hittin' Dingers
What kind of Gov? I sell into several levels.Β 

Municipal/State/Fed
All different.Β 
GovGuy
ESR
I work with all Fed. Lot of DoD and Department of InteriorΒ 
BigCheese
Notorious Answer
+14
Agency Recruiter | Coors Knight
I used to sell to DoD. Honestly one of the least fruitful customers I've ever sold to, but I found that constantly CC'ing the higher up seemed to be the only way to put things into motion. Makes you look like an asshole, and does not generate a positive relationship, but it was truly the only way for me to expedite the process.
Justatitle
Politicker
+8
Senior AE
Add 3 months to when they say it will close but it’s nice because you charge full price and then by the end of the engagement they don’t have anyone else they can go to because the process can’t be redone due to how long it took in the first placeΒ 
Feds_Watchin
Politicker
+6
Account Executive
Sadly, depends on the agency and the contract vehicle they are using. Having a partner ecosystem and a distributor really help you navigate.
2
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Question
4
12
Are you truly able to vacation? While having deals in process, emails, etc?
Question
45
4
Can these be changed in T&Cs : An indication from buyer to close?
Advice
6
Do these work with you too?
+17
ounceoz , Β  verbalzzzzzz , Β  BCD Β  and 17 people voted
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