The People in the Process and How They Are Motivated

From GOVSALESWIKI

Chapter 5

The People in the Process and How They Are Motivated

Buyers in the commercial and federal sectors behave in the same manner. Most buyers will choose the path of least resistance and then run to get to their kids’ soccer games on time. Federal buyers view obtaining the best value for the taxpayer as a noble objective but hold doing the best to maximize their raises and performance evaluations on an even higher plane.

Experienced sales people selling in the federal market know that the roles people play and their motivations profoundly affect buying decisions. Most people are motivated by self-interest; that's not necessarily a good or bad thing, it’s just a fact. The desire to do a good job, to avoid failure, and to save money on behalf of the taxpayer benefits us all. Having a clear picture of the various roles of the people in the federal sales game may help you better target your sales approach.