Government Employee

Likes

Process, compliance, stability

Dislikes

Disruption, risk

Recommended sales approaches

• The Assumption Challenge Challenge a belief they hold to open mind.
• The Consultant We advise; they decide.
• The Dave Approach and say 'Hey Dave! I haven't seen you in years!' and segue into your pitch.
• The Decoy Add a third option to make preferred choice obvious.
• The Event Sell in context of event or experience.
• The Old Friend Act like you know them from somewhere; ask about 'last time we met' and transition to offer.
• The One-to-One Fully personalized to them.
• The PAS Problem-Agitate-Solve structure.
• The Permission May I share an idea with you?
• The Premium Position as premium; price as proof.
• The Segment Different message per segment.
• The Tour Walk them through the product.
• The Voice Leave a voice note; more human.