Sales Objections You Won’t Hear in Government Contracting

October 22, 2024 | Government

In the commercial world, you’re used to hearing a wide range of objections from potential buyers. But in government contracting, many of those familiar objections just don’t apply. If you’re making the jump from commercial to government sales, here’s a look at the top 8 objections you’ll hear in the commercial sector but won’t encounter in the world of government contracting.

1. It’s not in the budget this quarter.

In commercial sales, budgets can shift from quarter to quarter, timing everything. But in government contracting, budgets are locked in annually. Once the funding is there, they move forward, and quarterly budget concerns don’t come into play.

2. We’re waiting on the CEO to sign off.

Getting that final executive approval can hold things up in commercial sales, but in government contracting, the final decision-maker is typically not the person who has the highest seniority. 

3. Our existing supplier offers us incentives.

In the commercial sector, suppliers often sweeten the deal with other incentives. But in government contracting, fairness rules the day. Contracts are awarded based on strict criteria like price, technical merit, and compliance—not based on who offers the best perks.

4. We’re looking for something more innovative or cutting-edge.

While commercial buyers might want the latest and greatest, government buyers prioritize stability and proven performance. They’re less interested in bleeding-edge technology and more focused on what meets their needs reliably and compliantly.

5. We’re going to hold off due to market uncertainty.

Market volatility often affects commercial purchasing decisions, but government contracts are tied to pre-approved budgets and procurement plans. Once the budget is set, agencies move forward, regardless of what’s happening in the broader market.

6. I need to talk to my spouse, business partner, therapist, or spiritual advisor.

In commercial sales, personal consultations can often slow down decisions. But in government contracting, you won’t hear a contracting officer say they need to check with their spouse before signing off. The process is formal and strictly business.

7. I’ve known the owner of the company for 30 years. We went to boarding school together and played golf every week at the club.

In commercial sales, relationships can be significant. While relationships are important in government contracting, they hinge on trust. Awards are given based on merit, compliance, and value—not solely because of a personal connection with the decision-maker.

8. Company ABC bid $X, can you go lower than that?

In the commercial world, price negotiation can be a game of back-and-forth, and while the government can ask for FPR (Final Proposal Revision), they have to give everyone the opportunity to lower their price and potential bidders NEVER know their competitor’s offer. A contracting officer can’t reveal what another company bid, so there’s no undercutting based on insider info.

If you’re used to the commercial sales world, government contracting might seem rigid, but it also eliminates many of the common objections that can be downright frustrating to a sales person. While there are plenty of frustrations in government sales, the structured process means you won’t have to deal with the same roadblocks you face in the private sector.

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