Our Federal Sales Academy was prominently featured in the April 15, 2006 issue of Government Executive Magazine in an article entitled, "Contracting 101" by Kimberly Palmer. (See http://govexec.com/features/0406-15/0406-15na1.htm). A major theme of the article is that you have to work your way into the hearts and minds of federal end users before you make a sale.
It is our position that many companies really do not want sales training. Or the businesses may want some form of sales training but fear that they will be told that making sales calls is a critical step in the process. Our customers tell us that they had hoped for a magic bullet or some easier solution. The reality is that the calls need to be made and there's no getting around this fact.
Learning how to register to do business with the federal government and how to administer federal contracts do not constitute sales training. You are really learning how to cut through the red tape. Although both are valuable training, it is useless unless you have a contract to administer. Our rule of thumb is "sales first and rules second."
Key Issues:
- What is sales training and can the keys to successful federal sales be taught?
- Who are the procurement decision makers in the federal government and how do they think?
- How do you meet the decision makers?
- How do you approach them and what do they want to hear?
- Are cold calls necessary and how are they made?
- How does your business get through the glass wall?
- How do you approach the gatekeepers?
- Web sites and white papers - do they work?
- What do you do once you are inside the door?
In general, a company or sales person can learn the keys to success in government sales provided the person receiving the training does not fear interacting with people. The government sales process is all about interacting with others and establishing the critical relationships required to sell in the federal market. Send the extroverts to the sales training and the introverts to the red tape training.
Federal Sales 101: Winning Government Business
Attend the class so many people are talking about -
and learn the truth about government sales.
Federal Sales 101 is led by Federal Sales Academy Director and "On the Sales Firing Line" columnist, Eileen Kent. This introduction to federal sales course will put managers and sales people on the right path to establishing immediate relationships and closing government business.
The class will cover why it is so difficult to get into the federal marketplace and present a realistic view of how long it will take to get an order. Eileen will also discuss what it's like to work for the federal government and how you will utilize the federal employee's personal goals to sell to them directly.
Overview of Federal Sales 101: Winning Government Business
Price: $500 per person
This class is offered in Bethesda, Maryland - Los Angeles, California - Chicago, Illinois - Atlanta, Georgia and Las Vegas, Nevada. Visit our calendar for dates and location details.
Stop spinning your wheels - Start down the right path - Sign Up for "Federal Sales 101" today.
Register Online - Click Here
Questions? Call 888-661-4094 ext 8.
For more information on federal sales download the following White Papers:
Contact the People that Count - Locate End Users Specific to Your Product or Service:
Fedmarket.com can provide you with current end user contact data. Our Industry Specific End User Contact Data provides you with a spreadsheet of end users to help you reach those who are instrumental in placing a product or service request with a buyer. For more information call a sales representative today at 888-661-4094 and ext 8.
If you need help with any other product sales, call or write as follows: (888) 661-4094 ext 8 for sales@fedmarket.com.
