"Who likes to make cold calls?"
When I ask this question in The Federal Sales Academy's "Federal Sales 101: Winning Government Business" class, everyone's eyes go to the floor. "What are you afraid of?" I ask.
The response from every class is always the same: :"Fear of Rejection."
No matter how experienced or how green we are at selling, everyone has a fear of making cold calls. It is very rare to find an individual who thrives on making call...after call...after call.
We all admit that we're afraid of rejection. In fact, the fear of rejection goes one step further: it is actually the fear of not being liked or, getting down to it, fear of not being loved. That's the bottom line. "They won't love me."
How can you get someone from the government to accept or even welcome your call?
This is what I teach in The Federal Sales Academy "Federal Sales 101: Winning Government Business" class; how to get your foot in the door, how to create valuable relations and get over that fear of rejection.
Once you are a player in the government contracting world, you'll need a GSA Schedule, and you will need to sharpen your proposal writing skills to secure your spot in the marketplace. Whether you are selling to civilian agencies or DOD agencies that require special clearances we can give advice and share our expertise.
Join us this summer at Fedmarket.com's The Federal Sales Academy in Bethesda, Maryland.
Regards,
Eileen Kent
The Federal Sales Academy Speaker
Course Offering for week of August 15th, 2005
*Federal Sales 101 - Winning Government Business: August 15, 2005
Covers everything you need to know to get started. Whether you are new to the marketplace, or just a little rusty, we can sharpen your skills. A back to basics approach to addressing the harsh realities of selling to federal, state, and local governments. Our speaker will explain how sales are really made in the government marketplace.
Detailed Seminar Description:
http://www.fedmarket.com/productTour/seminar/index.php
*GSA Schedules: August 16, 2005
Presents the importance of GSA schedules in selling to federal, state, and local governments. Our speaker will explain how sales are made using GSA Schedules. Discussion will center on why GSA schedules are important in federal sales and how to obtain and manage a schedule. Relationship-based sales and the advantages and disadvantages of winning government business will also be covered.
Detailed Seminar Description:
http://www.fedmarket.com/productTour/seminar/GSA.php
* Writing and Managing Winning Proposal: August 17, 2005
Our seminar teaches managers and proposal writers how to write and manage proposals in response to federal, state, and local government public bidding opportunities. Our speaker will explain how to keep your proposal writing process cost effective through intelligent "no bid" decisions and effective proposal management. Discussion will center on the need for standardization of content, tight management control of quality, costs and ways to assist technical personnel in the proposal writing process.
Detailed Seminar Description:
http://www.fedmarket.com/productTour/seminar/writingProposals.php
* Train the Sales Trainer: August 18, 2005
Train the Sales Trainer provides you with the knowledge and advice you need to understand the government sales process. You'll gain understanding and synthesize the vast amount of information available on federal sales and entering the U.S. government sales markets. You'll have the materials and tools you will need to pass this knowledge along to motivate your sales staff and increase your federal sales profits. At a tenth of the cost of having one of our seminar speakers come to your next sales meeting, you could be trained and ready to get your team excited about doing business with the government. The back up material can be used for follow-up sales training or you can arm them to hit the ground running immediately.
Detailed Seminar Description: http://www.fedmarket.com/productTour/seminar/trainer.php
Cost for each one day seminar: $500 per person ($50 discount for each additional person from your company.)
Visit our calendar for a list of all upcoming 2005 classes http://www.fedmarket.com/productTour/seminar/calendar.htm
Visit out testimonial page for feedback from past attendees; http://www.fedmarket.com/productTour/seminar/feedback.php
