When selling solutions to federal buyers, you must recognize the difference between bureaucratic and real requirements. Keep in mind that the bureaucracy may not see the solution as you do. In the alternative, the end user might agree with you about the real problem but have his or her hands tied by the bureaucracy.

You may think you have the answer to the federal government's prayer and your solution may, in fact, solve a real problem. Unfortunately, the government's priorities are often not aligned with reality and they aren't really looking for any solutions. The government buyers have thousands of vendors pounding on their door. Their perception of a problem may be different from yours and how they perceive their problems is not always rational. Companies can spend years beating their heads against the bureaucratic wall trying to sell their miraculous solution when, in fact, they never actually had a chance because they were out of step with bureaucratic priorities.

Suppose that you sell an improved flax vest or Humvee armor. It is reasonable to think that you have a solution for soldiers on the firing line in Iraq. Furthermore, your solution would solve a real problem. But what if the bureaucracy does not recognize the problem and has different priorities. The problem may go away before you make a sale to the Department of Defense. So, it's important to recognize the difference between real needs and bureaucratic needs. The real needs may not be recognized by the bureaucracy and you may have to wait for the bureaucracy to catch up to reality, if ever.

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, Chicago, Illinois 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.

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If you need help with any other product sales, call or write as follows: (888) 661-4094 ext 8 for sales@fedmarket.com.