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From FedMarket.com Seminars
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Why is This Seminar Different? While your project managers are working onsite with a federal customer and are too distracted or busy to recognize a new business opportunity when one arises, you're taking sales class after sales class trying to break into new customers. This class is ideal for the organization which wants to double their dollars with current clients and uncover referral business which is virtually right in front of its nose. We call the tactics taught in this seminar "stealth sales." It is critical that your project team understands that it is literally on the front line and it is the eyes and ears of your organization. If you don't want to break this news to them, let the sales team at Fedmarket teach them how to grow the business. Many project managers walk in our doors to this class with the "it's not my job" attitude and they leave the class saying, "Why didn't I think of that? Who Should Attend? Business owners, managers, sales trainers, project managers, and onsite contract employees Why Should You Attend? Show your team you support their efforts with the customer and that you are committed to having them take their career to the next step. Your team needs to capture this business before it gets into the hands of your competitors. This class is not to be missed! Seminar Description This half-day class is designed to train your company's embedded contract employees -- those persons who are already on the inside of an agency -- to sell more task orders, contract modifications and new business to the agency's personnel. Consider sending your Contract Manager, Project Manager, Team Leader and/or other onsite personnel to this valuable seminar. These staff members are often the persons who are telling you, "Selling is not my job. It's the job of our sales staff." Let the Federal Sales Academy's sales team break the news to your onsite staff that their success and job security often depend on the success of their "stealth" sales efforts within the client's agency. While your employees are entrenched within the agency and working side-by-side with the customers, they develop key relationships with end users, primes and Contracting Officers. At the same time, your staff is hearing the customer's PAIN, which then becomes an OPPORTUNITY, according to Fedmarket's Federal Sales Academy Director, Eileen Kent. "Your key onsite employees might not realize when that they can QUICKLY AND QUIETLY WIN BUSINESS UNDER THE RADAR for your company," says Kent. "Sometimes, without realizing it, they let business opportunities go in one ear and out the other because of the mindset that it isn't their job to SELL for your company." This class teaches your onsite personnel the keys to recognizing sales opportunities and helps them to understand the key role they have in winning business for your company. We encourage our attendees to listen to federal customers in an effort to help the customer solve their day-to-day challenges. Our techniques will also KEEP THE COMPETITION OUT. Eileen's straight talk will get your team on the same page...from the sales and marketing team, to the contract writing team and the project managers, all the way to the billing team. Each "contact" or "impression" your company leaves with the government customer results in more (or LESS) business. "It's all about relationships and becoming the government customer's trusted advisor." According to Ms. Kent, companies should "bring their entire team to this event. We will work to get your team on the same page so it can work together to win business for your company." Because our students are provided with a Power Point presentation to take home with them, attendees have the class content at hand back at the office and can use it to make the entire project management team successfully work together. During this class, Kent will teach the team techniques to build trust with the customer and ask more probing questions to build opportunities. We'll also cover: Key Contacts in a Contract: Types of Contracting Vehicles and Keys to Working with Contracting Departments: We'll also cover the "game of doing business" with the federal government including: And finally, we'll discuss how personnel can uncover opportunities for your company -- a skill set which is normally outside their areas of expertise. >> REGISTER HERE
Why is This Seminar Different? WAIT! Check out the afternoon class: Teach Your On-site Contract Employees How to Write Winning Task Order Proposals (PREREQUISITE: "Teach Your On-site Contract Employees to Sell" – Morning Session) Cancellations & Rescheduling Cancellation notification must be received one week prior to the seminar date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable. You may reschedule at anytime; if you reschedule to attend another seminar, we will apply your payment toward your new registration fee. Personnel substitutions may be made at any time. Payment must be received prior to the seminar date. No-shows are liable for the full seminar fee. © 2005 by FedMarket.com |
