[57524] in Zephyr_Bugs
Intensive 3 Day Federal Sales Training Program
daemon@ATHENA.MIT.EDU (Fedmarket)
Wed Jul 19 00:25:27 2006
Date: Tue, 18 Jul 2006 22:02:05 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: zephyr-bugs@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<p align="center"><img src="http://www.fedmarket.com/images/logo.gif" width="254" height="51" alt= "Fedmarket.com"></p>
<P align=center><font size="3" face="Arial, Helvetica, sans-serif"><b><strong>The
Federal Sales <font color="#FF0000"><i>Win</i></font><i>-<font color="#0000A0">Win</font>-<font color="#008000">Win</font></i>
Series</strong></b></font></P>
<P align=center><STRONG><font color="#0000cd" size="2" face="Arial, Helvetica, sans-serif">A
three day, intensive federal sales training camp at the Federal Sales Academy
in Bethesda, Maryland. <BR>
</font></STRONG><font face="Arial, Helvetica, sans-serif" size="2">(Classes
also sold separately) </font></P>
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<p><b>Successful Government sales require more than just a great product or service at a good price. You need an internal champion who is convinced that buying from you is worth the risk of changing from what they are doing/using today. You need to establish a personal relationship with the right person who can make the decision to use your product or service. You must answer the three critical unspoken questions they have in order to gain their trust and confidence in you.</b>
<p><b>Problem:</b> You have a great product or service. Your price is where it needs to be. Maybe you responded to an RFP once, or you spent tons of time and money writing a proposal. Why aren't the orders coming in?
<p><b>Solution </b><font color="#0000cd"><b><A href="http://www.fedmarket.com/seminars/course1.shtml"> "Winning With Your First Federal Contact"</a> August 1, 2006</b></font>
<ul><li>Conducting pre-call research to identify the right person or group to approach.
<li>Developing a compelling Value Statement to get an appointment.
<li>Working with and through gatekeepers.
<li>The three key questions you must answer in the initial sales meeting in order to be treated as more than a "potential vendor."
<li>The three key questions you must ask in the initial sales meeting that differentiate you from your competitors and establish your position as a trusted advisor.
<li>When and how to deliver whitepapers, follow-up information, proprietary information, proposals, etc.
<li>How to establish an initial position through a Prime Contractor. </ul>
<p><b>Problem:</b> You have connected with the right people. They have asked you for an oral presentation with their key decision makers. You have one chance to impress them and win their business. Do you have what it takes to out-shine your competitors?
<p><b>Solution </b><font color="#0000cd"><b><A href="http://www.fedmarket.com/seminars/course2.shtml"> "Winning With Oral Presentations"</a> August 2, 2006</b></font>
<ul><li>Vocal Skills: how to project appropriately for various room sizes, and how to use various microphone/speaker combinations and deal with common problems like dead zones, hot spots, and audio feedback. This is followed by a practice session with instructor feedback.
<li>Eye Contact Skills: how to use specific eye contact techniques in order to engage an audience, regardless of size. This is followed by a practice session with instructor feedback.
<li>Body Language and Movement Skills: specific techniques for using body language and movement to connect with and control an audience. Learn the subtle way to establish your position of authority and knowledge in their subconscious!
<li>Managing Question and Answer Sessions: learn the three steps for taking and answering questions in order to maintain your connection with the entire audience.
<li>Handling Problem People: learn how to engage a negative person effectively while keeping the audience on your side. Three ways to end a negative or non-productive individual's comments.
<li>Building a Winning Presentation: this is an overview of the critical success factors in constructing the most effective presentations. What are the right topics to cover in the presentation, the order in which should they be covered, and what to leave out of the presentation and why it should be left out.
<li>Customizing a Current Presentation: learn how to modify your existing presentations to enhance their effectiveness, including how to add video and other custom effects to maintain audience interest.
<li>Combining It All: Students will make a ten-minute sales presentation to the rest of the class, followed by comments from the instructor and other students. </ul>
<p><b>Problem:</b> You've made your first sale to the Federal Government. Everywhere you look, you see opportunity to sell more. You're frustrated because the growth you need isn't happening as quickly as it should. How can you increase your sales? What are the right steps to take to lock in your current position and to start winning more business?
<p><b>Solution </b><font color="#0000cd"><b><A href="http://www.fedmarket.com/seminars/course3.shtml"> "Increasing Sales from Your First Contract"</a> August 3, 2006</b></font>
<ul><li>Vertical Positioning. You will learn the danger of relying on just one key contact, and the right way to use that first strong contact to gain position within that person's department. You will learn the three ways to connect with your contact's senior managers without alienating your contact. You will learn the power of working with end-users, and identify the risk-reward of "going lower." You will master the three ways to connect with people below your contact's level without losing your position in your contact's eyes.
<li>Horizontal Positioning. Once you have established your position within a department, you need to build relationships with the people they support and serve. You will learn the importance of connecting with other departments in order to gain more perspective on the overall organizational needs and how to translate those needs into additional sales. What are the three tools you can use to be welcomed into another department? Learn how successful salespeople use their company's other assets in order to connect with a wider range of departments, and potential customers, in the Federal Government.
<li>From Sub to Prime: learn how to build from an initial position as a subcontractor to being the Prime. Learn the key elements to identify when not to try to become a Prime. Identify the risks and rewards of various strategies.
<li>Winning Business Without Bids: learn the appropriate ways to leverage an initial contract to gain more business without going to bid. Learn the boundaries that can put a bid in motion and how to avoid them.
<li>Winning Business Without Competing: learn how to win new business before your competitors know that there is an opportunity. Learn the critical questions you need to ask, and who to ask, in order to uncover new opportunities and quickly close sales.
<li>Leveraging Your GSA Schedule: learn how to build your GSA schedule so that current buyers can easily grow the business they do with your company without draining your sales resources. </ul>
<p><b>At the end of these three days, participants will have significantly improved their skills and selling abilities. In-seminar exercises and instructor coaching tips help build the skills so that they can be immediately used. These sessions are a must for salespeople who want to build and improve their selling and presentation skills within the Federal Marketplace.</b>
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<P align=center><font face="Arial, Helvetica, sans-serif" size="2"><SPAN class=content><A href="http://www.fedmarket.com/catalog/product_info.php?products_id=92"><STRONG>REGISTER
FOR 3 DAY SERIES HERE</STRONG></A><STRONG> </STRONG></SPAN></font></P>
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<P><font face="Arial, Helvetica, sans-serif" size="2"><STRONG>About the instructor:</STRONG>
Rob Meldrum is an independent consultant specializing in sales development,
selling skills, and successful negotiations. Rob is a founder and former CEO
of a software technology company, patent holder, and current consultant to multiple
Fortune 100 companies. Rob has studied adult learning theory and couples that
knowledge with a lively user-friendly delivery style that maximizes learning
in his seminars. <A href="http://www.fedmarket.com/seminars/meldrum-bio.shtml"><b>Read
more about Rob...</b></A></font></P>
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<P><font face="Arial, Helvetica, sans-serif" size="2"><B>Location:</B> <A href="http://www.fedmarket.com/seminars/academy-index.shtml"><b>The
Federal Sales Academy</b></A>, Bethesda, Maryland </font>
<br><font face="Arial, Helvetica, sans-serif" size="2"><B>Time: </B>9:00 am to
4:30 pm </font>
<br><font face="Arial, Helvetica, sans-serif" size="2"><B>Cost for Series:</B>
$1500 </font>
<br><font face="Arial, Helvetica, sans-serif" size="2"><STRONG>Cost per class:</STRONG>
$650</font></P>
<P><font size="2" face="Arial, Helvetica, sans-serif" color="#000000"><B>Questions?</B></font><font size="2" face="Arial,
Helvetica, sans-serif">
Please call 888-661-4094 ext.8 or email <A href="mailto:">sales@fedmarket.com</A>.
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