[62623] in Zephyr_Bugs
Federal Sales: Provide a Solution, Not a Sales Pitch
daemon@ATHENA.MIT.EDU (Fedmarket)
Mon Aug 14 05:02:11 2006
Date: Mon, 14 Aug 2006 02:57:16 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: zephyr-bugs@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<b>Welcome to our series called "Federal Sales." This newsletter is the sixteenth installment in a series of email newsletters about current topics relating to Federal Sales.
This series joins our other popular newsletters; "Proposal Writing" and "GSA Schedules" in a weekly rotation.</b></font><br>
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<p><font face="Courier New, Courier, mono" size="2"><b>Installment 16 - Provide a Solution, Not a Sales Pitch</b></font> <br><hr>
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The process of arranging meetings with federal procurement officials (end users) is not an easy one. End users are busy and vendors from countries all around the world are trying to sell the end users their wares. On the other hand, end users are expected to be open to meeting with all vendors and are not supposed to show favoritism. Getting through the door of an end user's office requires people and sales skills.
<p>The most important thing to remember is that end users are people trying to do their job. They are naturally more eager to meet with those who appear to understand their problems and offer solutions. They will figure out a way to avoid meeting with vendors who appear to be on a fishing expedition.
<p>An obvious question is, "How can I know an end user's problems without meeting with them first?" Identifying problems is not easy but it can be done. Use the Internet and phone calls to conduct research on the targeted agency's programs, the structure of the organization, and each individual's job responsibilities. Talk to other vendors, use your networking contacts, and deduce what their problems may be.
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<p><b><font color="#0000A0">Locate End Users Specific to Your Product or Service:</b></font>
<p><a href ="http://www.fedmarket.com"><font face="Courier New, Courier, mono" size="2"><b>Fedmarket.com</b></font></a><font face="Courier New, Courier, mono" size="2">
can provide you with current end user contact data. Our <a href = "http://www.fedmarket.com/products/industry-contact-data.shtml"><b>Industry
Specific End User Contact Data</b></a> 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 press 8. </font><br>
<br><hr><br>
<p><font face="Courier New, Courier, mono" size="2">If you need help with any
other product sales, call or write as follows: (888) 661-4094 ext 8 for <a href="mailto:">sales@fedmarket.com</a>.
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<p><font face="Courier New, Courier, mono" size="2">Regards, <br>
Richard White<br>
President <br><a href = "http://www.fedmarket.com">Fedmarket.com </a><br>
<a href = "http://www.fedmarket.com/seminars/academy-index.shtml">The Federal Sales Academy</a> <br>
<a href = "mailto:"><b>rwhite@fedmarket.com </b></a><br>
(301) 652 - 9504 EXT. 18 (office)<br>
(301) 908-0546 (cell) </font>
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