Course Outline

DAY ONE

Introduction

  • The Qualities of a Professional Salesperson for Government
  • Distinguishing Between Selling, Negotiating, and Marketing in the Public Sector

Analysis and Planning Strategies for Government

  • Business Analysis for Government Operations
  • Sales Forecasting for Government Programs

Understanding the Components of a Successful Sale for Government

  • The B2B Sales Process in Public Sector Procurement
  • Understanding How and Why Government Entities Make Purchases
  • Facilitative Versus Consultative Selling in Government Contracts
  • The Buying and Selling Cycle for Government Agencies

Knowing Your Customers in the Public Sector

  • Targeting the Right Person Within a Government Organization

The Customer/Buyer Meeting in Government

  • Building Trust with Government Clients
  • Selling Using the O.P.E.N. Technique for Government
  • Features, Advantages, and Benefits for Government Needs

DAY TWO

Writing Effective Proposals for Government

Sales Presentations in Government

  • The 5Ps of an Effective Presentation for Government
  • Preparation for Government Audiences
  • Making a Presentation to Government Stakeholders
  • Identifying Buying Signals from Government Buyers

Closing the Sale with Government Clients

  • Avoiding Sales Resistance in Government Procurement
  • Concluding the Agreement with Government Entities

Maintaining Key Accounts for Government

  • Knowing Your Government Customers
  • Understanding Needs and Expectations of Government Clients
  • A Hierarchy of Client Needs in the Public Sector
  • Customer Relationship Management for Government Agencies
  • Follow-Up and Follow-Through with Government Contacts
  • Understanding Behavioral Styles When Selling to Government

Keeping Yourself and Others Motivated in Government Sales

  • Sales Motivation for Government Professionals
  • Setting SMARTER Goals for Government Sales Teams

The Way Forward for Government Sales

Requirements

This program is tailored for individuals with a minimum of two years of professional sales experience for government and private sector roles.
 14 Hours

Number of participants


Price per participant

Runs with a minimum of 4 + people. For 1-to-1 or private group training, request a quote.

Testimonials (1)

it was a very good training based on experience

raymond maas - Rhosonics
Course - Chief Technology Officer (CTO) Fundamentals

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