Live Federal Sales Training Events - Week of 1/23/23

Join?Neil McDonnell, President of the?GovCon Chamber of Commerce?this week (January 23-27) as he delivers Federal Sales Training each day at noon EST.

The core of all these trainings is to help you understand that?government contracting is not a secret, it is just a process.

Monday - How Federal Buyers Find You!

Federal buyers have laws, processes, and procedures that guide their market research, that every government contractor should know.

Click to Register

Join?Neil McDonnell?in this training and learn:

• Where market research fits in the federal acquisition lifecycle
• How a Federal Buyer performs market research
• The difference between Sources Sought and Request for Information (RFI) and how you can influence them

Tuesday - Best Way to Sell Into a Federal Agency

Sell More by Offering Less in the Federal Market - sounds counterintuitive, but it will lead to more success.

Click to Register

One of the hardest decisions for small businesses is to NOT sell a service.

We often have a fear or missing out (FOMO) that makes us offer too much to the buyers.

Join?Neil McDonnell?in this training and learn:

• How you really can sell more to an agency by offering them less
• What a 'beachhead' approach is and how it can help you grow your presence in an agency
• How to get more leads by being a 'less is more' company

Wednesday - Learn What Keeps Agency Leadership Awake at Night

Be the?'island of calm'?agency leaders need when they struggle to address key agency and management challenges.

Click to Register

An agency's Office of Inspector General (OIG) often shares annual reports that are gold for government contractors.

Reading OIG reports will enable you to win more as you bring guidance and solutions to address those major challenges.

Join?Neil McDonnell?in this training and learn:

• What is so valuable in an OIG annual report?
• How to use the information you find in an OIG report
• Where to find these OIG reports for your target agency

Thursday - Easiest Way to 'Know' What Federal Agency Leaders are Thinking

In the federal market, it can sometimes be hard to have meetings with program office personnel.

Click to Register

You can make this easier on yourself and learn about an agency by listening to key agency stakeholders when they're podcast guests.

Join?Neil McDonnell?in this training to learn:

• How to find podcasts that interview your target agency leaders
• Why these podcast interviews can be gold for a small business in the federal market
• Steps you can take to build a relationship after finding a podcast episode featuring someone from your target agency

Friday - The 4 Best Questions to Ask in the Federal Market

It is not enough to meet with federal agency buyers, you must have the right discussion.

Click to Register

Knowing what to ask federal buyers is important to ensure you learn about their challenges and needs.

Join?Neil McDonnell?in this training?and learn the four types of questions you should ask.

• Situation Questions (Facts)
• Problem Questions (Needs / Challenges / Pains)
• Implication Questions (Expanded Pains)
• Need-Payoff Questions (Benefits)

These questions are based of the SPIN sales model by Neil Rackham