Sales and business development professionals who work in the government market find it extremely difficult to meet with the decision makers.
Ever since 9/11, government agencies at all levels have instituted iron-clad security measures to stop people from entering government buildings without specific appointments. If you plan to build your business in the federal, state or local government markets and win government contracts, it is critical to meet with decision makers and build strong relationships because people do business with people they know and trust. How do you get an appointment if you cannot get in? This OnDemand Webinar will help every sales and business development professional find the right decision makers, get past the gatekeepers, plan for and obtain that meeting, and ultimately build lasting relationships that foster higher sales and growth. This program will cover the best practices, appropriate and inappropriate tactics and a little-known, but straightforward process guaranteed to get you in front of the decision makers. By the end of the session, you will understand what is different about this market, and how to plan for and execute a successful decision maker meeting.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
What Is the Purpose of the Decision Maker Meeting?
- Learn How Government and Commercial Decision Makers Are Very Different
- Sales Cycle Demands Specific Content
- Identifying Exact Targets: With Whom Will You Meet?
- Why Should the Decision Maker Take Valuable Time to Meet With You?
Crafting a Decision Maker Meeting Request
- Specific Research: Tools and Tactics
- Identifying the Target's Priorities
- Creating a Compelling Message
Process Involved in Requesting the Meeting
- Where to Find the Exact Wording to Use
- What to Highlight
- What Information to Leave Out
- Message Preparation for Delivery: Personal Contact, Phone and E-mail
- How to Avoid Voice Mail Hell
Format of the Ideal Decision Maker Meeting
- Where the Meetings Are Held
- All of the Types of Decision Maker Meetings
- Who Attends the Meeting From Your Company and the Government?
- Agenda, Timing and Meeting Format
- Show and Tell: When You Can and Cannot Use Props
- Follow-Up for Each Type of Decision Maker Meetings
The Five Killer Mistakes to Avoid Regarding Decision Makers Meetings
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More Program Information
Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on May 3, 2011.
Call 1-866-352-9540 for further credit information.
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Gloria Larkin
TargetGov
- President, CEO TargetGov
- Creator of the FAST™ Process and KickStart Program™
- Clients have won $6+ billion in federal contracts
- Nationally recognized federal contracting business development expert
- American Express Procurement Advisor
- Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg
- Author of The Basic Guide to Government Contracting
- Educational Foundation Board Chair Emeritus for WIPP.org
- Can be contacted at 866-579-1346 x325 or [email protected]
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Why Lorman?
Over 37 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
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