Sales Training for Selling to the Government and Winning more Government Contracts

Governments spend vast amounts of money procuring goods and services. Complex rules dictate their buying process to ensure that taxpayer’s money is spent wisely, yet some public sector suppliers perform much better than others do. Offering the best value does not always lead to a contract.

Because of the intricate procurement procedures imposed on government users and their suppliers, even the best sales people may not be equipped to excel in the Public Sector.

Public Sector Sales is an advanced training course that deals with the written and unwritten rules affecting those who sell to national and local governments. It addresses challenges faced by Public Sector sales people and provides methods and tools for selling to the government and winning more public sector tenders.

• Up to four half-day or two one-day sessions spread over several weeks or delivered consecutively
• Post session exercises, practise assignments, and reviews reinforce learning and help establish best practice habits
• Tools, templates, frameworks, and examples act as aid memoirs, save time, and aid adoption of best practice methods
• Managers have more time to focus on results because they have less need to fulfil the role of coach and trainer
• Increased job satisfaction reduces sales staff churn, increases performance, and reduces costs
• Wider adoption of best practice behaviours, habits, and methods increases sales productivity, consistency, and results

Who Should Attend

Experienced Public Sector sales people will gain new ideas and insights from this course. Hearing about the experiences of others on the course and reminders about things that have fallen into disuse will further expand the value of participation. Sales people who are transitioning from the commercial sector, or who are beginning a Public Sector sales career will gain knowledge and methods that are essential to their success. Sales managers, who are new to the Public Sector, will learn about the knowledge, habits, and practices that their teams should be using.

Programme Objectives

• Understand the public sector procurement rules
• Create relationships that add value to the bid process
• Practise a method for reliable qualification and forecasting of Public Sector opportunities
• Learn how a supplier will be selected and thus how to positively influence the decision
• View the process from the evaluator’s position to improve communications and scoring
• Exploit the processes to gain competitive advantage
• Understand how and when to challenge the procurement team
• Counter competitive initiatives
• Retain influence after the bidding process begins
• Anticipate the negotiation process

Public Sector Sales 2 Day Course

In-house course fees range from £980 per person for five people down to £670 per person for eleven or more. The course can can be spread over up to eight sessions or delivered on consecutive days. Call +44 (0)118 933 1357 or email custserv@salessense.co.uk for more information.

The Course Includes a preparation guide, in course materials, planning and preparation tools, progress assessments, online resources, and career long support. All fees exclude applicable VAT.

Large Numbers

Licensing and train the trainer options enable self delivery of this course. To find out more, telephone +44 (0)118 933 1357 or use the links below.

Sales Associate and Affiliate representation welcomed. To promote advanced sales training, get in touch directly or see the application details here.

Flexible Support

If you need to increase success in selling to the government and winning government tenders, 'Public Sector Sales' provides a flexible and reliable solution. Telephone +44 (0)118 933 1357. We will be pleased to discuss your needs or talk through some options. Alternatively Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.