2. The Power Series 2019
Feb - Getting New Customers
Mar - Selling over the Telephone
Apr - Winning Sales Presentations
May - Handling Objections / Closing the sale
Jun - Sales Negotiation
Jul - Key Account Management
Aug - Double up
Sept - Selling at your Higher Price
Oct - Selling Face to Face
Nov - Creating Raving Fans
3. Today’s Presentation
Finding and securing key account business
Developing sales strategies for key accounts
Responsibilities of the key account manager
Developing the growth of your key account
Communications and relationship building
Keeping key accounts forever
4. KAM Responcibilities
To build and nurture long-lasting relationships
To build trust
To continuously propose solutions that meet
their objectives
To become their strategic advisor
To play an integral role in new business
development
7. Sales Primer
Sell to Anybody who wants to Buy
Focus on your Product and its benefits
Use the Selling Scripts
Handle Objections this way
Always Be Closing
The Hunter
9. Selling Solutions
Prospecting
Diagnosing customer needs
Crafting a potential solution
Establishing value
Proof, ROI and the total solution
Negotiating to Win-Win
Following up to ensure customer success
Forming Relationships
The Farmer
11. The Future of KAM
"Big Data"
Everything is interconnected.
Email is on it's way out
Face to face visits are on their way out
Skype will soon translate on the fly
12. The Future of KAM
New Prospecting
Research - Research - Research
Becoming a Colleague
Working with the Clients Solutions
Regular long Distance Contact
Becoming part of their Team
Becoming Part of their Business Profitability
15. Good Morning Sir, Please sit and wait for Mr Smith
Good Morning Sir, are you here for Mr Smith?
Morning John, Mr Smith said go right through
Hi John, You know where to go
Hi John, How was your weekend?
The Reception Test
Becoming part of their Team
22. Top 12 Questions
1.Company - contact details, employees, etc.
2.Who are the Decision Makers?
3.Who are the Influencers?
4.Who is their current supplier?
5.Why?
6.What is the business worth?
23. 7.When is the decision going to be made?
8.What experience of us have they had?
9.What is their current project?
10.What are their major challenges?
11.How can we add value to their team?
12.What additional benefits can we offer?
Top 12 Questions
24. 1.Qualify the prospect.
2.Make contact
3.Is the buying window open
4.Appointment with the decision maker
5.Create more value
6.Written Proposal - Give three alternatives
Top 12 Actions
25. 7.Present your proposal
8.Prepare to close
9.Deliver - Follow up - Get paid
10.Keep in contact
11.Up-sell or cross-sell
12.Referrals
Top 12 Actions
26. How do you keep your
Key Accounts forever?
Make Close Personal
Friends with them
Knowledge / Contact
27. How do you keep your
customers?
The Customer Profile
Name
Notes
A B C
Address
Phone E-Mail
Spouse Children
Hobbies Sports Culture
Likes/Dislikes Birthday
Home Address Car
28. How do you keep your
customers?
The Contact Organizer
A B C
Visit
Phone Call
Social Media
E-mail
Lunch
Factory Visit
Mail Shot
Birthday
Secretary’s Day
12/12 6/12 1/12
3/12
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6/12
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1/12
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12/12
6/12
2/12
1/12
4/12
1/12
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12/12
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1/12 1/12 x