Objection Handling in KAM

Objection Handling in KAM

A customer is typically programmed to say “NO” as their first response to any sales proposal. A non trained salesperson by default responds with a “Why not?” or tries to convert the “No” of a customer to a typical “Yes”. This is a wrong approach by the salesperson.

In KAM, the salesperson has to program himself to handle all the objections of a customer in a methodical way so that the dialogue between customer and salesperson travels the desired journey from a “No” to a Yes”.

You can expect the following key learning from this program:
  • Why does a customer say “No” and what does he mean when he says “No”?
  • The flow of water in a KAM follows a different path. What is this pattern and how does one master the same?
  • What are the “If – Then” loops which a KAM has to respond to?
  • How does a KAM weave the jewel of profitability and performance in every situation?
  • What is the “start” and “end” point of each objection that is raised in KAM?
  • Objections are an indication that the sales call is moving ahead. What are the roadblocks in this journey? How does one circumvent it?
  • There are two types of objections in KAM. One is raised by the customer and the other one is raised by the competitor through the customer. How does a KAM handle both without digressing from the line of “core need”?
  • How does one learn to document the objections raised and the answers given in a chronology so that the whole story comes out loud and clear at a given point of time?