K.A.M. (Key Account Manager) must understand his account well in terms of
- Official Organization Chart
- Decision Making Flow in the organization
- Political centers of pseudo power
- Authorization pattern for the order
- Existing Competition and the respective Man Fridays for each competition
K.A.M. selling is triggered by Relationship Selling.
I strongly recommend all KAM Managers to follow S.W.I.T.S. for nurturing Relationships.
Sorry – Take Targets of number of times that you will say “Sorry” to your client today. When you want to say “Sorry”, you will definitely get reasons for the same.
Wish – It is a good practice to wish a customer on his birthday, anniversary, business anniversary etc
Inform – A communication of forthcoming eventuality on time is always welcome by the customer.
Thanks – Please thank your customer for everything possible.
Share – A communication , wherein you put in your own knowledge and wisdom before conveying a message to the customer.
Always make a T-Call in K.A.M. Selling
When you come out of a call in KAM, on your way out , you are bound to meet a T-junction. Make an effort to meet the two persons who are sitting on either side of T- junction and introduce yourself and your products.
This helps you in understanding the organisation faster at different levels.
NB: All those of you who are into KAM, can contact me on 9970506000 for further discussion on the same.