Action Selling System is a prescribed process for KAM

1. The Action Selling System
Key Account Management (KAM)
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2. www.consult4sales.com 2
No. Act of Sales
1 Commitment Objective
2 People Skills
3 Ask the Best Questions
4 Agree on Need
5 Sell the Company
6 Sell the Product
7 Ask for Commitment
8 Confirm the Sale
9 Replay the call

3. 1. Commitment Objective
 KYC (Know Your Customer)
Financials
Production
Organogram
Vendor
Empanelment
 Demand Forecasting
 Target Setting
 Effort Chart
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4. 2. People Skills
 The 4C Approach: Connect , Communicate, Convince, Close
 What Is In It For Me? The WIIIFM Approach
 Public Relations
 Networking
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5. 3. Ask the Best Questions
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Yours
Mine
Ours

6. 4. Agree on Need
FEATURES ADVANTAGES BENEFITS
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7. 5. Why deal with KEMS?
 Value
 Benefits
 People
 Positioning
 Vintage
 Customer Testimonials
 Infrastructure
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8. 6. Sell the Product
 R F Q
 Feasibility
 Proposal acceptance
 Timelines
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9. 7. Ask for Commitment
• Letter of Intent
• Proof of Concept Report
• Laboratory Reports
• Testimonial Letters
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10. 8. Confirm the Sale
• Closing
• Learn to create Sellers BATNA
• Negotiation
• Follow the 7 Laws of Sales Negotiation
• Purchase Order
• Ensure Vendor Empanelment on time so that PO can be released
whenever due!
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11. Replay the Call
• Start working on cross selling options
• Start working on up selling options
• Start working on Peer Referrals
• Start working on Corporate Referrals
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12. Practice Action Selling System
The guide to Key Account Management
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