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Operation March

Roles and Responsibilities of Service Delivery after CNY

Expectations of KAM in March

Activity • Write down the reasons why Member will

pay for Gold Key Membership , why will the member purchase Gold Key Membership from you ?

List the reasons ?

Start with the End in mind

• What is it that you want to achieve ?

• Clarity is essential.

• Clarity of Goals and sub goals and your plans to achieve your goals

• How much Retention Ratio to be achieved at any cost ?

• How much revenue to be attained from the Retention Ratio ?

• What is your Key Result Areas ?

Mega Credibility

• Credibility is a small word . You need to have Mega Credibility now .

• That is you need to be trust worthy offering services par excellence

Relation between Retention Ratio and Revenue

• What is better? - 60% Retention Ratio with low profit ( selling Gold Key almost at cost price ) or 30% Retention Ratio ( Selling Gold Key with Ad on , with value added packages )

Pareto Principle 80/20 Rule

• Point A Determine the A-Category members , members who will pay the most ( more information on next slides )

• Focus your energy on limited Accounts of High Value

• Determine :What are my 20% Members that accounts for 80% of Results ?

• Vice Versa : We are focusing on 80% of members that generate 20% Results

• Fire your members : Those members who purchase $ 369 after many months of efforts , its better to focus this time on high value members.

• Sales Funnel

Point A Determine the A-Category members , members who will pay the most

But how much we know about our members ?

We have subsidiary of Baosteel Group as our Silver Key Member since 5 years

Difference between KAM and Sales Professionals

• Is the job of SD to provide Customer Support or achieve Targets ?

• Hunting or Farming ?

• Consultative Selling V/S Professional Selling

• The services should be excellent that the member will perceive that the KAM is Unpaid Member of his own staff.

• Use Educational Selling with Every Customer.

What to do in March ?• Time Management.

What to do in March ?• What is your Salary in Tradekey.com ?

• Why no good increment every year.

• Double your productivity , double your income.

• You are paid for results not activities.

Press The Hot Button• 80 percent of the buying decision is

determined by 20 percent of the product features and benefits.

• In many cases 90 percent of the buying decision is determined by about 10 percent of the product features.

•

Get members feed backAsk your member to give you honest feedback

• How would you rate me as your KAM

• What is the best in me ?

• What is the worst ?

• What do you want me to improve ?

• How can I serve you best ?

•Know your Member

• Determine the 3 most tasks of which your member values the most

The Law of 3

1)Optimization2)Live Buyer

Connectivity3)Industry Related

Consultancy Spend 80% of your time on high value tasks and 20% time on regular tasks

Price Negotiation• Don’t argue about price and discounts ,

instead focus on building Value, emphasize on key benefits that member will receive if he becomes premium member

Activity 2• Make a list of every reason that prospects give

you for not buying what you are selling. Organize the list by priority and frequency. Determine the major objections you get hat stop you from making sales to qualified prospects.

• Write these objections on the left-hand side of a sheet of paper. Draw a line down the middle. Then write a logical and persuasive answer to each objection in the right-hand column.

Attitude of Confident Expectations

• Have Confident Expectations

• Believe in your Company, believe in your product , believe in yourself

• March is the best month to get maximum rewards