key account management training Archives - Kona - Sales and Management Training

“Brickwalling” customers is a strategy that Key Account Managers (KAMs) use to protect their most important customers from being contacted by competitors.

It involves creating a barrier between the customer and anyone who might attempt to disrupt the relationship or interfere with the KAM’s ability to serve the customer.

It is important for KAMs to know how to brickwall customers.

Here are a few reasons why:

1. Protecting Key Accounts

KAMs are responsible for managing their organisation’s most important accounts. These are typically the ones that generate the most revenue or have the greatest potential for growth. By brickwalling these customers, KAMs can prevent other departments or individuals within their organisation from inadvertently damaging the relationship.

2. Maintaining Trust

Trust is critical in any business relationship, but it’s especially important when dealing with key accounts. By brickwalling customers, KAMs demonstrate to their customers that they take the relationship seriously and are committed to protecting their interests.

3. Creating A Competitive Advantage

If competitors are unable to get access to the KAM’s key accounts, it gives the KAM and their organisation a competitive advantage. This is particularly important in industries where customers have a lot of choice and are constantly being flooded with marketing messages.

4. Streamlining Communication

By controlling the flow of communication between their key accounts and their organisation, KAMs can ensure that their customers get the information they need in a timely and efficient manner. This helps to avoid confusion and minimise the risk of misunderstandings. Brickwalling customers is an important strategy for KAMs because it helps to:

Protect their key accounts
Maintain trust
Create a competitive advantage
Streamline communication

By doing so, KAMs can maximise the value of their most important customers and ensure that they continue to grow and thrive over time.

Contact KONA today to discuss Tailored Key Account Management Training for your team!

Black and blue vector web button CONTACT US Stock Vector | Adobe Stock

Advanced Key Account Management Skills for 2020

Delivered online – 3 x 1.5-hour sessions

Sales professionals know their product and the selling process. Learning how to fully understand the people they deal with – what motivates, drives, and influences the individual customers to sign on the dotted line is an area we can help you with. Sales competencies are important but how a salesperson applies them largely determines their effectiveness. The ability to understand and adapt their behaviour and communication to that of a customer is a key differentiator between an average and a great salesperson. Developing an Unfair Advantage! Our program gives participants an in-depth understanding of their personal selling style, both the strengths and limitations. Studies have validated that “people buy from people they like” and participants learn a proven and easy-to-apply behavioral identification method that helps them to instantly connect with customers, form stronger relationships, and close more sales. They will distinguish behaviors that help and hinder them in the sales process, as well as specific approaches that frustrate customers and have them buy elsewhere.

Key Skills Learned Are

Determining their style and where it helps and hinders successful selling
Quickly reading the customer’s buying style
Understanding the “style match” and likelihood of a successful interaction
Adapting their approach based on the customer’s key needs
Turning around their most challenging customer

People are the Key

Maximise your company’s most precious assets

Contact KONA Training Today to receive:

Free Sample DISC Sales Profile White Paper on the quality of our profiles Special Pricing for your individual DISC Sales profile Special Pricing for a 3 x 1.5-hour session (one on one) virtual workshop Certificate of Achievement. DISC Professional KAM

Virtual Private Workshop Includes: How to Read your Profile How the Simple 4 Quadrant Model Works Understanding Yourself and Others How to Profile Customers Quality Workshop DISC Material Pre and Post workshop The DISC Sales Profile The DISC Sales profile is invaluable for training, developing, and coaching Sales professionals. The profile describes the salesperson’s natural sales style, specifically identifying preferences for handling sales presentations, closing the sale, and customer service excellence. It also defines their adapted style and how they are changing their behaviors to succeed in their current environment. This Sales profile offers tips on how to better adapt to (or blend with) the customer’s style. This knowledge will help the sales professional create positive iterations for any behavioral style.