What, exactly, is a Relationship Manager?

Guest articles > What, exactly, is a Relationship Manager?

by: Sharon Drew Morgen

If you think that a Relationship Manager is merely a sales person who makes nice, then think again. I’m here to tell you that every sales person has been taught to be professional, know the competition, know the product and know how to introduce it well into the buyer’s environment. You’re actually competing with every other salesperson, not just every other solution, in your category.

There is another set of activities that you can implement that will enhance your standing and set you apart – and allow you to truly serve your buyers competitively. It’s possible to differentiate yourself by helping buyers facilitate all of the issues they must handle behind-the-scenes – those pesky relationship and management issues that buyers seem to get embroiled in that takes them away from buying.

Think about it: your solution is a perfect fit; the buyer likes you; the buyer needs you. Yet over 90% of your prospects don’t buy. Why? It’s not because of you or your solution. It’s because of the buy-in issues they must contend with behind-the-scenes that must be handled through consensus. And you can’t be there when they fight, or bring in their old vendors. And this is where the sale is lost.

So let’s start a conversation around adding Buying Facilitation? to your current sales strategies so you can be a terrific Relationship Manager and close more. The buyers have to do the back-end stuff with you or without you: it might as well be with you.

Or consider purchasing the bundle: Dirty Little Secrets plus my last book Buying Facilitation?: the new way to sell that influences and expands decisions. These books were written to be read together, as they offer the full complement of concepts to help you learn and understand Buying Facilitation? - the new skill set that gives you the ability to lead buyers through their buying decisions.

Contributor: Sharon Drew Morgen

Published here on: 07-Dec-14

Classification: Sales

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