If you think that a Relationship Manager is merely a sales person who makes nice, then think again. I\u2019m 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\u2019s environment. You\u2019re actually competing with every other salesperson, not just every other solution, in your category.
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There is another set of activities that you can implement that will enhance your standing and set you apart \u2013 and allow you to truly serve your buyers competitively. It\u2019s possible to differentiate yourself by helping buyers facilitate all of the issues they must handle behind-the-scenes \u2013 those pesky relationship and management issues that buyers seem to get embroiled in that takes them away from buying.
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Think about it: your solution is a perfect fit; the buyer likes you; the buyer needs you. Yet over 90% of your prospects don\u2019t buy. Why? It\u2019s not because of you or your solution. It\u2019s because of the buy-in issues they must contend with behind-the-scenes that must be handled through consensus. And you can\u2019t be there when they fight, or bring in their old vendors. And this is where the sale is lost.
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So let\u2019s start a conversation around adding Buying Facilitation\u00ae 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.<\/p>\n