{"id":639,"date":"2014-04-11T02:54:42","date_gmt":"2014-04-11T02:54:42","guid":{"rendered":"http:\/\/buyingfacilitation.com\/blog\/?p=639"},"modified":"2014-04-11T02:56:58","modified_gmt":"2014-04-11T02:56:58","slug":"make-difference-relationship-manager","status":"publish","type":"post","link":"https:\/\/buyingfacilitation.com\/blog\/make-difference-relationship-manager\/","title":{"rendered":"Make a difference as a relationship manager"},"content":{"rendered":"<p>Do you call yourself a relationship manager because you want to avoid the term \u2018salesperson\u2019? Do you think the terms are interchangeable? You can actually use the term \u2018relationship manager\u2019 to differentiate yourself from your competition and make it your value proposition.<\/p>\n<p>Instead of doing what everyone else is doing \u2013 being kind, caring, responsible, and knowledgeable in relation to your solution &#8211; add another dimension: why not add the capability of facilitating the buyer\u2019s journey.<\/p>\n<p>A buying decision is a 13 step process, starting with an idea, through to assembling the Buying Decision Team and eventually leading to a decision to make a change that leads to a purchase. Although no one explains this, selling and a solution purchase only happens when buyers are ready to seek an external solution \u2013 so they might use a department head to speak at a conference instead of hiring a keynote speaker, or use some existing software rather than buy new software. Regardless of what a seller believes is a need, no sale will take place until or unless the buyer\u2019s Buying Decision Team buys-in to the notion of bringing in an external resource.<\/p>\n<p>Instead of merely focusing on your solution which is the last thing buyers need, start by facilitating a buyer\u2019s journey through their decision making process. This will enable you to understand first-hand if this person or group is ready, willing, and able to change, and be there when they recognize it\u2019s time to buy. You won\u2019t have competition as you\u2019ll be right there with them; you will have differentiated yourself from others just understanding need or making pitches; you will have gained their trust as an important resource.<\/p>\n<p>Become a relationship manager who truly serves and make that your value proposition.<\/p>\n<p>&nbsp;<\/p>\n<div>\n<div style=\"text-align: center;\" align=\"left\"><span style=\"font-family: Calibri;\">Have Sharon Drew speak on facilitating buying decisions at your next conference. Learn about her topics and see her in action on\u00a0<a href=\"http:\/\/www.buyingfacilitation.com\/\"><span style=\"text-decoration: underline;\">www.buyingfacilitation.com<\/span><\/a><\/span><\/div>\n<div style=\"text-align: center;\" align=\"left\"><span style=\"font-family: Calibri;\">Contact her directly at\u00a0<a href=\"mailto:sharondrew@sharondrewmorgen.com\"><span style=\"text-decoration: underline;\">sharondrew@sharondrewmorgen.com<\/span><\/a><\/span><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Do you call yourself a relationship manager because you want to avoid the term \u2018salesperson\u2019? Do you think the terms are interchangeable? You can actually use the term \u2018relationship manager\u2019 to differentiate yourself from your competition and make it your value proposition. Instead of doing what everyone else is doing \u2013 being kind, caring, responsible, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[17],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Make a difference as a relationship manager  - buyingfacilitation.com\/blog<\/title>\n<meta name=\"description\" content=\"Do you call yourself a relationship manager because you want to avoid the term \u2018salesperson\u2019? Do you think the terms are interchangeable?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/buyingfacilitation.com\/blog\/make-difference-relationship-manager\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Make a difference as a relationship manager  - buyingfacilitation.com\/blog\" \/>\n<meta property=\"og:description\" content=\"Do you call yourself a relationship manager because you want to avoid the term \u2018salesperson\u2019? 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