http://sharondrewmorgen.com/2009/09/being-a-trusted-advisor/ Enabling buying decisions one buyer at a time Thu, 17 May 2012 20:18:35 +0000 hourly 1 http://wordpress.org/?v=3.0.4 http://sharondrewmorgen.com/2009/09/being-a-trusted-advisor/comment-page-1/#comment-2172 What, exactly, is a Relationship Manager? | Sharon Drew Morgen Mon, 24 Jan 2011 16:33:25 +0000 http://sharondrewmorgen.com/?p=935#comment-2172 [...] order to consider yourself a Relationship Manager, make sure you have all of the necessary skills, outcomes, beliefs, and models, to help you [...] [...] order to consider yourself a Relationship Manager, make sure you have all of the necessary skills, outcomes, beliefs, and models, to help you [...]

]]> http://sharondrewmorgen.com/2009/09/being-a-trusted-advisor/comment-page-1/#comment-2108 A sale: objective or outcome? | Sharon Drew Morgen Mon, 06 Dec 2010 17:35:49 +0000 http://sharondrewmorgen.com/?p=935#comment-2108 [...] a prospect with a sale as an objective, the prospect will immediately have trust issues with you. A trusted advisor? How could you do that when your communication centers around placing your solution – i.e. [...] [...] a prospect with a sale as an objective, the prospect will immediately have trust issues with you. A trusted advisor? How could you do that when your communication centers around placing your solution – i.e. [...]

]]> http://sharondrewmorgen.com/2009/09/being-a-trusted-advisor/comment-page-1/#comment-1727 Integrity in the sales field: don’t steal my term | Sharon Drew Morgen Tue, 03 Aug 2010 16:41:23 +0000 http://sharondrewmorgen.com/?p=935#comment-1727 [...] (earlier in their buying decision journey than sales), but the buyers are losing a true Trusted Advisor capability that Buying Facilitation® offers sellers. In other words, change the meaning, lose the [...] [...] (earlier in their buying decision journey than sales), but the buyers are losing a true Trusted Advisor capability that Buying Facilitation® offers sellers. In other words, change the meaning, lose the [...]

]]> http://sharondrewmorgen.com/2009/09/being-a-trusted-advisor/comment-page-1/#comment-1680 Why are sales tied to solutions? How is that working for you? | Sharon Drew Morgen Fri, 16 Jul 2010 15:01:55 +0000 http://sharondrewmorgen.com/?p=935#comment-1680 [...] are still intent on selling a solution. Because we’ve always used relationship building, becoming a trusted advisor, understanding problems, being professional consultants, etc. we somehow believe that these are THE [...] [...] are still intent on selling a solution. Because we’ve always used relationship building, becoming a trusted advisor, understanding problems, being professional consultants, etc. we somehow believe that these are THE [...]

]]> http://sharondrewmorgen.com/2009/09/being-a-trusted-advisor/comment-page-1/#comment-1514 Why Sales Fail | Sharon Drew Morgen Thu, 10 Jun 2010 14:38:18 +0000 http://sharondrewmorgen.com/?p=935#comment-1514 [...] worked hard doing your sales job: you gathered good data and understood their need, you were a trusted advisor, they liked you and your solution. You provided value. But they didn’t [...] [...] worked hard doing your sales job: you gathered good data and understood their need, you were a trusted advisor, they liked you and your solution. You provided value. But they didn’t [...]

]]> http://sharondrewmorgen.com/2009/09/being-a-trusted-advisor/comment-page-1/#comment-235 Nick Moreno Wed, 02 Sep 2009 23:09:19 +0000 http://sharondrewmorgen.com/?p=935#comment-235 When you have a problem, you want an advisor... not a sales rep. Sales reps need to market themselves as advisors. Nice Post... Thanks! When you have a problem, you want an advisor… not a sales rep. Sales reps need to market themselves as advisors. Nice Post… Thanks!

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