Attention Sales World... What Would Happen If You Saw Your Significant Other Every 90 Days?

sales leaders sales professionals Apr 12, 2020
Marriage problems are relationship problems, they are the result of how two people interact with each other. You may abandon a troubled marriage, but you will still bring the way you interact with others along with you.
Mark Gungor, Laugh Your Way to a Better Marriage

If you want a relationship, crave a relationship and it means something to you then you must be direct and intentional about it.

If it looks like a relationship, acts like a relationship, smells like a relationship… it isn’t always a relationship. For all those in sales, management and leadership roles, think about what I just said.

A healthy relationship is when two people develop a connection based on:

  • Mutual respect
  • Trust
  • Honesty
  • Support
  • Fairness
  • Love
  • Good communication

Relationships are a necessary part of healthy living, but there is no such thing as a perfect relationship. Relationships take time, effort, patience, respect, giving and caring.

Client relationships are a necessary part of a healthy business.

In healthy relationships you:

  • Can express yourselves to one another without fear of consequences
  • Trust each other
  • Are honest with each other
  • Maintain and respect each other
  • Feel secure and comfortable

What makes a great client business relationship?

I'm deeply concerned that the concept of a client business relationship has become lost inside the sales world.

There's no significant depth and genuine meaning. The walk doesn't match the talk.

What many in sales think is a relationship, may not be what it really is

I believe that before anyone in sales, management or leadership throws the term, "We have great client relationships" or "We love our clients" on the business table and out into the community, they should give some serious thought as to what it really means to them and how they will execute on it.

“So, get to know your customers. Humanize them. Humanize yourself. It’s worth it.”
Kristin Smaby


How often do you communicate with your significant other?

Some of you are thinking, "What the heck, where's Larry going with this?"

I want everyone in sales, management and leadership to pay close attention to the following:

What would happen if you went 90 days without speaking to, looking at or even hugging your significant other?

It's fair to say most couldn't go more than a day.

Then why on earth do you go 90 days (most instances even longer) without communicating and showing how much you care about your clients?

Call me delusional (I've been called worse) but let's get real for a moment. Without clients you have no business. Without a real, loving, caring and meaningful relationship you have no marriage.

It's time to wake up and stop taking advantage of your most precious asset, your clients!

I'm keeping it real folks; I'm massively concerned with the weak relational skill set that many have in sales.

Right now, throughout the entire world, we're faced with a crisis. This is the time where relationships, connections, love, caring and a sense of belonging must be placed at the forefront of humanity.

You would never in a million years say to your significant other, "It's been a bit, I'm just touching base to make sure everything is OK."

Then why on earth are we calling our clients and saying the following:

  • "I'm calling to see if you need anything"
  • "I know it's been a bit, how are you doing"

And you all wonder why many of you are babysitting (at best) your customers until someone else comes along who truly values what it means to be in a business relationship.

"Truth is in the eye of the beholder"


Heartfelt professionals build meaningful relationships with their clients. They get it! To build meaningful relationships, they understand as humans we crave and value relationships.

Credibility and true meaning provide:

  • Connectivity (knowing we're in this together)
  • Support (knowing we're helping each other)
  • Validation (knowing we feel the same way)

Relationships are a part of human nature. It's wired in our DNA.

"The more you give, ultimately the more you receive."
  • Are you personally engaging with your clients?
  • Are you authentically investing in building meaningful relationships?


Just like a marriage, businesses that are built around partnerships tend to have a better chance of success than those that aren’t. When it comes to the world we live in today, I believe that business is personal.

Care and compassion are how we connect

Compassion helps forge strong bonds. Letting your clients know that you will be with them every step of the way, no matter what, can go a long way in the success of any business partnership.

Being compassionate requires trying to understand things from the other person’s point of view before reacting.

According to the American Psychological Association, about 40 to 50 percent of married couples in the United States divorce.

What are you doing right now to ensure your client relationships don't end in a divorce?

Think of the following relationship equation with every one of your clients.

Engage + Excite/Conversation x Caring = Meaningful relationship

Now think about this one more time... What Would Happen If You Saw Your Significant Other Every 90 Days?

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I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.

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You can find more material inside Selling From The Heart.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market. 

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterFacebook and on my podcast by clicking on Selling from the Heart.

Pre-order Selling From the Heart on Barnes & Noble get over $300 in Bonus Items!

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