Sales Reps Ride The Relationship Rollercoaster While Sales Professionals Invest in Relationships

sales leaders sales professionals Jun 08, 2020

“Do what you did at the beginning of a relationship and there won’t be an end.”  Tony RobbinsI believe we live in a business world where relationships matter.

How you develop, nurture and build a healthy relationship funnel will play a significant part in the strength of your sales funnel.

  • What defines a client relationship?
  • What does a relationship look like to you?

I'd like for you to think about this:

The relationships you think you have with your clients; do they feel the same way about their relationship with you?

When was the last time you asked your clients what they expect in a business relationship and with YOU? Try it, you may learn something!


In times of a crisis, relationships are tested. Right now, throughout the entire world, we've been 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.

In a world full of turmoil, turbulence and trouble, it's time to protect, safeguard and restore the human relational aspect you have with your clients.

A sales professional gets honest with themselves and their relationships in times of crisis and uncertainty.

Are you riding the relationship rollercoaster or are you investing in your client relationships?


The relationship between you and your clients is much more than the brief purchase of a product, a service or a solution. It is about a personal connection. It's about the bond you form based upon trust, credibility and mutual respect.

Rollercoasters, they have ups and downs, twists and turns; some would say just like relationships.

Unfortunately for many in sales, the relationship rollercoaster has been built on the tracks of low trust and commitment.

According to relationship coach Kyle Benson,

"I define the relationship roller-coaster as a relationship that has a few emotional highs full of connection, fulfillment, and intimacy followed by longer lows of disconnection, and then back up again. Up and down, just like a roller coaster, except not as fun as the theme park you went to as a kid."

Sales professionals avoid the relationship rollercoaster by:

  • Continually building new relationships by diversifying their networks
  • Giving as much as they expect to get from every relationship
  • Constantly pruning, renewing, and reshaping their networks frequently


"The key to making money is to stay invested." Suze OrmanHere's a question for all of you...

Do you value your client relationships?I bet most of you shouted. "Hell yeah, I value them!"

Well... then here's my next question...

How many hours this past week did you put into growing your client relationships?I'm concerned that many in sales fail to put in the time and effort necessary to grow their client relationships beyond the surface level.


Highly successful professionals, the best of the best, spend heartfelt hours every week investing in their client relationships. They commit to listening and learning something new about their clients. They show appreciation and constantly thank them for their business.

There's no better investment you can make than to invest in your clients.Your clients are your most valuable asset. Sales professionals understand and make daily deposits in their client's emotional bank account. They understand every investment they make in their clients, pays dividends now, next month and into the future.

Stop waiting for the next great sales lead or whatever magical mysterious event you think will occur, such as the "sales easy switch".

Start right now and invest in your clients.


In sales, investing in your clients and the relationships you have with them is one of the most rewarding investments you can make. These relationships will open up new doors and provide you with new opportunities that would have been unheard of otherwise.

I will leave you with this...

Without building your “relationship capital” with your clients then how can you keep a consistent, well flowing sales funnel?

Without investing in building deep meaningful connections with your clients then how can you expect to reap the benefits that relationship has to offer?

What will you do to keep off the relationship rollercoaster?

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 heartfelt 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.

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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