Salespeople often represent a company with potential clients, and as such, should have a good grasp of what makes relationships tick. Too often, however, I notice they are not as adept as they could be. In part, I think this has to do with the pressures they’re under. However, in my opinion, the main reason is the training they receive. Many methodologies are focussed around quick wins and pushing toward a close, and they often ignore the niceties that form the grease which enable the wheels of human relationships to turn.