The guidance you receive about selling usually focuses on sales transactions. All the training you receive is on sales tactics designed to close deals. There is a time and place for learning all of those things. But the key to a long and profitable career in sales is focusing on relationships and not sales transactions.
This video is a great example of a focus on relationships and not sales transactions. I flew to meet with a client, on a Sunday night, in a snow storm. Why? Because my relationship with him is important to me and he needed help with something.
Sales and selling is all about initiating and deepening relationships.