Sales Bites

Jordan Reber, Building Relationships

Episode Summary

In this episode, Will Jenkins and Jordan Reber break down what it really takes to build long-term success in freight sales. From mastering the art of relationship-building to staying curious and patient, they share strategies that go far beyond scripts. Jordan taps into his decades of experience to explain how value-first selling, industry expertise, and genuine networking can open doors others miss. Whether you’re new to sales or looking to sharpen your edge, this episode delivers practical, real-world insights you can use right away.

Episode Notes

SUMMARY:

In this episode, Will Jenkins and Jordan Reber break down what it really takes to build long-term success in freight sales. From mastering the art of relationship-building to staying curious and patient, they share strategies that go far beyond scripts. Jordan taps into his decades of experience to explain how value-first selling, industry expertise, and genuine networking can open doors others miss. Whether you’re new to sales or looking to sharpen your edge, this episode delivers practical, real-world insights you can use right away.

TAKEAWAYS:

• Sales is a long game, quick wins don’t build real trust. 
• Curiosity opens doors that pushy tactics can’t. 
• The best reps provide value without expecting anything in return. 
• Small wins matter, celebrate them to stay motivated. 
• Patience isn't optional; it's a sales skill. 
• Networking isn’t just about who you know, it’s about staying top of mind. 
• Know your industry inside and out, it builds instant credibility. 
• Strong relationships require ongoing attention, not one-time effort. 
• Selfless reps win more in the long run. 
• Redefine success: it’s not just the close, it’s the connection. 

CHAPTERS:

00:00 – Introduction to Sales and Relationships Will and Jordan set the stage: why relationships are the backbone of sales success

03:00 – Building Relationships in Sales The mindset shift from transactional to relationship-driven selling. 

06:11 – The Long Game in Sales Why patience pays off, and how to stay consistent when results take time. 

09:01 – Nurturing Long-Term Relationships Tactics for keeping connections strong after the first deal is done. 

12:13 – Expertise and Networking in Sales How industry knowledge and smart networking create compounding returns. 

14:49 – Final Thoughts on Relationship Building Jordan’s closing advice for sales pros who want to win the right way.