On this episode, Eric Forney explores his belief with Michael Bounds that relationships don't matter as much in sales as everyone thinks they do.  Eric gives examples of times people used him as their Realtor but not their friend, because they didn't trust their friend to be able to handle the transaction, and argues that value comes first and the relationship second.  They discuss how if being friends with someone makes it hard for you to challenge them, then the relationship has done a disservice to the sales job.  Eric references a Harvard Business Review article on the categories of salespeople and how effective each type is, and he and Michael discuss the real world application of those categories.