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Hire Richard & Brett

Rick & BrettHire the creators of Mr. Shmooze, Richard Abraham and Brett Hunsaker, for the ultimate sales conference shoot out! These guys will inform, entertain and delight your sales team with dozens of real world sales stories and techniques designed to generate more production immediately! No theories, no soft philosophy, just the good stuff that works! The ultimate turbo-charge for your hardworking producers!

Click here to hire this Shmooze duo for your next sales meeting or conference!

Hire Richard Abraham

Richard“Selling is like breathing. When done well, it is easy and natural, and no one even notices it is happening.” -R. Abraham

Richard Abraham is a speaker, writer and consultant widely sought after by many Fortune 500 companies. When not consulting or writing his syndicated column, Mr. Abraham conducts workshops and seminars and speaks on the topics of relationship selling and maximizing the sales encounter.

Click here for more information or to hire Mr. Abraham to speak!

Get Our Book

MrShmoozeMr. Shmooze: The Art and Science of Selling Through Relationships

Mr. Shmooze is the story of a man who reveals the secret shared by all superstar salespeople. Selling, in its most exquisite form, is not about “taking,” nor is it about “persuading.” Selling, believe it or not, is about “giving.”

Mr. Shmooze gives for a living. He starts by listening and he quickly comes to understand what people really need, not just in business, but in life itself.

Click here for more about Mr. Shmooze and our book.

Recent Articles

30
Sep

REAL Listening…The Greatest Skill of All!


I know as salespeople you have already heard how important listening is and that you consider yourself a good listener, but I am defining listening differently here so . . . listen up!

It is natural for us, as salespeople, to engage our prospects and customers on a business level and then listen for their business needs, which hopefully our products and services can help them address. And that’s great, but what about their emotional needs? Read more »

23
Sep

A Quickie From a Pro!

I was talking to one of my sales friends who is very successful and has been at the selling game a long time. He told me, “You know, I don’t think people buy because they want something . . . I think they buy because they are afraid they are going to miss something.”   Read more »

16
Sep

The Extraordinary Power of Validation!

We work with several psychologists on the emotional elements of both buying and selling. One thing they have always stressed to us is the importance of what they call “validation.”

Validation is defined in this context as acknowledging and respecting the other person’s point of view. We may not agree with it, but we acknowledge and validate his/her right to have and express it. Read more »

9
Sep

Do It Once, Do It Right

Alan Weiss tells a great story in his book, “Great Consulting Challenges.”

A national hair cutting chain moved across the street from a neighborhood barber shop and advertised $5.00 haircuts as an opening promotion. The barber’s sons advised him to cut his price to $4.00 to ward off the new challenge. Instead, he put up a sign that said, “We Fix $5.00 haircuts for $10.00.” According to Weiss, people loved it. Read more »

3
Sep

How to Handle a Really Tough Customer [Video]


Occasionally we all run into an especially tough customer in the form of a classic “know it all” who takes particular delight with arguing every point and can even become almost abusive in the process. At first blush, it may seem like we have no chance, but often these types of buyers can be closed by a little “jiu jitsu.” Here is what I mean…

Read more »

26
Aug

Great Athletes  – Great Salespeople

It probably comes as no surprise that great athletes and great salespeople share a number of important personality traits including the need for achievement and competitiveness among others. But there is another trait, which sports psychologists rate especially high, which great salespeople often share as well. That trait is optimism, in the form of resilience. Check this out. Read more »

19
Aug

Elevation! Richard Branson Style!

A lot of people who read our book and attend our workshops like to focus on the concept of “elevation,” that is, taking what other people might consider ordinary touch points with clients and creatively “elevating” them into memorable touches. Check out this video as a great example of elevation. Read more »

12
Aug

The Art of the Gift

In our workshops, people often ask us about giving gifts to clients . . . and we like to take the focus away from the gift and over to the emotional connection we are trying to establish with the client. The two messages we hope to get across with a gift are:

  1. We are listening and we care about our clients lives.
  2. We are action-oriented, both personally and professionally, in terms of service.

So it is not so much about the gift, as it is about connecting with a sweet spot in the process. Here is an example. Read more »

29
Jul

Outstanding!

I went to get a new driver’s license recently in a new state. Very tough process . . . lots of extra technicalities and as you might expect, a series of bureaucrats who were experts at saying no and sending you down the line. Except for one . . .  Maria. Somehow, while the other grumpy clerks shuffled me around because they allegedly could not help me beyond their little box, Maria took me under her wing and personally knocked down one administrative barrier after another. Read more »

22
Jul

A Pushy Salesperson vs. A Persistent Salesperson

Over the years many salespeople have asked us about the potential issue of being too pushy as a salesperson. Each situation is different, but as a general rule, when we are following up with prospects, we like to keep adding fresh knowledge and ideas to the dialogue. We figure our follow up will be welcome so long as we continue to add value in the form of updates and information whether the buyer is quite ready to pull the trigger or not. Read more »

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