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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!

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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

24
Mar

How To Be a Likable Salesperson

Have you ever wondered why some people are so darn likable?

You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately relate to, who makes you and others relax, who you walk away and later say to your husband/wife/date . . . “I really liked that Bob. He was really nice.”

What’s going on here? It could obviously be very helpful to us as salespeople to understand as much as we can about this phenomenon. So let’s see what makes someone so likable. Read more »

17
Mar

4 Ways to Move a Decision Delayer

We have all run into this prospect . . . you have met several times and the vibes are good but the client just won’t pull the trigger.  The reason:  Fear. Specifically, fear of making a mistake.  Decision procrastinators are much more afraid of the pain of making a mistake than the benefits of making a decision.

Once you have determined that you have a scared decision maker on your hands, you may need to counter in the only language he/she will really relate to . . . risk . . . and this can be done in a couple of ways. Read more »

10
Mar

Customers Behaving Badly

The customer is always right . . . right?  Well, maybe not.  Not, for example, if he is abusing your people or costing more than he is worth in unreasonable maintenance.

One of the keys to building a great sales team and a great company is to develop and motivate a group of happy and engaged people. Studies consistently show that happy people are more productive than unhappy people, and when a customer is working over our people and we do not support our folks, they can quickly lose trust and loyalty in the process. Read more »

3
Mar

The Remarkable Power of Confidence

Confidence is one of the most compelling and contagious emotions in the human condition. It is easy to see why . . . life is full of uncertainty so it is unusual and immensely attractive when we run across someone who is supremely confident about a vision, an idea or a proposition. Read more »

24
Feb

The Awesome Power of Social Proof

Psychologists know that it is basic human instinct for human beings to seek validation for their decisions from the groups they identify with. So if you are a professional basketball player, and your trainer wants you to try a new diet or exercise routine, the first thing you will probably ask is, “Who else is doing it?”  If the answer is, “LeBron James or Michael Jordan,” you will probably ascribe more credibility and value to the proposition than if your trainer has no successful examples to point to. Read more »

17
Feb

Getting to YES!

Psychologists have long known that small commitments can lead to big commitments.  In one research study they asked homeowners to place a big campaign sign in front of their houses.  Most of the homeowners who were being asked for the first time declined.  However, most of the homeowners who already had said yes earlier and had small signs on their property agreed to place the big signs.

The idea is that when buyers begin to make small, positive commitments throughout the selling cycle, it is enormously helpful when the time comes to close the deal.  Read more »

10
Feb

The Ultimate Win/Win: Sales Training vs. Mentoring

I am a big proponent of sales training. It goes without saying that a salesperson must have absolute command of the pivotal benefits of his products and services to be credible and compelling when communicating with buyers. And to the extent he can pick up some new ideas and selling techniques from a training platform, all the better.

But after many years in and around the selling profession, do you know what I have found to be the most powerful developmental platform of all? Read more »

3
Feb

Real Networking vs. Name Gathering

Even prior to “social networking” on the Internet, most salespeople considered networking to be a top priority in the sense that the more people we know the more likely it is that someone can help us in our sales endeavors.  But one distinction we have always tried to make is that “networking means nothing” if the result is a passive list of acquaintances as opposed to an active and energized list of true business colleagues and associates. Read more »

20
Jan

The Ultimate Sales and Service Secret!

I recently heard a great summation of what we need to do to stand out in sales or service . . . “Give the customer something no one else in the world gives them.”  Read more »

13
Jan

When is the Best Time to Present: First, Middle or Last?

People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something psychologists call the “recency effect.” Read more »

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