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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
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 »

7
Jan

Are We Energy Boosters?

Happy New Year Everyone!  Here is a quick thought for us all as we approach the new business year fresh and raring to go.

When we interact with people, do we add energy or do we draw energy from their lives?  The reason I ask is because people who add energy are always welcome.  People who draw energy tend to be quietly replaced over time. Obviously our goal as professionals who sell through relationships is to be a person who always adds energy in the course of our interaction with our clients and prospects.  Read more »

30
Dec

Happy New Year!

2015 Happy New Year greeting cardThe Mr. Shmooze team would like to thank all of you for your support in 2014 and take this time to wish you a Happy New Year! May all your sales endeavors be met with huge success in 2015. Cheers!

23
Dec

Happy Holidays!

Happy Holidays Greetings On A LineWe’d like to take the opportunity this week to say Happy Holidays to you all. We wish you the best this holiday season. We will resume our regular blog posts in the new year. Thank you for your loyalty and continued support of Mr. Shmooze. Cheers!

16
Dec

A Price Objection Strategy

We all know that price objections go with the territory when we sell for a living. Some salespeople I know dread them but that should not be the case. Actually, when a prospect inquires about price, it is usually a signal that the prospect is interested enough to care, a good first step in the communications process. Still, we need to be ready when price comes up, and here is one technique I have found to be very helpful over the years. It’s called “backing up the camera.” Here is what I mean. Read more »

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