Skip to content

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

19
May

Finish the Job!

I recently had some work done at my home. The tradesmen did a good job on the maintenance except . . . they left without cleaning up. I was stuck picking up the leftover material and garbage. In other words, THEY DIDN’T FINISH THE JOB! Read more »

14
May

Relationships Come First

According to a report from one of the biggest consulting firms in the world, the number one reason people switch service providers is . . . wait for it: Read more »

5
May

On the Road with Mr. Shmooze

I was on the road last week and had all sorts of good and bad sales and customer service experiences.

On the bad side, I received a quote for some work from a building services company. I called and talked to one of the inbound order takers and asked if I could get a more detailed breakdown of pricing (which seemed high). There was a long pause and then the rep, who obviously had no training on price objections, kind of stuttered and said . . . “that is just the way we price things.” That broke trust, and they lost the order. I was also working with a landscaping company who came out, gave me a bid and then disappeared. I called a couple of times and finally the estimator called me back clearly annoyed I had been pushing for some answers. Good bye! Read more »

28
Apr

The Invisible Sale

I like to tell salespeople in our workshops that there are always two sales going on simultaneously . . . the intellectual sale and the emotional sale. Here is what I mean.

Let’s say a couple is thinking of buying a house. Yes, they are THINKING about its location, the school district, resale value, etc. At the same time, however, they are processing the possible transaction through an emotional filter. How the home makes them FEEL when they are standing in the living room imagining a party, if they are optimistic or somewhat afraid of taking the plunge, how happy they and their children will be in this particular place. Read more »

21
Apr

Small Gestures Can Mean a Lot

Recently, I emailed a proposal to a client for a new project. I put a lot of thought/work into it so naturally I was hopeful that it got through and would be received favorably. Then an interesting thing happened. Read more »

14
Apr

Onboarding – A Golden Opportunity to Bond . . . or Not!

It is always a special time, for both sides, when someone takes a new job.  The new employee is excited.  New environment. New people. A fresh start. The same goes for the company.  There is nothing more important to a company than its people. And yet . . . Read more »

31
Mar

“Gotchas” are Toxic to Sales

My preferred hotel chain was booked recently so I scanned online for a new one. I found one nearby with a competitive rate and made a reservation. The stay was fine, but when I checked out, there were two “gotcha” surprises. Read more »

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 »

Follow

Get every new post delivered to your Inbox.

Join 983 other followers