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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.

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Recent Articles

26
Jul

Standing Out From the Crowd

Check out the following set of random words:
 
water, life, dog, line, home, mouse,
field, ball, apple, sheep, head, rabbit,
bone, goat, maharishi, hill, cow,
oar, donkey, crop, wing, door.
 
Did any word pop out at you?
 
Most people will say the word “maharishi” stands out. Why? Read more »

19
Jul

Short-Term vs Long-Term Selling Strategy

Maybe I’m just on a streak, but it seems like I have been experiencing more and more salespeople/service providers who overpromise and under deliver, coming back after the fact with arguments about schedule and cost. 
 
I am getting the feeling that this is part of some companies’ strategies but “SELLER BEWARE!” Read more »

12
Jul

Your Clients May Be Salespeople Too

The ultimate gift we can bring to a client or prospect is an introduction to someone who might become a client of his or hers. 
 
Sometimes we get so focused on people as our buyers that we forget that they are often sellers too.  Read more »

5
Jul

The Psychology of Rejection – Stay on the Case

We all hate being rejected and our natural inclination is disappointment and the urge to move on. But not so fast…
 
While the buyer thinks he has a deal with your competitor, something like 20% of all deals fall apart between the handshake and the actual closing. Read more »

28
Jun

Sales Communication Tip: Repeat and Validate

Here is a quickie from our psych friends. The next time a prospect or a client makes what is obviously an important point he/she is trying to make, when he finishes repeat it back to him.  Read more »

21
Jun

Mood Transference: How Your Mood Can Impact Your Sales

Have you ever been at a bar after work with your friends and for whatever reason everybody starts laughing . . . I mean really having fun and whooping it up? Inevitably, other people nearby notice and often start smiling themselves, and some may even come over to join the fun.
 
Why?  Read more »

14
Jun

The First Network

This column is focused on younger salespeople and those of you who mentor and/or manage them, who may want to pass these thoughts along.
 
More and more, I have been noticing how well salespeople coming into the business are leveraging their high school and college alumni networks. The reason this activity has picked up is because the alumni associations themselves have become very proactive and sophisticated relative to networking, as well as the emergence of programs like Classmates.com.  Read more »

7
Jun

Thanks for Asking

Selling often comes down to the salesperson’s ability to answer questions with confidence and conviction. In many sales situations, the same two or three key questions come up almost every time. It is therefore incumbent upon us as salespeople to identify those pivotal questions and completely master the answers through research, practice and live rehearsal with partners.  Read more »

1
Jun

The Ultimate Test: One Question Every Salesperson Should Ask

Here is a question I like to ask myself every once and awhile as a salesperson: Will my clients miss me when I’m gone?
 
Sounds funny doesn’t it? I mean, it’s a little like asking what we want written on our tombstone, but I am not being quite that dramatic.
 
What I really mean is: Have I become an important enough part of the fabric of my customers’ intellectual and emotional lives that they would truly be sad to see me go both as a business resource and as a friend?
 
Read more »

25
May

“Love of the Game” 

(Name of clause in Michael Jordan’s Bulls’ contract allowing him to play in free, pickup games)
 
We often hear from sales managers who have tried to change or drive their salespeople’s behavior by changing their compensation plans, only to discover that, while succeeding in frustrating their salespeople, behavior does not change. In fact, changing compensation plans without taking a larger perspective is almost a sure way to create a hostile relationship between management and salespeople that can last for years . . . sometimes forever . . . as part of a culture of mistrust.
 
So why doesn’t simply changing compensation plans often change behavior? 
 
The reason can be found in the psychology behind motivating high-Drive salespeople.
 
Read more »

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