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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
Aug

Digital Will Never Replace Salespeople

People are talking about whether or not digital marketing will replace salespeople. Well, radio advertising did not replace salespeople, TV advertising did not replace salespeople and digital marketing and advertising won’t either. 
 
Like earlier forms of promotion, smart companies are using digital marketing to set up salespeople and the closing process, and the data shows that they work best together.  Read more »

16
Aug

K.I.S.S. – A Good Policy in a Noisy World

We like to talk in our workshops about the incredible power of keeping things simple. We are all overwhelmed with information in the digital age and one way to really stand out and often appeal greatly to prospects and customers is to reduce the noise and just deliver straight answers and provide no nonsense, great service.  Read more »

9
Aug

Selling is a Numbers Game

Research tells us that numbers are 10x more memorable than words.
 
So, when we are preparing our sales discussions, whenever possible, we should drop a credible number into the mix to replace a softer adjective.
 
For example: Read more »

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 »

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