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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

12
Sep

Hurricane Victims – A Friendly Reminder

My column goes out to a lot of people so let’s take a moment this week just to remind each other to contribute something to the double hurricane hits we took over the past month. 
 
If everybody who reads this column does even a little something in his/her own way, it will be very meaningful.
 
God Bless!

6
Sep

Feelings – The Source of Relationship Selling

Why does someone select a certain TV show, for example, over dozens of other alternatives? 
 
The knee jerk answer is that he/she “likes” the show.  But why?  Why does someone “like” the Tonight Show, or Game of Thrones or an NFL game?
 
The simple but deeper answer is that when a person watches a show she likes, it makes her “feel” good.  And as human beings, when we find something, or SOMEONE, that makes us feel good, we tend to seek out that experience again . . . and again. Read more »

24
Aug

“Know More!”

Years ago, when Sir Hugh Rigby, the Sergeant Surgeon to King George was asked “what makes a great surgeon (among the many),” he replied, “There isn’t much to choose from in manual dexterity . . . what distinguishes a great surgeon is that he KNOWS more than other surgeons.”
 
I would submit today that we can apply the same principal to sales to a large degree. 
 
Put yourself in the buyer’s shoes for a minute.  You have decided to buy a new TV . . . one with all the bells and whistles.  You roll into BestBuy and up wanders a part-timer . . . probably has some personal knowledge of technology but you can tell he is not answering your questions with conviction. 
Read more »

15
Aug

All Work and No Play . . .

Well summer is wrapping up and the kids will be heading back to school soon.  I hope everybody had a chance to take a break, enjoy their families and relax a little.  Read more »

8
Aug

Be Careful Not to Fall in Love with Your Own Stuff

I recently met with a prospect and we had a lively and productive exchange about his marketing and sales goals and objectives. When I am conducting such due diligence, it is interesting to see if the prospect is looking for new ideas or is more eager to gain affirmation for what he has already implemented.
 
In this case, I was encouraged because the prospect was self-aware, open-minded and collaborative.
 
Things were shaping up well until he said, “Let me show you our presentation package …it’s the best in the industry.” Out came the package, which he had obviously thrown his heart into, and which he presented to me like a proud father.
 
He then asked expectantly…“What do you think?” Read more »

27
Jul

Who Loves You Baby?

Testimonials have always been important, but even more so today thanks to the Internet.  People have become conditioned to look for reviews, Angie’s Lists and five stars every single day as they surf around, even when they are not buying. Read more »

18
Jul

How Often Do You Follow Up with Prospects?

There are any number of articles written about how many times a salesperson needs to follow up to close a deal.  The average number seems to be seven or eight.  I disagree.  Here is why. Read more »

11
Jul

A Culture of Enthusiasm and Success

It’s one thing to be individually a good manager or salesperson. You can make a good living and enjoy the individual triumphs along the way. But how about those rare companies that energize the whole organization in terms of client relations? Check this out.
 
My daughter plays tennis. She decided to take a break and did not play for a year. When she decided to re-engaged, we signed her up for lessons again at her old club. When she showed up, you would have thought she was Chrissie Evert! Read more »

20
Jun

The Powerful Impact of Smiling

I love running into a Mr. or Ms. Shmooze out of nowhere! It always validates my feelings about our theme.
 
I went to lunch with my father recently.  A tavern/grille in a country setting.  We settled in and started talking, waiting for the waiter or waitress to come to our table. And there she was!
 
“Welcome!  Can I help you?”
 
We both looked up and straight into one of the biggest smiles I have ever seen.  I mean ear-to-ear, and totally in the moment and sincere. She was a pretty girl, very natural, early twenties at most. Her face was absolutely alive . . . smiling, happy and absolutely focused on us.  I don’t know how she did it, but she held her smile throughout the entire lunch service, coming and going.  She was delightful.
 
This reminded me of some research we did years ago about smiling:  Read more »

6
Jun

A Quality Experience

I just spent a long weekend in New York City . . . beautiful Spring days in one of the most exciting cities on the planet. My wife and I had a little time to kill our last morning, so we decided to spend a few hours at Bergdorf Goodman, arguably one of the most prestigious department stores in retail.
 
Of course the windows and showrooms were off the charts, but the thing that struck me the most that relates to us here is the deep and rich knowledge of the salespeople.  Read more »