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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

16
Dec

Happy Holidays & Happy Selling

We are going to take the rest of December to refresh. But first, we’d like to take the opportunity to thank each of you for your support of our mission . . . providing insight and information to the most dynamic and interesting set of people in the business world . . . salespeople.

I make this next statement with complete conviction and sincerity.

Salespeople are the last pure capitalists. You wake up each morning unemployed and you have to get up, put the helmet on and produce. Nobody “gives” salespeople anything. You are lean and mean. You live by your wits and you eat what you kill. You are the tigers of the business rainforest.

I know that some who read this blog may not be strictly salespeople, you may be managers or professionals who also pursue a craft beyond selling, but you read our blog because you know that, at some level, we must all sell our ideas, and that we must all sell ourselves, in order to accomplish our objectives. To you I say, “Congratulations,” because you have decided to rise above your less ambitious peers, and your less energetic competitors, to enter that most rare of all realms, the realm of “rainmaker.”

To me, the selling life is the greatest life in the world. It combines curiosity with problem solving, human interaction with personal passion. It generates competitive fire and the ultimate sense of fulfillment when a transaction is achieved and each party is delighted with the result.

And sales, at its best, provides us with a daily opportunity to help people, to lift their spirits, to generate fellowship and build lifelong relationships.

So, remember, you are a very, very important person. The very life of your company depends upon how you and your fellow salespeople perform. Would you have it any other way?

We want to wish each of you a great holiday season and a healthy and happy 2020!

9
Dec

‘Tis the Season

The holiday season is a great time to experience just about every level of sales quality when we hit the malls. Obviously we are not going to expect the same level of training resources for most retail and seasonal salespeople that we would in the business to business environment, but it is still worthwhile to pay attention to preparation and, most of all, attitudes.

In making the rounds over the weekend, I loved dealing with the young kids who are working for a few weeks through the season. These are the kids that need the money and I had watched them earlier in the year filling out applications and heading into managers’ offices for interviews.

Nothing against the richer kids, but how much stronger are these people going to be when it comes time to go after a full-time job?

Anyway, for the most part, these seasonal employees came ready to play. They approached me immediately, almost always knew where to find what I was looking for, and usually had a decent grasp of the products they were representing.

Read more »
2
Dec

It’s a Numbers Game

Research shows that numbers have 10X more impact than words in the context of a sales conversation.

That is obviously a huge incentive for you to convert as many benefits of your products and services as you can into numbers you can communicate at key moments.

Read more »
25
Nov

Happy Thanksgiving

Thanksgiving is a great week! Kids coming home from school. Gathering with family and friends. And without the pressure of the Christmas holidays . . . yet.

Of course, in the background is all the noise about the government and the upcoming elections. But let’s face it, it all starts on Thursday, at home, with family.

Read more »
18
Nov

Black Friday and What it Can Teach Us as Salespeople

It was not that long ago when Thanksgiving weekend was all about family, turkey and football and the concept of Black Friday – the manic shopping day after Thanksgiving – did not even exist. Oh sure, people might head over to the mall and start doing some Christmas shopping, but it was a far cry from the institution and media phenomenon that exists today.

So, how were the retailers able to drum up this feeding frenzy?

Read more »
11
Nov

It’s a Blast

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In their book (which is great by the way), “The 22 Immutable Laws of Marketing,” authors Al Ries and Jack Trout make a great point when they state:
 

“You have to BLAST your way into someone else’s mind!”

 
Think about that for a moment. Buyers are bombarded with marketing and sales from all sides. Almost all of it is mediocre or average in terms of making a real impression or turning their heads. The amount of noise and clutter is astronomical these days.
 
So, how can you break through all that and “blast your way into someone else’s mind?” Read more »

4
Nov

One Technique to Get to “Yes”

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We have all been in situations in which we know the buyer wants to pull the trigger, and the outcome will be good for everyone, but he cannot quite overcome his fear of making a mistake.
 
Here is a technique to help move toward closure. It goes something like this. Read more »

28
Oct

How Pros Connect the Dots

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There is a very successful Realtor I know who sells high-end second homes in a fashionable resort community. It is well-documented that the vacation home market is under severe pressure, but, of course, that is when the talent in the industry shows its stuff.
 
Here is an example. Read more »

21
Oct

Expert Advice

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What is your specialty?
 
The reason that I ask is because customers love to buy from specialists. That is, from people they believe are absolute experts in a given area in which the buyer has a high degree of interest.
 
Doctors are great examples. If we are told, God forbid, that we may need to have a quadruple bypass, the chances are that we are not going to seek out just any doctor’s advice. We are going to try to find the best heart specialist we can . . . someone who can convince us that he/she has great knowledge and expertise about open-heart surgery.
 
A more mundane example: Read more »

7
Oct

Don’t Waste Your Expensive Brochures

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Yesterday I received a very expensive brochure in the mail, almost magazine quality. It was beautifully designed with striking colors and even wrapped in a transparent wrapper. I was impressed . . . so impressed that I tossed it into the garbage without removing the wrapper. 
 
I know that you do the same, every day, at home and at work.
 
This is not a knock on brochures. Most of us use such important collateral material all the time in the course of our direct mail marketing and as leave behinds at meetings. 
 
But here is the difference. Read more »