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.
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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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Body language is a major element of communications in all species. When it comes to human beings, research has shown body language to be even more powerful than verbal communication, as it’s an indicator of a person’s true feelings and motives. As professional communicators (salespeople), it is mission critical that we have a good understanding of other peoples’ body language and what we are conveying with our own.
There are hundreds of books on this subject and we obviously cannot tackle this huge body of work in depth here, but there is one simple gesture that generates astonishing, subliminal power both on the giving and the receiving end . . . the SMILE. Sound a little light? Check this out. Read more
Selling is and always will be a numbers game to the extent that, the more people we communicate with, the more people are likely to transact with us. In that light, here is a simple tip from a very successful salesperson I know, that you may want to consider in your own selling strategy. Read more
Many of the contemporary and historical figures I admire most, share a common characteristic that translates perfectly to sales. They never, ever, EVER give up going after a goal they think is worth achieving. People who come to mind are Pat Riley, Winston Churchill, Michael Jordan, Rick Pitino and others who, once they decided what they wanted, went after it with a focus and tenacity that just would not be denied. Read more
Most of us, who sell for a living, have pretty healthy egos so when I ask a question like, “Are you a good listener?” You probably answered “yes!” Here is the problem.
In a survey taken of salespeople in the financial services arena, in a one hour meeting, the salespeople talked for 48 minutes and listened for 12 minutes. Whoops . . . 48 to 12 . . . that pretty much violates every communication rule in the book . . . 48 to 12 is not communication, it is domination . . . exactly the kind of behavior that often gives sales, and salespeople, a bad name. Read more