Mr. Shmooze The Art and Science of Selling Through Relationships

by Abraham, Richard

• ISBN13: 9780470874363
• ISBN10: 0470874368
• Edition: 1st
• Format: Hardcover
• Copyright: 2010-10-05
• Publisher: Wiley

Summary

Reorient your selling approachMr. Shmooze is the parable 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. His customers love him because he gives more than he takes. They trust him because he is passionate about their interests. And, at the end of the day, they reward him handsomely for bringing joy, humor and wisdom into their lives. Woven into the story are several powerful lessons for salespeople in all industries who attempt to build relationships as the emotional bridge to their clients. bull; Bring extraordinary passion and energy to personal communications bull; Generate contagious, positive feelings, lifting spirits because people buy with their emotions bull; Make the small, positive gestures that can lead to huge, long-term results bull; Abraham has had a diverse business career that has established him as a well-known expert on what makes high-performing salespeople Mr. Shmooze gives you the new approach you need to sell like yours"ve never sold before!

Author Biography

Richard Abraham is CEO of SalesDrive, LLC, and is a speaker, writer, and consultant who conducts workshops and seminars on relationship selling and maximizing the sales encounter. Before dedicating his time to speaking and publishing, he served as president of Prime Group Realty Services, president and cofounder of The John Buck Management Group, and president of CB Commercial/Koll Management Services. Mr. Abraham has established himself as a well-known expert on high-performance salespeople with more than 100 clients, ranging from entrepreneurs to Fortune 500 firms alike.

Table of Contents

Preface

Introduction

Breakfast with Mr. Shmooze

Telling a Story with Passion

Elevation

Dinner á la Shmooze

Entrepreneurs: A Special Breed with Special Needs

"The Legend"

Simply NetworkingMeans Nothing

Death (Almost) by PowerPoint

War Whoops from the Managers

The Theater of Life

Postscript

Table of Contents provided by Publisher. All Rights Reserved.