Reorient your selling approach
Mr. Shmooze is the parable of a man who reveals thesecret shared by all superstar salespeople. Selling, in its mostexquisite 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 hequickly comes to understand what people really need. His customerslove him because he gives more than he takes. They trust himbecause he is passionate about their interests. And, at the end ofthe day, they reward him handsomely for bringing joy, humor andwisdom into their lives. Woven into the story are several powerfullessons for salespeople in all industries who attempt to buildrelationships as the emotional bridge to their clients.• Bring extraordinary passion and energy topersonal communications• Generate contagious, positive feelings,lifting spirits because people buy with their emotions• Make the small, positive gestures thatcan lead to huge, long-term results• Abraham has had a diverse business careerthat has established him as a well-known expert on what makeshigh-performing salespeopleMr. Shmooze gives you the new approach you need to sell likeyou’ve never sold before!
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About the Author
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
1 Breakfast with Mr. Shmooze.
2 Telling a Story with Passion.
4 Dinner á la Shmooze.
5 Entrepreneurs: A Special Breed with Special Needs.
6 "The Legend".
7 Simply NetworkingMeans Nothing.
8 Death (Almost) by PowerPoint.
9 War Whoops from the Managers.
10 The Theater of Life.