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Mr. Shmooze

Mr. Shmooze The Art and Science of Selling Through Relationships

Author: Richard Abraham
Publisher: John Wiley & Sons
ISBN: 9780470874363
Published In: September 2010
Format: Hardback , 98 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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Reorient your selling approach

Mr. 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.
•    Bring extraordinary passion and energy to personal communications
•    Generate contagious, positive feelings, lifting spirits because people buy with their emotions
•    Make the small, positive gestures that can lead to huge, long-term results
•    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 you’ve never sold before!

Preface.

Introduction.

1 Breakfast with Mr. Shmooze.

2 Telling a Story with Passion.

3 Elevation.

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.

Postscript.

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.