Mr. Shmooze: The Art and Science of Selling Through Relationships

ISBN-13: 9780470874363 / Angielski / Twarda / 2010 / 112 str.

Richard Abraham

Opis

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

Spis treści

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.

O autorze

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.

Blurb

Praise for Mr. Shmooze

"The chapter on ′elevation′ alone is worth ten times (actually, many, many times) the price of this book and if a sales professional learned this lesson alone and no more, they would see their production rise significantly."
Bob Burg, author of Endless Referrals and Winning without Intimidation

"Of all the advisors I′ve brought to our marketing and sales efforts, these folks have by far the biggest impact. Their character, Mr. Shmooze, is my hero! He lives passionately and brings joy to everyone he meets. What a perfect prescription for happiness and success."
Kevin Cushing, President, Progressive Partners

"Mr. Shmooze is an inspiration! It′s fun to read and sheds wonderful new light on the art and science of relationship building. This is a first–rate educational book for everyone in business, from those just beginning to seasoned professionals."
Beth Treacy, President, Treacy Marketing Group

"Like many successful marketing mavens, I′m skeptical of thin ′guru′ books. I read Mr. Shmooze to get a little reinforcement for stuff I figured I already knew. Wow! I had practiced many of the techniques contained in this book, but I had never ′elevated′ every aspect of my game like Shmooze! I bought copies for everyone on my team so that together we can shmooze our way to the very top . . . and have more fun than ever in the process!"
David A. Stedman, President and CEO, The Alliance