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 youve never sold before!

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.

Preface vii

Introduction ix

1 Breakfast with Mr. Shmooze 1

2 Telling a Story with Passion 11

3 Elevation 25

4 Dinner á la Shmooze 35

5 Entrepreneurs: A Special Breed with Special Needs 43

6 The Legend 55

7 Simply Networking Means Nothing 61

8 Death (Almost) by PowerPoint 65

9 War Whoops from the Managers 77

10 The Theater of Life 89

Postscript 97