Download Mr. Shmooze: The Art and Science of Selling Through by Richard Abraham PDF

By Richard Abraham

As an organizational psychologist, I loved this book's message approximately construction lasting company relationships via giving to others. The titular personality, Mr. Shmooze, is enjoyed through his shoppers simply because his relationships with them are in accordance with their wishes and pursuits. Mr. Shmooze's ardour for "elevating" the standard of each interplay is contagious. His optimistic presence brings out the keenness in others. The mental time period for this phenomenon is "emotional contagion," and this ebook presents an easy and stylish, yet robust instance of the way the simplest salespeople construct lasting bonds with their consumers.

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

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Or repent in a hurry. Assuming That Clients Will Think You Are Being Honest with Them Even if you have a mantel full of awards at home that say, ‘‘The Most Honest Salesperson Ever,’’ you have to constantly prove your honesty and trustworthiness to people you meet. Treating Prospecting as Something You’ll Outgrow Eventually 39 Sadly, it is a human characteristic that people tend to remember and talk more often about the negative experiences they’ve had than they do about the positive ones. Consider a bad experience you might have had in the past with a dishonest salesperson.

Do all your baby boomer clients make decisions the same way? Of course not. If we judge people by their titles or a characteristic and talk to them accordingly, we most likely won’t get the results we’re looking for. Besides, who has time for all that personality profiling and categorizing when there are sales to close? A two-way, open, honest conversation with all clients will enable us to discover what our buyers really want and need. These courses and seminars are not all bad. They can be helpful if they cause us to think more deeply about how to meet individual needs and how to best communicate with others.

It’s a valid and important part of human thought processes. The trouble with assumptions—arriving at conclusions based on what we think we know—arises when we don’t check them against verifiable facts. In business and sales, this can present a significant problem in the way we interact and communicate with clients and potential clients. Righteousness is toxic to sales. Have you ever met someone who thinks he’s always right? Or a salesperson who acts like she knows you? This is just one reason why understanding we could be wrong is so valuable.

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