The Art and Science of Selling through Relationships
September 20, 2010: 6:30 PM - 8:45 PM
For Richard Abraham, selling in its most developed form is not about “taking” or “persuading.” Selling, believe it or not, is about “giving” and relationships. The good sales person starts by listening and then developing an understanding of what people really need, not just in business, but in life itself. A good sales person gives more than he takes. People trust him because he is passionate about their interests not his own.
Northern Illinois University - Naperville Campus
First Floor Lobby & Auditorium
1120 East Diehl Road
Driving Directions:From I-88, take Naperville Road exit which will take you to a "T" at Freedom Drive. Turn south onto Freedom Drive (that is a left turn if coming from the East on I-88). Take Freedom Drive to a "T" at Diehl Road. Turn right onto Diehl Road. Go 2-3 blocks. NIU will be on left, across from the Hampton Inn. Turn left onto driveway at west end of NIU property to park. From parking lot, enter center door of building.
$25 for general public
$20 for Chicago Booth alumni/students.
Register by September 15th for additional $5discount
6:30 PM-7:15 PM: Networking & Hors D'oeuvres
7:15 PM-8:45 PM: Program with Speaker
Save an additional $5 if register by September 15th
Bill Wentz, Class of 1988, XP-57 Roundtable Coordinator
Richard has developed an approach to selling that represents a composite of the most successful sales people in America. Come to hear him explain what he has learned about the best strategies and tactics for selling, combined with sensible street smarts. “Selling is like breathing,” he believes. “When done well, it is easy and natural, and no one even notices that it is happening.”
Richard Abraham is a speaker, writer and consultant widely sought after by many Fortune 500 companies. When not consulting or writing his syndicated column, he conducts workshops and seminars and speaks on the topics of relationship selling and maximizing the sales encounter. Richard supplements these speaking engagements with his publications, including the highly acclaimed book, Mr. Shmooze: The Art and Science of Selling through Relationships.