"Superstar Salespeople" - Selling Through Relationships
Sales Leaders' Roundtable
December 13, 2006, 6:30 PM - 9:00 PM
Richard Abraham, author of 'Mr. Schooze' and a highly sought-after speaker on sales issues, will explore the most important element in a superstar salesperson's profile. Learn more.
6:30 PM - 7:00 PM: Registration and Networking
We all know that 10% of the salespeople seem to get 90% of the business. But why? Intelligence? Raw talent? More time? All of these ingredients contribute, but Mr. Abraham's research shows that the single most important element in the superstar salesperson's profile is the ability to resonate emotionally with other human beings. What's important is the ability to develop meaningful and loyal relationships.
You would think that making emotional connections comes naturally to most salespeople, but this is usually not the case. In fact, most salespeople have never been exposed to the basic rules of engagement or the critical psychology that underlies successful communications and, ultimately, persuasion.
This roundtable event focuses upon the ways great salespeople, the "Tiger Woods" of the business world, carefully plan and implement one-on-one marketing and selling strategies. How great salespeople identify and deliver emotional value far beyond obvious business needs, often in the form of powerful cross networking and/or information that enhances their client's day-to-day lives.
At the end of the day, we demonstrate that selling is not about "taking," which is an unfortunate stereotype, but about "giving," which is the powerful contrarian approach superstars use to stand out from their competitors. Once a salesperson cracks the "giving for a living" code, everything changes, from body language to linguistics, resulting in a much more natural and relaxed atmosphere within which to conduct business and enjoy "the selling life".
The conclusions and recommendations are based upon rigorous research conducted and gathered by Ph.D.'s and over twenty-five years of personal experience on both the buy and sell side of major commercial real estate transactions. This presentation is entertaining, interactive, and loaded with powerful selling tools that audience members can use, immediately, to elevate their companies' marketing and selling platforms.
These ideas formed the basis for Richard Abraham's book, 'Mr. Shmooze'. The character of 'Mr. Shmooze' is larger than life. Mr. Shmooze is a composite of the greatest salespeople in the world, and the insight offered is designed to give salesmen and women a powerful advantage, turbocharging their sales results!
It's about emotions! All great salespeople are skilled at making powerful emotional connections first. Learn how they do it and why it works. It's about giving! All great salespeople understand that selling is not about taking--it's about giving. Learn how to understand what buyers really need and how to give it to them. Chances are it has nothing to do with the business of the day! It's about fun! Most salespeople take themselves way too seriously. Learn how great salespeople stand out by bringing joy, laughter and fun into their relationships with prospects and clients!
Richard Abraham is a speaker and consultant widely sought after by organizations like General Motors, Kimberly Clark, Sears and many other Fortune 500 companies. Mr. Abraham supplements his workshops and seminars with his publications, including the highly acclaimed book "Mr. Shmooze: The Art and Science of Selling Through Relationships."
Mr. Abraham brings tremendous credentials and experience to his work. Before dedicating his time to speaking and publishing, he served as CEO of Prime Group Realty Services, was president and co-founder of The John Buck Management Group, as well as president of CB Commercial/Koll Management Services, where he had oversight responsibility for a 300 million-square-foot portfolio of office, retail and industrial properties throughout the United States.
Mr. Abraham now brings the combination of sensible street smarts and serious strategies he employed in the service of these firms to the seminars and speeches he gives regularly, always conveying his message in an enjoyable, lighthearted way. "Selling is like breathing," he believes. "When done well, it is easy and natural, and no one even notices it is happening." Mr. Abraham engages his audiences the same way. The result is a winning formula that makes for an entertaining, motivational and highly informative event!