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Mr. Shmooze: The Art and Science of Selling Through Relationships Hardcover – October, 2002


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Product Details

  • Hardcover: 90 pages
  • Publisher: The Richard Abraham Company, LLC (October 2002)
  • Language: English
  • ISBN-10: 0974199605
  • ISBN-13: 978-0974199603
  • Product Dimensions: 8.8 x 5.9 x 0.5 inches
  • Shipping Weight: 11.2 ounces
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (39 customer reviews)
  • Amazon Best Sellers Rank: #1,278,518 in Books (See Top 100 in Books)

Editorial Reviews

Review

"Mr. Shmooze is an inspiration!" -- Stephan Perrault, Principal, Wellspring Creative Communications

"Of all the advisors brought to our marketing and sales efforts, these folks have by far the biggest impact!" -- Kevin Cushing, President, Progressive Partners

"This is a first-rate educational book for everyone in business--from those just beginning to seasoned professionals." -- Beth Treacy, President, Treacy Marketing Group

From the Inside Flap

Do you know Mr. Shmooze? You might. You know that person who can light up a room? Who makes business fun while making it look easy? You know that person who always thinks of that extra little something—a shared hobby, a mutual friend, passion for a cause—because he or she genuinely loves bringing people together?

Believe it or not, that person, that "Mr. Shmooze," has mastered the secret of selling: selling is giving. The greatest salespeople actually give for a living. Now how does that work?

If you want to find out, spend some time with Mr. Shmooze in this entertaining, lighthearted, and inspiring fable. Join Mr. Shmooze and his summer intern Robert on a journey into the hearts and minds of the people they touch in so many engaging and powerful ways. Read and learn how to build lifelong relationships by focusing on real connections with real people. If this sounds like a natural and thoroughly enjoyable approachto selling, that's because it is!

"Selling is the art and science of a great subject: the subject of life," says Mr. Shmooze. Mr. Shmooze gives you a look at how business and life—and success in both—are natural allies, not separate compartments. You'll see how sales skills matter not just in making deals but also in adding value to people's lives, whether through worthy causes or simple, day-to-day interactions. In one sales setting after another, Mr. Shmooze demonstrates how you can bring more passion, commitment, leadership, optimism, and energy to your life and work.

Do you believe in win-win relationships? In "doing well by doing good"? If so, Mr. Shmooze gives you a one-of-a-kind toolbox to build fellowship and goodwill into your selling strategy. Who is Mr. Shmooze? Find out . . . and unlock your own irresistible force for success not just in sales, but in life itself! --This text refers to an alternate Hardcover edition.


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Customer Reviews

4.3 out of 5 stars
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See all 39 customer reviews
We all know a Mr Shmooze, he's that guy!
Jay Patel
I highly recommend this book to anyone in the sales and marketing industry.
Amazon Customer
It is written in story format and very easy to read.
R. E.

Most Helpful Customer Reviews

10 of 10 people found the following review helpful By Bob Burg on November 22, 2004
Format: Hardcover
Richard Abraham has written a parable on "selling through relationships" that will be treasured by anyone in sales fortunate enough to come across this book.

An easy and compelling read, the reader gets to learn from the book's hero right alongside Robert, the young protégé, actually a college student doing a Summer internship. While a composite of several selling stars, the main character was inspired by the author's good friend, an extremely successful Atlanta businessman, Brett Hunsaker.

The protagonist, "Mr. Shmooze", a business and marketing consultant, has built a huge business by giving of himself to others, always desiring to add value to the lives of those he touches. (Quick point here: Because the term "shmooze" often has a negative connotation, another name for Mr. Shmooze may have better served this extraordinary work. He's actually not a "schmoozer", he's a caring, giving person who is always concerned with the other person and how he can add positively to the other person's life.)

He focuses on making others feel good about themselves, which is one of the key lessons any young salesperson should learn heading into the profession of sales. He continually introduces people to one another, always helping others. He's passionate about what he does and he has a lot of fun doing it, as does everyone around him.

Fortunately for the reader, as well as for Robert, he also happens to enjoy teaching others how to do the same. This, by the way, is typical of superstars in all aspects of life; they enjoy mentoring others and encouraging others to reach their potential.

Throughout this book, you'll learn many principles involved in good salesmanship and service to others. I won't take up the space to list them all here.
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7 of 7 people found the following review helpful By Diana Cale on October 12, 2005
Format: Hardcover
Wow. Buy this book, no matter who you are or how you make your living. I actually complained to the cashier at the bookstore about the price of this book, but now I realize this book is worth it's price x $1,000 and surely more, over time. A quarter of the way through the book I felt my perspective on all of my current relationships start to change dramatically, and while I was reading the book, I had to take down notes of all the new ideas I was getting about how to relate to my friends, family and acquaintances. Less than 24 hours after finishing the book, I am relating to people in a very different way, and noticing how much more warm they are toward me in return. Talk about results. Buy this book.
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3 of 3 people found the following review helpful By R. E. on November 24, 2008
Format: Hardcover Verified Purchase
This is one of the best books of all time. It is written in story format and very easy to read. It has changed how I do certain things in a good way. It makes you more conscious of others. I have read this book twice to pick more out of it. All that and it takes no time to read at all.
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2 of 2 people found the following review helpful By D. Cernich on April 7, 2006
Format: Hardcover
This book is one of those rare finds that can truly light the fire! The ideas are presented in a fun, easy and quick read. I find myself generating even more ideas because, like a "yes pattern," reading Mr. Shmooze puts my mind in a "creativity pattern" that encourages me to keep taking my thinking to the next level.

I read it every time I need a little motivation, or each time I am searching for a solution and need to think outside the box.

You don't have to be in a sales role to benefit from this book. Everyday, we all need to sell ourselves and our ideas to our Supervisors, Co-workers, clients, customers and even our families. Mr. Shmooze can help.
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2 of 2 people found the following review helpful By S. Taylor on October 25, 2007
Format: Hardcover Verified Purchase
Great book that will get you thinking about elevating your game. Specifically applying creative approach to developing relationships. Plenty of sales books tell you "relationships are important" (DUH!). Book entails some practical example that are easy to apply....I recommend it.
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2 of 2 people found the following review helpful By David J. Ray on September 17, 2007
Format: Hardcover
Very enlightening and informative. It is very quick reading for those who don't have a lot of time. I believe if you were to put some of these ideas into place, it would pay dividends.
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1 of 1 people found the following review helpful By David Brahm on February 26, 2010
Format: Hardcover
I recommend this book (along with "Raving Fans" by Ken Blanchard & Sheldon Bowles) to friends who are marketing & sales professionals seeking insight into account management best practices. The likeable hero of the story goes out of his way to make people around him feel better about themselves. As a consequence, his customers, prospects, suppliers, partners, employees, etc. love him - and love his company and its products as well. Mr. Schmooze practices the platinum rule by delivering personalized service that demonstrates how he values and appreciates his relationship with each individual.

He employs variants of the methods that couples use to express their love and commitment to each other summarized in Gary Chapman's "The Five Love Languages". The surprising results of years of family therapy research are that each of us communicates our love in five different ways:

Acts of Service
Words of Affirmation
Physical Touch
Quality Time
Gifts

These are powerful lessons for building and nurturing healthy interpersonal relations - for fun and profit!
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1 of 1 people found the following review helpful By C. Croner on May 3, 2010
Format: Hardcover Verified Purchase
As an organizational psychologist, I enjoyed this book's message about building lasting business relationships by giving to others. The titular character, Mr. Shmooze, is loved by his customers because his relationships with them are based on their needs and interests. Mr. Shmooze's passion for "elevating" the quality of every interaction is contagious. His positive presence brings out the enthusiasm in others. The psychological term for this phenomenon is "emotional contagion," and this book provides a simple and elegant, but powerful example of how the best salespeople build lasting bonds with their customers.
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