The Art & Science of Selling Through Relationships presented by Richard Abraham, leading author and speaker. At Northern Illinois University Naperville Campus on Monday, September 20, 2010. Hosted by William Wentz, Board Chair, The University of Chicago Booth School of Business Entrepreneurial Roundtable. Video taped by Stone Cliff Productions, Inc.
For Richard Abraham, selling in its most developed form is not about “taking”; nor is it about “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.
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.