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

by Richard Abraham

Using the characters of Mr. Shmooze and his intern, the author presents advice and instruction on how relationship building skills can be used to enhance and improve salesmanship.

Genres: Business, Nonfiction, Biography

90 pages, Hardcover

First published October 1, 2002

Reviews

[Peter Dikeos · Rating 5 out of 5]

This is a great book that talks about a fictional character called Mr. Shmooze. As the name suggests, Mr. Shmooze is the perfect example of how to be in tune with the needs of the people around him, and make them feel like they are the most important thing in their lives.

With many influences from the seminal book "How to make friends and influence people", and exploring the basics of human emotional needs, and how Mr. Shmooze manages to meet these needs to create relationships with his clients.

This is an excellent, short read with a lot of practical examples of creating relationships that evolve into sales.

[Melissa Allen · Rating 4 out of 5]

Quick - fast - fun read. I totally agree with most everything in this book & feel I do a pretty good job at practicing what this book preaches.

The only thing I didn't totally agree with is buying all these gifts to try to further your relationship with people. If everyone is getting goodies from Mr. Schmooze - some might find it too much & possibly fake after a while. I do think making people feel special is important - but I feel you never want people to feel they owe you one. In my opinion it should be a little more casual & out of the blue then sending things right after you meet with the person.

I did like how he researched the baseball camps -- things like that mean you took the time to do something for someone else -- to me that is much more touching & will strengthen the relationship more than an autographed baseball will.

But --- everything else I thought was spot on!! Creating an experience people won't forget & making them want to be around you - so true! Totally worth reading!!

[Ronnie · Rating 4 out of 5]

Very easy and quick read. Will quickly inspire you to really care for your clients in unexpected ways.

Keys for selling
chapter 1
-compliment people and say something exciting every time you engage
-Make people laugh and find commonalities and paint specific pictures for people to get them excited
-Specific numbers stick with people.
-People buy from pleasure or pain which do they associate you with
chapter 2

chapter 3

chapter 4

chapter 5

chapter 10

[Devon Aguirre · Rating 2 out of 5]

this was an interesting quick read about a sales consultant shmoozing clients. I didn't find it be super informative other than telling the reader to make their clients happy and give them gifts. It was just stories about the subject character goes throughout his day.

[Janice · Rating 4 out of 5]

For this introvert this book emphasized the importance of relationship and showing natural interest and curiosity in others. "Networking" is not the goal but relationship.

[Jacqueline · Rating 4 out of 5]

So many great points about how to build the relationships and sell with passion and positivity, not matter what it is

[Caitlin · Rating 3 out of 5]

The highlight for me was that the essence of it was what goes around, comes around. Be kind, be yourself, and make people happy and you’re good to go.

[Radley Priestino-west · Rating 5 out of 5]

Great short read. Will read it a couple more times to reinforce the ideas.

[Matea · Rating 3 out of 5]

Easy read with good insight.

[Lauren Watson · Rating 2 out of 5]

Short read but didn’t give a lot of sales advice as I thought it would.

[Khadijah · Rating 5 out of 5]

Recommended by a friend and did not disappoint! Fun to read and insightful.

[Jordan · Rating 4 out of 5]

Fascinating insight into the keys to a successful sales career through relationship building.

[Jamie Arcykiewicz · Rating 4 out of 5]

Loved this book. Gave me such good ideas to impress clients! It made me think outside of the box :)

[Matt Gwynn · Rating 5 out of 5]

This was probably my favorite business read that falls under the category of both short and based off of a fictional story. The author understands sales very well which is why Mr. Schmooze and the lessons he taught rang so true to me. "Selling is really the art and science of a much higher subject. The subject of life. Everyone communicates, listens, attempts to persuade, all day, every day of their lives. Yes, there are bad salespeople out there, just like there are bad politicians, journalists, and lawyers. I am talking about decent people who are willing to work hard, learn their craft, and sell for their living. There is no other profession that marries disposition and emotion with craft so closely. There is no other career that allows one the opportunity to spread goodwill and get paid so handsomely for it. My God, think about it. Every morning, when I wake up, my mission is so clear! The happier I make myself, the happier I can make other people. The happier I can make other people, the more I get paid. Talk about positive reinforcement! End of lesson! Any questions?"

[Keri Castellano · Rating 2 out of 5]

If you are reading this book to get A better understanding of selling through relationships, start at chapter 5. if you take this book too literal you will go broke. Chapters 1-5 spend most of its time developing the relationship with the client on an "wow" level. Standing out by using dollar signs. Using elaborate and thoughtful pricey gifts to get someone to notice you. Once you get past that on to chapters 5 he teaches you why you need the relationships and what it means to stand out. If you take this book for what it's worth, "yes get excited about selling and about what your selling, be passionate on what and who you represent. But I personally believe you can do that without all that he fancy high dollar gifts. That mostly turned me off from the book. The book that teaches you about selling by starting you off by giving.

[Mike · Rating 5 out of 5]

This short book contains key lessons that will lead to success in any business endeavor. Many business books told in story format don't feel "real" but this is the rare exception. You are right there in the middle of a grand business adventure!

I re-read this book often and knew it was the first book I HAD to read in 2016. Why? It sets the stage to go out and do more, do it bigger, and do it with an infectious energy that everyone loves. The result is more for everybody involved.

Read it, then go back through it with pen in hand to capture every last nugget. Start applying what you learn on your very next sales call or business meeting and see what happens.

Used copies of the original edition sell for over $100 on Amazon for a reason. Grab the Kindle version and it will quickly become one of your regular reads too.

[Michelle Hill · Rating 5 out of 5]

I read this saturday night. It only took about 1 1/2 hours. It's a quick read. My husband was reading it and I thought it looked interesting. I loved it! It's meant for the business-professional, but I found many applications applicable to my life (both as a parent and person).

Aundi, you should have your hubby read it.

[Michael Weening · Rating 5 out of 5]

One of my Top 5 sales books. I have had Richard speak to my sales organizations (via webinars) in 3 orgs and love his view on sales.

Relationship selling is critical to any sales team and while this book is "over the top", it makes the point. Do this 50% as well as illustrated, and you will be at the top.

[C. Spencer Reynolds · Rating 5 out of 5]

One of my most recommended books! I give this to almost all of my coaching clients!

[Kin Thompson · Rating 5 out of 5]

Great book - easy read. I would love to meet/and be this guy! Really makes me think about adding value to other people and being more intentional in my relationships.

[Blaine Strickland · Rating 5 out of 5]

A short, entertaining, easily read business fable. Encourages, passion, enthusiasm and careful preparation in your dealings with clients and prospects.

[Kathy Markee vasel · Rating 4 out of 5]

This book is an excellent read for anyone in sales or the people business. The story is good and Mr Shmooze is the epitome of mastering relationships for business.