Richard L. Florman

Lee Sterling Ald Mark Anthony Mary Dawne Arden Seymour Bosworth Henry Calero Scott R. Campbell Susan Constantine Milton Dawes Alastair Dobbie Russel Fershleiser Richard L. Florman Brian McArthur Sanford Mevorah Garry Mitchell Juliet Nierenberg Michele S. Riley Irene S. Ross Brian Rotsztein Alan Schnurman Cary Silberman Carolyn Swartz

Richard Florman has worked in the areas of business and corporate negotiating, sales training and management for over 30 years for some of the nation's top companies such as AT&T, Bank of America, Olympus Corp., NCR, Internal Revenue Service, the Altria Group, the Florida Association of Counties, Lascelles de Mercado, Banner Pharmacaps, Infineon, Starr Robbins and Princeton University, Felderhoff Oil Drilling (CPX), Wray & Nephew, Pallet Association of America, BNSF Railway, and FieldTurf. He lectures extensively abroad in Europe and Asia. He recently conducted a negotiation seminar for a major Caribbean distribution and importing company in Jamaica.

In 1991, Mr. Florman joined the Negotiation Institute and has worked closely with its founder, Gerard Nierenberg to further develop training techniques to add to the world famous seminar, "The Art of Negotiating®". Richard brings his strong background as a negotiator, motivator and effective communicator as well as his business experience to the programs.

Popular programs include:

In 1996, Richard started his own company Techniques Sales Training & Motivational Co., Inc. He has given motivational speeches and customer skills training to hundreds of companies. Among those who have sought his services are Citibank's Retention Specialists and their Customer Service Representatives who he coached in techniques of interpersonal communication skills with the result of becoming more professional and helpful when dealing with card members. He developed an Interpersonal Communication skills program for the collection department of Citicorp. His consulting services for Diners Club have made their customer service representatives more effective and professional when dealing with their clients. His program, Professional Sales Training, deals with both business to business and business to customer sales training.

In 1998, Richard consulted almost exclusively with Wells Fargo at their Beaverton, OR., Des Moines, IA., and Concord CA. call centers to train their Service Representatives on effective account retention and cross-selling techniques. Richard has also worked with both the Internet and Home Equity Group at Wells Fargo to enhance their sales efforts.

Richard is co-author of "7 Proven Strategies to Turn Every Customer Interaction into a Sale", and has written numerous articles for Dartnell Publication. Other articles are "Successful Sales Closing Techniques" and "How to Turn Features into Reasons to Buy."

Richard received his BA in Marketing and Communications at the University of Bridgeport and his MBA in Business Administration from Adelphi University Graduate School of Business. Rich also held the positions of disc jockey and then General Manager of a large radio station in Connecticut.