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A collection of personal success maxims and selling tactics, learned over thirty years of Harvey Mackay's own hugely successful business career. Packed with marketing and motivational nuggets that you can put into practice today, and some of the most dynamic techniques for soliciting and closing a sale ever devised, here is a book of clear principles and easily applicable practice. In short, pithy chapters Mackay tells you things like how to get appointments with customers who are sure they don't want to see you - and make them glad they said yes; how to smile and say no to negotiating pressure until your tongue bleeds; how to understand the customer first, last and always, using the Mackay 66 questions. Humorous, human and always to the point.
- Sales Rank: #13025770 in Books
- Published on: 1989-10-05
- Original language: English
- Number of items: 1
- Dimensions: 7.72" h x .59" w x 5.12" l, .35 pounds
- Binding: Paperback
- 224 pages
Review
Super-salesman's secrets...Mackay's book is interesting, entertaining - and useful WALL STREET JOURNAL Everything business schools are too polite to teach GLORIA STEINEM His own story shows that his tips on salesmanship can work... NEWSWEEK
From the Inside Flap
A super salesman, a sportsman, a popular public speaker and motivator, Harvey Mackay has evolved some of the most dynamic techniques for soliciting and closing a sale ever devised. In this book he reviews the secrets of his success.
About the Author
Harvey Mackay is the chairman and chief executive officer of the Mackay Envelope Corporation, a one-time failing company which he bought when he was twenty-six and turned into a multimillion dollar industry leader. He is an internationally renowned public speaker.
Most helpful customer reviews
1 of 1 people found the following review helpful.
Not Great but Not Bad, Maybe Good for a Rookie to the Business World
By Jay Johnson
This wasn't a great book and it wasn't a bad book. It was readable to the sense that it didn't put me to sleep but it also wasn't exciting to the point that I didn't want to put it down. It was interesting but not a book where you will take away a lot of new ideas if you have been around for a long time in the business world.
The book is broken up into a bunch of mini-chapters what the author calls Lessons and Quickies. Each lesson gives a little bit of advice or wisdom. The lesson can be one page, one line on a page or a few pages. I think that maybe someone starting out in sales might find some of the earlier chapters useful. In these early chapters there is focus on the customer and how to know your customer. After the sales chapters the book kind of goes off into a bunch of different topics.
Again, its an ok read. Recommended for a beginner in business not recommended for an experienced executive.
1 of 1 people found the following review helpful.
I'm Swimming with the Sharks and Loving It
By Juan V
As an avid business book reader, I've heard nothing but great things about this book. Greats reviews, comments, and praise....hmm, I have to admit that I was a little skeptical.
So I decided to pick up this book for a plane ride from Chicago to Puerto Rico which is about a five hour ride. Well, that was one of the fastest plane rides I have ever had. I couldn't put the book down.
Be prepared to take a lot of notes, as the style used to write this book is very fast and free flowing. It's loaded with golden nuggets, so take your time going through it. It might even be a good idea to read it more than once.
The one negative that I will say about the book is that Mr Mackay is a highly connected man as he mingles with athletes, celebrities, etc. Connections that the average person may not see on a daily basis. This isn't necessarily a bad thing but it may turn people off, thinking it doesn't apply to their specific situation. But if you dig deep, you find ways to apply his principles to any situation you may be in....just a thought.
Hope this review helps and buy this book!
1 of 1 people found the following review helpful.
Some "aha" moments
By Sucker for PUNishment
I read this book from the standpoint of someone who is trying to build up the loan and account portfolio at a branch (which I manage) of one of the nation's top 5 banks.
That being the perspective of your reviewer, I found a lot of information in Mr. Mackay's book to be effective in helping me build my business.
One example: until recently, I emotionally beat myself down each time I didn't land a new customer when going on business calls. In "Swim with the Sharks" Mackay says it's just fine to position yourself as "Number 2" in the prospects mind. That is, if you don't get the new account when you first visit the prospect don't worry about it. Use targeted persistence and over time, when that prospect's current service provider stumbles, you will be "number 2" in line and ready to serve their needs.
Mackay then gives you a very detailed and specific framework to use so that you A) know how to persist and be positioned to move from #2 to #1 and B) don't tumble from the #1 spot once you get there.
For more seasoned sales people this may be common knowledge. For most others, like me, the reasoning is so logical (yet under practiced) that it seems like it must be common knowledge.
Since reading this book in late March, 2010 I have wrenched 2 new business customers from competing banks and I attribute these successes to not only the nuts-and-bolts in "Swim with the Sharks" but also to the confidence having these kinds of concepts and tools gives you.
Mackay also touches on topics that will be of utility to entrepreneurs and business owners - a group I hope to join. In my current position these ideas help me better understand the mind of many of the people I serve while at the same time building my understanding for my own future independent endeavors.
I purchased this book for $11.51. It is my opinion that the value is worth more than the price.
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