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Swim with the sharks without being eaten alive
Mackay, Harvey
Adult Nonfiction HF5386.M1963 1988

Comments  Summary  Contents  Excerpt  Reviews  Author Notes

ContentsPage
Forewordp. 7
I. - "I'd Like 15,000 Tickets for Tonight's Game, Please"p. 21
II. - Harvey Mackay's Short Course in Salesmanshipp. 31
Lesson 1 - It's Not How Much It's Worth, It's How Much People Think It's Worthp. 33
Lesson 2 - There Are Objections to Every Proposition, No Matter How Attractive . . .p. 37
Lesson 3 - Knowing Something About Your Customer Is Just as Important as Knowing Everything About Your Productp. 40
Lesson 4 - The 66-Question Customer Profilep. 43
Lesson 5 - The "Mackay 66" Continued: War Storiesp. 54
Lesson 6 - Once You Attach Your Personality to a Proposition, People Start Reacting . . .p. 57
Lesson 7 - Racial and Religious Prejudice and Human Envy Have Not Been Eliminated ...p. 57
Lesson 8 - How to Handle the Tough Prospectp. 60
Lesson 9 - Create Your Own Private Clubp. 66
Lesson 10 - Short Notes Yield Long Resultsp. 68
Lesson 11 - The Second-Best Place to Look for New Businessp. 70
Lesson 12 - What Every Salesperson--and Not Enough Entrepreneurs--Knowp. 71
Lesson 13 - Keep Your Eye on Your Time, Not on Your Watchp. 73
Lesson 14 - If You Don't Have a Destination, You'll Never Get Therep. 76
Lesson 15 - Believe in Yourself, Even When No One Else Doesp. 79
Lesson 16 - Seek Role Modelsp. 81
Lesson 17 - Fantasizep. 83
Lesson 18 - The Easiest, Least Expensive, and Most Neglected Form of Advertisingp. 86
Lesson 19 - Show Me a Guy Who Thinks He's a Self-Made Man and I'll Show You the Easiest Sell in the Worldp. 87
III. - Harvey Mackay's Short Course on Negotiationp. 89
Lesson 20 - Smile and Say No Until Your Tongue Bleedsp. 91
Lesson 21 - Send in the Clonesp. 95
Lesson 22 - There Is No Such Thing as a Sold-Out Housep. 98
Lesson 23 - Understanding Your Bankerp. 100
Lesson 24 - The Single Most Powerful Tool for Winning a Negotiation Is the Ability to Walk Away from the Table Without a Dealp. 103
Lesson 25 - "Calling Mr. Otis"p. 106
Lesson 26 - The Most Important Term in Any Contract Isn't in the Contractp. 108
Lesson 27 - Agreements Prevent Disagreementsp. 109
Lesson 28 - The Longer They Keep You Waiting, the More They Want to Dealp. 111
Lesson 29 - He Who Burns His Bridges Better Be a Damn Good Swimmerp. 113
Lesson 30 - Make Your Decisions with Your Heart, and What You'll End Up with Is Heart Diseasep. 115
Lesson 31 - Never Buy Anything in a Room with a Chandelierp. 118
Lesson 32 - Everything's Negotiablep. 121
Lesson 33 - The Buyer/Seller Battlep. 123
IV. - Harvey Mackay's Short Course in Managementp. 125
Lesson 34 - The Single Greatest Mistake a Manager Can Makep. 127
Lesson 35 - When a Person with Money Meets a Person with Experience . . .p. 132
Lesson 36 - You'll Always Get the Good News; It's How Quickly You Get the Bad News That Countsp. 136
Lesson 37 - Throw It on the Floorp. 138
Lesson 38 - Treat Your Suppliers the Way You Treat Your Customersp. 140
Lesson 39 - The Time for the Renaissance Man Was the Renaissancep. 144
Lesson 40 - Never Be Your Own Hatchet Manp. 147
Lesson 41 - On the Other Hand, If You Are Going to Be Your Own Hatchet Man . . .p. 149
Lesson 42 - Little Things Don't Mean a Lot; They Mean Everythingp. 151
Lesson 43 - How to Spot a Winnerp. 155
Lesson 44 - Your Best People May Spend Their Most Productive Time Staring at the Wallp. 157
Lesson 45 - It's More Fun When It's Spontaneousp. 159
Lesson 46 - Have You Ever Seen a Stand-up Strike?p. 160
Lesson 47 - It Isn't Practice That Makes Perfect; You Have to Add One Word: It's Perfect Practice That Makes Perfectp. 162
Lesson 48 - Trust the Experts . . . to Be Wrongp. 165
Lesson 49 - It Isn't the People You Fire Who Make Your Life Miserable, It's the People You Don'tp. 167
Lesson 50 - The Best Way to Chew Someone Outp. 168
Lesson 51 - Never Let Anyone, Particularly a Superstar, Pick His or Her Own Successorp. 170
Lesson 52 - Give More Conventions and You Can Give Fewer Raisesp. 172
Lesson 53 - How Many Salespeople Do You Have?p. 174
Lesson 54 - Get Bored Easilyp. 176
Lesson 55 - Ask an Old Grizzlyp. 178
Lesson 56 - Knowing When Not to Work Hard Is as Important as Knowing When Top. 180
Lesson 57 - Owning 1 Percent of Something Is Worth More Than Managing 100 Percent of Anythingp. 183
Lesson 58 - Dig Your Well Before You're Thirstyp. 186
Lesson 59 - Treat Your Own People the Way You Treat Your Customersp. 187
Lesson 60 - How to Be Firedp. 190
Lesson 61 - You Can't Solve a Problem Unless You First Admit You Have Onep. 192
Lesson 62 - If You Can Afford to Buy Your Way Out of a Problem, You Haven't Got a Problemp. 194
Lesson 63 - "I Have Never Seen a Bad Resume"p. 196
Lesson 64 - The Acid Test for Hiringp. 201
Lesson 65 - If You Want to Be Santa Claus, Your Sled Better Be Able to Pull a Trailerp. 202
Lesson 66 - What's the Best Way to Save Time?p. 203
Lesson 67 - Don't Get Mad and Don't Get Even Eitherp. 205
Lesson 68 - Know Thine Enemyp. 207
Lesson 69 - Don't Be Intimidated by a Reputationp. 219
V. - Quickiesp. 221
Quickie 1 - Gratitude Is the Least Deeply Felt of All Human Emotionsp. 223
Quickie 2 - It's Not Your Last Good Ideap. 224
Quickie 3 - Buy Cheap Cars and Expensive Housesp. 225
Quickie 4 - How to Get to Know a Celebrityp. 226
Quickie 5 - The Best RandD Firm in the World Is Never More Than a Phone Call Awayp. 228
Quickie 6 - "Nothing Is Greater to One Than One's Self Is"p. 230
Quickie 7 - There Is No Such Thing as a Bad Memoryp. 231
Quickie 8 - Put Your Memory Where Your Mouth Isp. 233
Quickie 9 - Stay Sharp by Predicting the Futurep. 234
Quickie 10 - It Usually Pays to Look Good, but Sometimes It Pays a Lot More to Look Badp. 235
Quickie 11 - Take a Millionaire to Lunchp. 236
Quickie 12 - It's Not Only Who You Know, but How You Get to Know Themp. 237
Quickie 13 - To a Normal Person, $10 Million Will Seem Like Enoughp. 238
Quickie 14 - How to Beat the Law of Supply and Demandp. 238
Quickie 15 - There Is a Place in the World for Anyone in the World Who Says, "I'll Take Care of It"p. 240
Quickie 16 - Never Give the Same Speech Oncep. 241
Quickie 17 - There Are Two Times in Life When You're Totally Alone: Just Before You Die and Just Before You Make a Speechp. 243
Quickie 18 - The Beauty of Cashp. 245
Quickie 19 - The Meaning of Lifep. 247
VI. - Helping Your Kids Beat the Oddsp. 249
Helping Your Kids Beat the Oddsp. 251
Don't Plan on Sticking Around Just to Collect the Gold Watchp. 252
Find Something You Like to Do and Make It Payp. 254
Make Believe Your Parents Are Right Some of the Timep. 255
There's No Future in Saying It Can't Be Donep. 257
It's Harder to Be a Success When Your Parents Already Arep. 258
VII. - The Closer: How to Succeedp. 261
How to Succeedp. 263
Determination + Goal-Setting + Concentration = Successp. 268


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