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Swim with the sharks without being eaten alive
Mackay, Harvey
Adult Nonfiction 650.1 M
Mackay, Harvey
Adult Nonfiction 650.1 M
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| Contents | Page |
|---|---|
| Foreword | p. 7 |
| I. - "I'd Like 15,000 Tickets for Tonight's Game, Please" | p. 21 |
| II. - Harvey Mackay's Short Course in Salesmanship | p. 31 |
| Lesson 1 - It's Not How Much It's Worth, It's How Much People Think It's Worth | p. 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 Product | p. 40 |
| Lesson 4 - The 66-Question Customer Profile | p. 43 |
| Lesson 5 - The "Mackay 66" Continued: War Stories | p. 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 Prospect | p. 60 |
| Lesson 9 - Create Your Own Private Club | p. 66 |
| Lesson 10 - Short Notes Yield Long Results | p. 68 |
| Lesson 11 - The Second-Best Place to Look for New Business | p. 70 |
| Lesson 12 - What Every Salesperson--and Not Enough Entrepreneurs--Know | p. 71 |
| Lesson 13 - Keep Your Eye on Your Time, Not on Your Watch | p. 73 |
| Lesson 14 - If You Don't Have a Destination, You'll Never Get There | p. 76 |
| Lesson 15 - Believe in Yourself, Even When No One Else Does | p. 79 |
| Lesson 16 - Seek Role Models | p. 81 |
| Lesson 17 - Fantasize | p. 83 |
| Lesson 18 - The Easiest, Least Expensive, and Most Neglected Form of Advertising | p. 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 World | p. 87 |
| III. - Harvey Mackay's Short Course on Negotiation | p. 89 |
| Lesson 20 - Smile and Say No Until Your Tongue Bleeds | p. 91 |
| Lesson 21 - Send in the Clones | p. 95 |
| Lesson 22 - There Is No Such Thing as a Sold-Out House | p. 98 |
| Lesson 23 - Understanding Your Banker | p. 100 |
| Lesson 24 - The Single Most Powerful Tool for Winning a Negotiation Is the Ability to Walk Away from the Table Without a Deal | p. 103 |
| Lesson 25 - "Calling Mr. Otis" | p. 106 |
| Lesson 26 - The Most Important Term in Any Contract Isn't in the Contract | p. 108 |
| Lesson 27 - Agreements Prevent Disagreements | p. 109 |
| Lesson 28 - The Longer They Keep You Waiting, the More They Want to Deal | p. 111 |
| Lesson 29 - He Who Burns His Bridges Better Be a Damn Good Swimmer | p. 113 |
| Lesson 30 - Make Your Decisions with Your Heart, and What You'll End Up with Is Heart Disease | p. 115 |
| Lesson 31 - Never Buy Anything in a Room with a Chandelier | p. 118 |
| Lesson 32 - Everything's Negotiable | p. 121 |
| Lesson 33 - The Buyer/Seller Battle | p. 123 |
| IV. - Harvey Mackay's Short Course in Management | p. 125 |
| Lesson 34 - The Single Greatest Mistake a Manager Can Make | p. 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 Counts | p. 136 |
| Lesson 37 - Throw It on the Floor | p. 138 |
| Lesson 38 - Treat Your Suppliers the Way You Treat Your Customers | p. 140 |
| Lesson 39 - The Time for the Renaissance Man Was the Renaissance | p. 144 |
| Lesson 40 - Never Be Your Own Hatchet Man | p. 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 Everything | p. 151 |
| Lesson 43 - How to Spot a Winner | p. 155 |
| Lesson 44 - Your Best People May Spend Their Most Productive Time Staring at the Wall | p. 157 |
| Lesson 45 - It's More Fun When It's Spontaneous | p. 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 Perfect | p. 162 |
| Lesson 48 - Trust the Experts . . . to Be Wrong | p. 165 |
| Lesson 49 - It Isn't the People You Fire Who Make Your Life Miserable, It's the People You Don't | p. 167 |
| Lesson 50 - The Best Way to Chew Someone Out | p. 168 |
| Lesson 51 - Never Let Anyone, Particularly a Superstar, Pick His or Her Own Successor | p. 170 |
| Lesson 52 - Give More Conventions and You Can Give Fewer Raises | p. 172 |
| Lesson 53 - How Many Salespeople Do You Have? | p. 174 |
| Lesson 54 - Get Bored Easily | p. 176 |
| Lesson 55 - Ask an Old Grizzly | p. 178 |
| Lesson 56 - Knowing When Not to Work Hard Is as Important as Knowing When To | p. 180 |
| Lesson 57 - Owning 1 Percent of Something Is Worth More Than Managing 100 Percent of Anything | p. 183 |
| Lesson 58 - Dig Your Well Before You're Thirsty | p. 186 |
| Lesson 59 - Treat Your Own People the Way You Treat Your Customers | p. 187 |
| Lesson 60 - How to Be Fired | p. 190 |
| Lesson 61 - You Can't Solve a Problem Unless You First Admit You Have One | p. 192 |
| Lesson 62 - If You Can Afford to Buy Your Way Out of a Problem, You Haven't Got a Problem | p. 194 |
| Lesson 63 - "I Have Never Seen a Bad Resume" | p. 196 |
| Lesson 64 - The Acid Test for Hiring | p. 201 |
| Lesson 65 - If You Want to Be Santa Claus, Your Sled Better Be Able to Pull a Trailer | p. 202 |
| Lesson 66 - What's the Best Way to Save Time? | p. 203 |
| Lesson 67 - Don't Get Mad and Don't Get Even Either | p. 205 |
| Lesson 68 - Know Thine Enemy | p. 207 |
| Lesson 69 - Don't Be Intimidated by a Reputation | p. 219 |
| V. - Quickies | p. 221 |
| Quickie 1 - Gratitude Is the Least Deeply Felt of All Human Emotions | p. 223 |
| Quickie 2 - It's Not Your Last Good Idea | p. 224 |
| Quickie 3 - Buy Cheap Cars and Expensive Houses | p. 225 |
| Quickie 4 - How to Get to Know a Celebrity | p. 226 |
| Quickie 5 - The Best RandD Firm in the World Is Never More Than a Phone Call Away | p. 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 Memory | p. 231 |
| Quickie 8 - Put Your Memory Where Your Mouth Is | p. 233 |
| Quickie 9 - Stay Sharp by Predicting the Future | p. 234 |
| Quickie 10 - It Usually Pays to Look Good, but Sometimes It Pays a Lot More to Look Bad | p. 235 |
| Quickie 11 - Take a Millionaire to Lunch | p. 236 |
| Quickie 12 - It's Not Only Who You Know, but How You Get to Know Them | p. 237 |
| Quickie 13 - To a Normal Person, $10 Million Will Seem Like Enough | p. 238 |
| Quickie 14 - How to Beat the Law of Supply and Demand | p. 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 Once | p. 241 |
| Quickie 17 - There Are Two Times in Life When You're Totally Alone: Just Before You Die and Just Before You Make a Speech | p. 243 |
| Quickie 18 - The Beauty of Cash | p. 245 |
| Quickie 19 - The Meaning of Life | p. 247 |
| VI. - Helping Your Kids Beat the Odds | p. 249 |
| Helping Your Kids Beat the Odds | p. 251 |
| Don't Plan on Sticking Around Just to Collect the Gold Watch | p. 252 |
| Find Something You Like to Do and Make It Pay | p. 254 |
| Make Believe Your Parents Are Right Some of the Time | p. 255 |
| There's No Future in Saying It Can't Be Done | p. 257 |
| It's Harder to Be a Success When Your Parents Already Are | p. 258 |
| VII. - The Closer: How to Succeed | p. 261 |
| How to Succeed | p. 263 |
| Determination + Goal-Setting + Concentration = Success | p. 268 |
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