The Mackay MBA of Selling in the Real World
The Mackay MBA of Selling in the Real World
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Overview
His advice is rooted in road-tested, real-world experiences and include new tips on the Web, LinkedIn and Facebook. As a lifelong student of the sales game, Mackay has spent decades collecting secrets, wisdom, and anecdotes. He features his Mackay Morals-life lessons such as:
- Big shots are just little shots who kept shooting.
- Helping someone up won't pull you down-and could very easily pull them to your side.
- Be like the turtle: If he didn't stick his neck out, he wouldn't get anywhere at all.
There is no one better to show you how to be a high-energy, determined, creative sales dynamo than Harvey Mackay.
Product Details
| ISBN-13: | 9781455834648 |
|---|---|
| Publisher: | Brilliance Audio |
| Publication date: | 11/01/2012 |
| Edition description: | Unabridged |
| Product dimensions: | 5.00(w) x 5.50(h) x 0.40(d) |
About the Author
Tim Wheeler has received over 150 national and international awards for his work in radio. In addition to his voice work in both radio commercials and books, he writes, produces and records Obstructed View, an award-winning humor column that appears both in print and on several radio stations.
Table of Contents
Acknowledgments xvii
Author's Note xix
Foreword xxi
Introduction Lou Holtz xxiii
Prologue: Sales Superstardom 1
You
1 The Early Bird 7
Quickie #1 Integrity Deflates Easily 10
2 Believe in Yourself 11
Quickie #2 Bet on You! 14
3 One Person: All the Difference 15
A Loyalty in Little Things Is Huge 17
5 Find Mentors 20
3 Practice Right So You Can't Get It Wrong 22
Practice-The Fortune Cookies 25
7 Learn from Legends 26
8 Sell Yourself 28
9 The Well-Pressed Impression 31
10 LinkedIn and Facebook: The New Handshake 39
Quickie #3 Your Ultimate Makeover 44
11 Sharpen Your Best Selling Points 46
Quickie #4 So You Aren't Johnny Depp… 49
12 Better Humble Than Stumble 50
13 Be Yourself 52
14 Trust Is a Must 54
15 Discover Your Potential 57
Quickie #5 Be Yourself, Then Improve Yourself 60
16 Super Sellers Are Customer-Centric 61
17 Celebrate the Child in You 65
Success-The Fortune Cookies 67
Imagine
18 Visualize Success 71
19 Putt for Survival 74
Quickie #6 Farsighted 77
20 Rain Can Make Your Parade 78
21 You Gotta Have a Dream! 80
22 Don't Miss Miss America 82
Quickie #7 Out of the Cubicle, but Definitely Online 84
23 Inching Ahead Your Goal Line 85
24 The Bucket List 88
25 Fantasy Sparks Reality 91
Stick With it
26 The ABCs of Determination-Any Body Can 95
Determination-The Fortune Cookies 99
27 Quitters: Never Winners 100
28 The 10,000-Hour Investment 103
Quickie #8 Hubris the Humorless 105
29 Compassion Uplifts You Too 106
30 Enthusiasm: Only You Can Ignite It 108
31 Enthusiasm: An Encore 111
32 Your Attitude Determines Your Altitude 113
Quickie #9 The Plus of Minor-League Play 116
33 Change Your Thoughts, Change Your Life 117
Quickie #10 Without a Goal, You'll Never Score One 120
34 Your Positive Self-Right Underneath Your Fingers 121
35 Worrying Makes You Cross the Bridge Before You Come to It 125
Positive Energy-The Fortune Cookies 128
Setbacks
36 There's No Education Like Adversity 131
37 Overcoming the Fear of No 135
Quickie #11 Arrogance The 7 Deadly Signs 138
38 Beat Rejection Before It Beats You 139
39 Those Who Don't Know Don't Know They Don't Know 142
Quickie #12 Overcoming Rejection: Tried & True Tips 145
40 Comeback Kids Don't Kid Around 146
41 Watch Out for These Four-Letter Words 150
42 Race to the Top 153
43 Wrestle Self-Confidence from Self-Doubt 155
Quickie #13 Hands-On Beats Alt Else 158
44 Lose the Right Battles to Win the War 159
Quickie #14 The "Weaker Sex" Isn't Anymore 162
45 Neutralize Firing Before It Burns You 163
46 Refuse to Lose 166
Quickie #15 The Confidence Game 170
Bouncing Back-The Fortune Cookies 171
The Championship Stride
47 Never Look a Gift Mule in the Mouth 175
Quickie #16 The Magic of Teamwork 177
48 Your Best Captive Audience 178
49 Get in the Zone 181
Quickie #17 Unload Your Stress 184
50 Give Yourself a Break 185
51 The Psychology of a Slump 188
52 Coming Through in the Clutch 190
53 Don't Coast to an Apathy Crash 192
Quickie #18 The Power Rx of Attitude 195
54 Courage-What Sets You Apart from the Crowd 196
Quickie #19 Be Resourceful or Be Remorseful 199
55 Think Big to Sell Big 200
56 Trust Your Hunches 203
57 Obscure to Awesome 206
Quickie #20 That Slippery Slope 210
58 Passion: The Prime Mover 211
59 Be a Successful Maverick 215
Attitude-The Fortune Cookies 218
Connect
60 Make the Internet Your Sales Scalpel 221
Quickie #21 What a Web! 228
61 Social Media-The New Sales Megacenter 229
62 Be an Affinity Groupie 233
63 Don't Make 50 Your Psychological Speed Limit 235
64 Putting the Byte on Techies 238
65 Selling on Candid Camera 241
66 Customer Service: The Digital Retread 243
Quickie #22 Manicure the Pitch 245
67 Customer Service in the Internet Age 246
68 The Mackay 25 Sales Call Prep Checklist 250
69 The Unanswered Serve 256
Quickie #23 Ignorant, Period! 258
70 Turning a Tweet Mind-Set into Sales Nest Eggs 259
Connecting-The Fortune Cookies 265
Reach Out
71 Country Clubbing 269
Quickie #24 Always Travel on the Ball 271
72 Jaw-Dropping Name Dropping 272
Quickie #25 The Spin-to-Win Habit 274
73 Networks Have Power Ratings 275
74 Smooth the Sale? Oil the Gate 277
Quickie #26 Networking Nuances 279
Tick Tock
75 Beat the Clock! 283
Quickie #27 Crunch Time 286
76 The Raja Rules 287
Quickie #28 In Sales. Being Late Will Be Your Own Funeral 290
77 Steve's Sad Bite Out of Apple 291
78 Don't Be a Time Bomb 293
Quickie #29 Dragging Out Bad News Can Pull You Under 295
Excel
79 Strive for Excellence 299
Quickie #30 Big Cats: Rarely in the Bag 302
80 Sell Yourself into Your Dream Job 303
81 Fall in Love with Your Job 306
Quickie #31 The Principal of It All 309
82 Be Honest 310
Quickie #32 Outfit Your Mind 314
83 Make Character Your Best Characteristic 315
84 Execution Intelligence 318
85 Volunteers Vault Ahead 321
86 4th-Quarter Game Changers 324
Quickie #33 Positive Energy Is a Chain Reaction 326
87 The Average American Thinks He Isn't 327
88 Use Self-Esteem to Your Advantage 330
Quickie #34 Reciprocity Without Keeping Score 333
89 A Club to Aim For 334
90 Sales Need Flesh and Blood 336
91 Sales Success: The Blue-Ribbon Recipe 339
Quickie #35 Why Sellers Morph into Leaders 342
92 The 7 Cs of Success 343
Getting It Done-The Fortune Cookies 346
Afterthoughts
The Mackay Bite 8 (Plus One): A List of Life-Changing Sales Books 349
Locker Room Fireball 355
Second Author's Note 359
The ABCs of Selling 361
The Second Ten Commandments 365
Index 369
What People are Saying About This
“An absolute must-read. Miss it at your own peril.”
—LARRY KING
“In this masterpiece, Harvey gives readers what they want: an unrivaled command of sales.”
—LOU HOLTZ, from the introduction
“In today’s world the only thing that you have going for you is YOU. But are you the best YOU you can be? If you don’t have the success that you want in your life right now, this book is for you.”
—SUZE ORMAN
“There are three kinds of business experts. There’s an expert, there’s a world-class expert, and there’s Harvey Mackay—THE world-class expert.”
—JEFFREY GITOMER, author of The Little Red Book of Selling