The Mackay MBA of Selling in the Real World

The Mackay MBA of Selling in the Real World

by Harvey Mackay

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Product Details

ISBN-13: 9781591843870
Publisher: Penguin Publishing Group
Publication date: 11/01/2011
Pages: 368
Product dimensions: 9.26(w) x 6.42(h) x 1.18(d)
Age Range: 18 Years

About the Author

Harvey Mackay is the founder and chairman of the $100 million MackayMitchell Envelope Company. He has written six New York Times bestselling books, including the blockbuster Swim with the Sharks Without Being Eaten Alive, and is a nationally syndicated weekly business columnist. His books have been translated into forty languages and have sold ten million copies in eighty countries.

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

From the Publisher

“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

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