Swim with the Sharks Without Being Eaten Alive Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition

ISBN-10: 006074281X
ISBN-13: 9780060742812
Edition: N/A
Authors: Harvey B. Mackay
List price: $15.99 Buy it from $3.99
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Book details

List price: $15.99
Publisher: HarperCollins Publishers
Publication date: 11/8/2005
Binding: Paperback
Pages: 288
Size: 5.25" wide x 7.75" long x 0.75" tall
Weight: 0.484
Language: English

Foreword
"I'd Like 15,000 Tickets for Tonight's Game, Please"
Harvey Mackay's Short Course in Salesmanship
It's Not How Much It's Worth, It's How Much People Think It's Worth
There Are Objections to Every Proposition, No Matter How Attractive . . .
Knowing Something About Your Customer Is Just as Important as Knowing Everything About Your Product
The 66-Question Customer Profile
The "Mackay 66" Continued: War Stories
Once You Attach Your Personality to a Proposition, People Start Reacting . . .
Racial and Religious Prejudice and Human Envy Have Not Been Eliminated ...
How to Handle the Tough Prospect
Create Your Own Private Club
Short Notes Yield Long Results
The Second-Best Place to Look for New Business
What Every Salesperson--and Not Enough Entrepreneurs--Know
Keep Your Eye on Your Time, Not on Your Watch
If You Don't Have a Destination, You'll Never Get There
Believe in Yourself, Even When No One Else Does
Seek Role Models
Fantasize
The Easiest, Least Expensive, and Most Neglected Form of Advertising
Show Me a Guy Who Thinks He's a Self-Made Man and I'll Show You the Easiest Sell in the World
Harvey Mackay's Short Course on Negotiation
Smile and Say No Until Your Tongue Bleeds
Send in the Clones
There Is No Such Thing as a Sold-Out House
Understanding Your Banker
The Single Most Powerful Tool for Winning a Negotiation Is the Ability to Walk Away from the Table Without a Deal
"Calling Mr. Otis"
The Most Important Term in Any Contract Isn't in the Contract
Agreements Prevent Disagreements
The Longer They Keep You Waiting, the More They Want to Deal
He Who Burns His Bridges Better Be a Damn Good Swimmer
Make Your Decisions with Your Heart, and What You'll End Up with Is Heart Disease
Never Buy Anything in a Room with a Chandelier
Everything's Negotiable
The Buyer/Seller Battle
Harvey Mackay's Short Course in Management
The Single Greatest Mistake a Manager Can Make
When a Person with Money Meets a Person with Experience . . .
You'll Always Get the Good News; It's How Quickly You Get the Bad News That Counts
Throw It on the Floor
Treat Your Suppliers the Way You Treat Your Customers
The Time for the Renaissance Man Was the Renaissance
Never Be Your Own Hatchet Man
On the Other Hand, If You Are Going to Be Your Own Hatchet Man . . .
Little Things Don't Mean a Lot; They Mean Everything
How to Spot a Winner
Your Best People May Spend Their Most Productive Time Staring at the Wall
It's More Fun When It's Spontaneous
Have You Ever Seen a Stand-up Strike?
It Isn't Practice That Makes Perfect; You Have to Add One Word: It's Perfect Practice That Makes Perfect
Trust the Experts . . . to Be Wrong
It Isn't the People You Fire Who Make Your Life Miserable, It's the People You Don't
The Best Way to Chew Someone Out
Never Let Anyone, Particularly a Superstar, Pick His or Her Own Successor
Give More Conventions and You Can Give Fewer Raises
How Many Salespeople Do You Have?
Get Bored Easily
Ask an Old Grizzly
Knowing When Not to Work Hard Is as Important as Knowing When To
Owning 1 Percent of Something Is Worth More Than Managing 100 Percent of Anything
Dig Your Well Before You're Thirsty
Treat Your Own People the Way You Treat Your Customers
How to Be Fired
You Can't Solve a Problem Unless You First Admit You Have One
If You Can Afford to Buy Your Way Out of a Problem, You Haven't Got a Problem
"I Have Never Seen a Bad Resume"
The Acid Test for Hiring
If You Want to Be Santa Claus, Your Sled Better Be Able to Pull a Trailer
What's the Best Way to Save Time?
Don't Get Mad and Don't Get Even Either
Know Thine Enemy
Don't Be Intimidated by a Reputation
Quickies
Gratitude Is the Least Deeply Felt of All Human Emotions
It's Not Your Last Good Idea
Buy Cheap Cars and Expensive Houses
How to Get to Know a Celebrity
The Best RandD Firm in the World Is Never More Than a Phone Call Away
"Nothing Is Greater to One Than One's Self Is"
There Is No Such Thing as a Bad Memory
Put Your Memory Where Your Mouth Is
Stay Sharp by Predicting the Future
It Usually Pays to Look Good, but Sometimes It Pays a Lot More to Look Bad
Take a Millionaire to Lunch
It's Not Only Who You Know, but How You Get to Know Them
To a Normal Person, $10 Million Will Seem Like Enough
How to Beat the Law of Supply and Demand
There Is a Place in the World for Anyone in the World Who Says, "I'll Take Care of It"
Never Give the Same Speech Once
There Are Two Times in Life When You're Totally Alone: Just Before You Die and Just Before You Make a Speech
The Beauty of Cash
The Meaning of Life
Helping Your Kids Beat the Odds
Helping Your Kids Beat the Odds
Don't Plan on Sticking Around Just to Collect the Gold Watch
Find Something You Like to Do and Make It Pay
Make Believe Your Parents Are Right Some of the Time
There's No Future in Saying It Can't Be Done
It's Harder to Be a Success When Your Parents Already Are
The Closer: How to Succeed
How to Succeed
Determination + Goal-Setting + Concentration = Success

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