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