Mackay - The Mackay MBA of Selling in the Real World

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Table of Contents

ALSO BY HARVEY MACKAY

Swim with the Sharks Without Being Eaten Alive
Beware the Naked Man Who Offers You His Shirt
Dig Your Well Before Youre Thirsty
Pushing the Envelope: All the Way to the Top
We Got Fired!... And Its the Best Thing That Ever Happened to Us
Use Your Head to Get Your Foot in the Door

Dedication

To the merchant in us all... each and every one.

From the five-year-old proprietor of a lemonade stand... to the GE sales maven pitching a 250-megawatt turbine dynamo.

From the English lit teacher bending a teenagers ear on the charm of the written word... to the community volunteer fighting her heart out for a wetlands wildlife sanctuary.

Forget the Death of a Salesman and embrace the Life of the Salesperson!

Negotiating and persuading is what we do 24/7. The aspiration: to execute it expertly... and with an irresistible touch of class.

Praise for Harveys SixNew York TimesBestselling Books:

Lou HoltzHarvey Mackay may be the most talented man I have met.

Billy GrahamHarveys business acumen shows through on every page... Theres so much warmth, wisdom, and wittiness in this book that it would be well for everyone to read every page.

Ted KoppelHarvey Mackay takes you on an easy reader ride to success in the business world. He got his; now, in a burst of compassion, hes drafted the guidelines so that you can get yours.

Rabbi Harold KushnerHarvey Mackay has no equal when it comes to understanding what makes people tick.

Gloria SteinemHe is fast, smart, funnyand frighteningly right.

Tom PetersHarvey Mackay joins Bob Townsend (Up the Organization ) as master of brief, biting, and brilliant business wit and wisdom.

Donald TrumpHarveys uncanny ability to get people to talk and reveal their darkest and brightest hours is unsurpassed.

Stephen CoveyA mother lode of timely, hard-earned, bite-size, street-smart golden nuggets... invaluable for job seekers, employed or unemployed.

Mark Victor Hansen and Jack CanfieldEnjoy Harveys cookbook for successit gives the reader the best of his wisdomtruly, the best kind of chicken soup for anyone and everyone in business and in life.

Ken BlanchardI love this book! Mackay strips away the veneer and hits us between the eyes with the naked truth about succeeding in the real world. Impossibly, he delivers more in his second book that in his record-shattering first.

Larry KingHarvey Mackay is the only person Ill listen to while standing in shark-infested waters... real stories from the real world with real solutions.

Norman Vincent PealeHarvey Mackay is one of the greatest writers of our time.

Acknowledgments

Any MBA worth its salt covers a lot of turf, and The Mackay MBA of Selling in the Real World is no exception.

Ron Beyma should add mind reader to his list of credits. Every author needs a trusted friend who is part cheerleader, part salesman, part wordsmith, part taskmasterand fully committed to success. Ron was my academic adviser on this MBA project, but he probably feels like he was the one taking the exams!

The G in Greg Baileys name could just as well stand for Mr. Get It Done. Every day he plows through millions of details with impeccable skill and inexhaustible energy. This book is further proof. If ever there was an administrative powerhouse who could translate strategy into finely nuanced action, hes the one. Perhaps Gregs most amazing gift is his diplomacy and ease in mobilizing my varied team of supporting professionals.

My sister and editor Margie Resnick Blickmans flawless eye for detail remains as acute and valuable as ever. What dedication and authority! Her ability to shape stories and draw wisdom from them is indispensable, and her flair for packaging take-home value is unmatched.

Jan Miller is a literary agent with a definitive grasp of todays publishing world. A forceful negotiator and a creative partner, she sets the standard in her profession for navigating a book from drawing board to marketplace.

Mary Anne Baileys skill is her faultless feel for the finishing touch in drawing together a books every detail into one seamless package.

Penguin Groups Portfolio imprint is the A-team among publishing mavens. Under the formidable leadership of Adrian Zackheim, this comes as no surprise. Adrian is committed to nurturing fresh generations of editorial talent. Newcomer Jillian Gray is ample proof that Adrian knows how to place responsibility in able hands. Jacquelynn Burke and Natalie Horbachevsky are two other talents in this all-star squad. Allison Sweet McLeans publicity skills for Portfolio are poised to help us make the desired dent in the publishing marketplace. And I cant forget Will Weisser, Adrians second in command.

Every successful book venture today requires outside expert promotional resources. Mark Fortier of Fortier Public Relations has become the new beacon in book publicity, and the strategy he has mapped out is nothing short of catalytic. Cathy Papers extraordinary market mastery is indispensable to me. Joe Soto and Mike Bal are my social media gurus who are a step ahead of every trend.

For more than half a century Neil Naftalin has been my cornerman when it comes to crunching the definitive number and checking the elusive fact. Its hard to imagine where I would be without his precision... or his friendship.

Jan Beyma is a behind-the-scenes researcher with keen diligence, who knows both readers expectations for clarity and the subtleties of the Web.

Most people do judge a book by its cover, and thats no bad path when you have a talent like Rachel Roddy etching out the design. The winning book covers she has crafted fill the Success Wing of publishings hallowed halls.

No team member has been more influential in making me a recognizable icon in the media marketplace than photographer Judy Olausen. Theres only one way Judy makes all of her subjects look... and thats better!

Punctuating text with the inimitable artwork of the New Yorker and Peanuts adds the talents of the worlds perkiest illustrators. Hats off to Cartoon Bank administrator Merrideth Miller for arranging their presence.

Pivotal new business forces deserve special attention. For that reason, I am particularly indebted to Sam Richter and Alex Mandossian for their authoritative, cutting-edge Internet and digital age contributions.

Scott Mitchell, CEO of MackayMitchell Envelope Company, continues to evolve a business built on the principles in this book. I salute Scott and the entire MackayMitchell Envelope team for what they achieve.

And, while theyre always mentioned last, know that they are first in my heart: Thats the inspirational engine stoked by my remarkable wife, Carol Ann, and our three wonderful kids: David, Mimi and Jojo and their families.

Authors Note

Because I write anecdotally and use real-life situations in all my work, I feel that using gender-specific language lends authenticity to each chapter, and its easier on the eyes. Obviously, the message in each of these pieces is not aimed solely at a male or female reader. Have fun with what Im offering hereand learn from the experience of both genders along the way.

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