Harvey 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

PORTFOLIO / PENGUIN
Published by the Penguin Group
Penguin Group (USA) Inc., 375 Hudson Street,
New York, New York 10014, U.S.A.
Penguin Group (Canada), 90 Eglinton Avenue East, Suite 700,
Toronto, Ontario, Canada M4P 2Y3
(a division of Pearson Penguin Canada Inc.)
Penguin Books Ltd, 80 Strand, London WC2R 0RL, England
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(a division of Penguin Books Ltd)
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Victoria 3124, Australia
(a division of Pearson Australia Group Pty Ltd)
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New Delhi110 017, India
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New Zealand (a division of Pearson New Zealand Ltd)
Penguin Books (South Africa) (Pty) Ltd, 24 Sturdee Avenue,
Rosebank, Johannesburg 2196, South Africa

Penguin Books Ltd, Registered Offices:
80 Strand, London WC2R 0RL, England

First published in 2011 by Portfolio / Penguin,
a member of Penguin Group (USA) Inc.

Copyright Harvey Mackay, 2011 All rights reserved

Pages 6566: Excerpt from article by Jim Rohn, Success magazine. By permission of Success magazine.
Pages 23738: Selections by Bob Dilenschneider. By permission of the author.

LIBRARY OF CONGRESS CATALOGING IN PUBLICATION DATA

Mackay, Harvey.
The Mackay MBA of selling in the real world / Harvey Mackay.
p. cm.
Includes bibliographical references and index.

ISBN : 978-1-101-55885-0

1. Selling. 2. SellingPsychological aspects. I. Title.
HF5438.25.M312 2011
658.85dc23 2011021789

Without limiting the rights under copyright reserved above, no part of this publication may be reproduced, stored in or introduced into a retrieval system, or transmitted, in any form or by any means (electronic, mechanical, photocopying, recording or otherwise), without the prior written permission of both the copyright owner and the above publisher of this book.

The scanning, uploading, and distribution of this book via the Internet or via any other means without the permission of the publisher is illegal and punishable by law. Please purchase only authorized electronic editions and do not participate in or encourage electronic piracy of copyrightable materials. Your support of the authors rights is appreciated.

http://us.penguingroup.com

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 Six New York Times Bestselling 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.

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