SWIM WITH THE SHARKS Without Being Eaten Alive –

HARVEY MACKAY

A Book Presentation

- By

M.D.Karthik,PGDM1,UBS

Outsell,Outmanage,Outmotivate and Outnegotiate Your Competition

ABOUT THE AUTHOR

• Fortune Magazine called Harvey Mackay “Mr. Make – Things- Happen.”

• Age 26 – bought failing envelope company which is today multimillion-dollar company producing 10,000,000 envelopes \ day.

• Catalysed building of $75 Million Metrodome in Minneapolis.

• Spearheaded famed $6 Million “Twins Ticket Buyout.”

• Alumni of University of Minesota and Stanford University.

• Internationally renowned public speaker,avid marathoner and #1 ranked tennis player in Minesota in his days.

• He and wife Carol Ann have three children and live in USA.

HARVEY MACKAY’S SHORT COURSE IN SALESMANSHIP

It’s not how much it’s worth, it's how much people think it’s worth – 1)Marketing is not the art of selling. 2)Not convincing someone to buy.3)It is the art of creating conditions by which the buyer convinces himself.

There are objections to every proposition, no matter how attractive; good salespeople set up situations where the customer sells himself, regardless of the objections – READY? FIRE! AIM!

Knowing something about your customer is just as important as knowing everything about your product – KYC

The 66-question customer profile – Customer,Education,Family,Business Background,Special Interests,Lifestyle,The customer and you.

Once you attach your personality to a proposition,people start reacting to the personality and stop reacting to the proposition.

Racial and religious prejudice and human envy have not been eliminated as of the date of publication of this book.

HARVEY MACKAY’S SHORT COURSE IN SALESMANSHIP – CONTD.

How to handle the tough prospect – great salesperson gets order and reorder from a client who is already doing business with someone else.

The second – best place to look for new business : 80/20 rule

Create your own private club – atmosphere for easy businessShort notes yield long results –

personal recognition and courtesy

If you don’t have a destination, you’ll never get there-a)Set goalsb)Develop plan for achieving goalsc)Track of time and execution

Show me a guy who thinks he’s a self-made man, and I will show you the easiest sell in the world

HARVEY MACKAY’S SHORT COURSE ON NEGOTIATION -

• Be prepared to walk away from the table ….and get even better terms

• Reserve your product in advance if some fails to buy it.

• Hire a substitute,a ringer.

• You clone yourself

• NO NO NO NO NO NO NO NO NO ……..

Smile and say NO until your tongue bleeds

Send in the clones

The single most powerful tool for

winning a negotiation is the ability to walk away from the table without

a deal.

There is no such thing as a sold-out house

HARVEY MACKAY’S SHORT COURSE ON NEGOTIATION CONTD. -

• Make your decisions with your heart,and what you’ll end up with is heart disease.

• Agreements prevent disagreements.

• The most important term in any contract isn’t in the contract.

• The longer they keep you waiting, the more they want to deal.

• Everything is

negotiable.• Never buy anything

in a room with a chandelier

HARVEY MACKAY’S SHORT COURSE IN MANAGEMENT -

You’ll always get the good news; it's how quickly you get the

bad news that counts

When a person with money meets a person

with experience,the person with experience winds up with money

and the person with the money winds up with

the experience.

Never be your own hatchet

man

Throw it on the floor

Little things don’t mean a lot, they mean everything

Treat your suppliers the way you treat your

customers.

HARVEY MACKAY’S SHORT COURSE IN MANAGEMENT CONTD. - How to spot a winner?

Your best people may spend their most productive time staring at the wall – efficiency achieved at the expense of creativity is counterproductive.

It’s more fun when it’s spontaneous.

It isn’t practice that makes perfect;you have to add one more word : it’s perfect practice 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.

Never let anyone, particularly a superstar,pick his or her own successor.

Get bored easily.

Ask an old grizzly.

Knowing when not to work hard is as important as knowing when to.

Dig your well before you are thirsty.

You can’t solve a problem unless you first admit you have one.

Know thine ENEMY.

“Most business problems can be solved if you can teach yourself to look beyond the dollar sign. Business revolves around human beings.”

“Maintain the illusion of demand regardless of supply.”

“Our sense of the worth of an object is not derived from its intrinsic value but from the demand that has been created for that object.”

“You don’t learn to swim in a single outing. High-stakes challenges demands practice and perseverance.”

The future technology which has the power to Outsell,Outmanage,Outmotivate and Outnegotiate Your Competition in “Shopping”.

THANK YOU ALL