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Swim with the Sharks, by Harvey Mackay
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This comprehensive course on salesmanship, negotiation and management teaches you how to outsell, outmanage, outmotivate and outnegotiate your competition. Swim With The Sharks has won praise from a remarkable and diverse following, including Governor Mario Cuomo of New York, Gloria Steinem and Ted Koppel.
Harvey Mackay, the man who built a multi-million dollar international envelope manufacturing company, new shares his winning techniques for professional and personal success. He offers an agenda for achievement through a series of "lessons" featuring the Mackay 66 -- an in-depth customer profile designed to give you the edge -- and invaluable "quickies" on business and life -- " Make Your Decisions with Your Heart, and What You'll End Up with Is Heart Disease;" "How to Handle the Tough Prospect;" among many others.
In the bestselling tradition of Tom Peters, Donald Trump and Mark McCormack, here is sound advice for anyone who wants to be a winner in any field. Swim With The Sharks is the new "success" bible by the man Fortune magazine called "Mr. Make-Things-Happen."
- Sales Rank: #4281894 in Books
- Published on: 1989-03-11
- Released on: 1989-03-11
- Formats: Abridged, Audiobook
- Original language: English
- Number of items: 1
- Dimensions: 6.99" h x .78" w x 4.38" l,
- Running time: 90 minutes
- Binding: Audio Cassette
Review
Super-salesman's secrets...Mackay's book is interesting, entertaining - and useful WALL STREET JOURNAL Everything business schools are too polite to teach GLORIA STEINEM His own story shows that his tips on salesmanship can work... NEWSWEEK
From the Inside Flap
This comprehensive course on salesmanship, negotiation and management teaches you how to outsell, outmanage, outmotivate and outnegotiate your competition. Swim With The Sharks has won praise from a remarkable and diverse following, including Governor Mario Cuomo of New York, Gloria Steinem and Ted Koppel.
Harvey Mackay, the man who built a multi-million dollar international envelope manufacturing company, new shares his winning techniques for professional and personal success. He offers an agenda for achievement through a series of "lessons" featuring the Mackay 66 -- an in-depth customer profile designed to give you the edge -- and invaluable "quickies" on business and life -- " Make Your Decisions with Your Heart, and What You'll End Up with Is Heart Disease;" "How to Handle the Tough Prospect;" among many others.
In the bestselling tradition of Tom Peters, Donald Trump and Mark McCormack, here is sound advice for anyone who wants to be a winner in any field. Swim With The Sharks is the new "success" bible by the man Fortune magazine called "Mr. Make-Things-Happen."
About the Author
Harvey Mackay is a bestselling author whose books include the mega-selling Swim with the Sharks Without Being Eaten Alive; and a nationally syndicated columnist, whose weekly business advice appears in fifty newspapers around the United States. He is an active corporate CEO and a prominent civic leader. He and his family live in Minneapolis.
Most helpful customer reviews
30 of 31 people found the following review helpful.
Excellent Sales Primer
By jfkchi@aol.com
Anyone interested in making sales (Any type of sales) their career, would benefit from reading this book. Much of the text borders on the obvious, however it's strange how often we neglect the obvious. I first read this book (9) years ago. I continue to pick it up to this date as a refresher. Harvey Mackey does an excellent job of making this a "I can't put it down book" Non-avid readers will breese through the pages. Must read!
27 of 31 people found the following review helpful.
Harvey's Take On Things
By K. Johnson
Some worthy information about particular business issues are raised and noted, and for the most part this is an off-the-cuff soliloquy talk about how Harvey views business, and the world. There is nothing more amusing than some wealthy person in business who thinks they have the answers and the remedies for the rest of us. Written in the late 1980s, some of the attitudes presented towards hiring potential employees will become evident. All in all, this is an easy and quick-read.
I read "Swim With The Sharks" front-to-back, however each chapter concerns a different topic, so one does not have to read this book straight through from page 1 to the end.
One thing I found a bit quirky were the consistent references to allegedly "successful" collegiate and professional sports coaches. I don't feel it's an appropriate analogy to commonly equate coaches with the situations outside of the sports world. The sports culture is often not applicable to making a business deal, dealing with corporate culture, and/or avoiding mistakes with people socially. The sports in itself is a microcosm of society, but a separate world within its own. Time and time again I would chuckle to myself as I would read a quote made by Vince Lambardi, some NBA coach, or read a personal anecdote from the now disgraced coach Lou Holtz. Having to read Yogi Berra's lobotomy-like quotes and philosophy was quite dull, and not very informative.
Some helpful and practical information is the "66 question customer profile," as well as the "12P Competitor profile." I liked his noting (book written 1988) of how people who usually don't have money go out and buy a brand new "prestigious" car that depreciates.
Mackay also reminds us (or me atleast) of the importance of writing small yet important things down on paper and/or notepads.
One of his tips on how to save time is to drive near the front of a grocery store you plan on shopping in. Then look for how many people are in line. If its too crowded don't go in. Thanks Harvey. You've changed my life with your insights.
He also tried to break an attempt by his employees to form a union, which he lost. He openly stated how he conned very employee into thinking they were "special" and "important" with his one-to-one meetings with them. It didn't work. They didn't buy it.
He does understand (see "Dig You Well Before Your Thirsty") the art of the schmooze in talking with celebrities such as O.J. and world figures such as Castro about things that they do, and interest them in their free time and NOT about what they do for work.
All in all, useful things can be gleaned from "Swim With The Sharks," and it's a very quick read.
19 of 22 people found the following review helpful.
Despite some dating, a true classic for business and life
By The Man in the Hathaway Shirt
This is a great book, whether you're an MBA or just someone trying to get an advantage in everyday life. Harvey Mackay's lessons are to be treasured--he was way ahead of the curve in the mid-1980s. It may be hard to appreciate this today because some of the advice isn't fresh anymore: we all have phones in our cars and we all use answering machines to screen calls and we all take notes on the run on little portable recorders. --Well, many of us do, at any rate. Hardly revolutionary advice anymore, but that's only because we listened to Harvey in the first place.
Some of the chapters contain gold that will always be valuable, however. One of my favorites involves the phrase "Dusseldorf passes." I won't spoil it for the unread, but I will say the lesson from that chapter is one everyone should take with them through life. It will save you a lot of money and regret.
And the Mackay hiring process. So thorough it seems to border on the obsurd, but the more I work at various companies the more I wish all businesses were as picky about acquiring workers. Harvey shows you that even "lowly" positions such as the receptionist or secretary are among your company's most critical, for 99% of your customers will get their first impression of your company--and in some cases the *only* impression of your company--through this crucial individual. Yet many companies get some 18-year-old part-timer to answer the phones and file valuable company documents--*and they're proud of this cost-cutting maneuver!* They consider this smart management. Harvey explains why this is actually a very dumb move.
He also shows you how to get "impossible" tickets to the big game and how to get a reservation at virtually any hotel, even ones that are "completely booked." And no, these are not devious ways. They're just common sense, actually.
Whether you're an ambitious manager at a Fortune 500 company or an owner of a small businesses on the corner, this book has nuggets. So grab it. And then read the other books Harvey Mackay has written. While they didn't have the freshness or the impact of this first one (is that possible?) they are still well worth your time.
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