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Best Sellers | | Home Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Collins Business Essentials) | |
|  | |  | | | Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Collins Business Essentials) | | | | | SKU:
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Usually ships in 1 business days | | | | | | This straight-from-the-hip handbook by bestselling author and self-made millionaire Harvey Mackay spells out the path to success for readers everywhere. They will learn how to: - Outsell by getting appointments with people who absolutely, positively do not want to see you, and then making them glad they said "yes!"
- Outmanage by arming yourself with information on prospects, customers, and competitors that the CIA would envy - using a system called the "Mackay 66."
- Outmotivate by using his insights to help yourself or your kids join the ranks of Amercia's one million millionaires.
- Outnegotiate by knowing when to "smile and say no" and when to "send in the clones."
This one-of-a-kind book by a businessman who's seen it all and done it all has sold almost 2 million copies, and is the essential roadmap for everyone on the path to success. | | | |
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| $15.99 | |
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| | Product Details | | Author: | Harvey B. Mackay | | Paperback: | 288 pages | | Publisher: | Harper Paperbacks | | Publication Date: | February 01, 2005 | | Language: | English | | ISBN: | 006074281X | | Package Length: | 7.9 inches | | Package Width: | 5.3 inches | | Package Height: | 0.8 inches | | Package Weight: | 0.5 pounds | | Average Customer Rating: |  based on 53 reviews |
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| | Features | ISBN13: 9780060742812Condition: NewNotes: BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed
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| | Customer Reviews | Average Customer Review:
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 Some "aha" moments May 21, 2010
I read this book from the standpoint of someone who is trying to build up the loan and account portfolio at a branch (which I manage) of one of the nation's top 5 banks.
That being the perspective of your reviewer, I found a lot of information in Mr. Mackay's book to be effective in helping me build my business.
One example: until recently, I emotionally beat myself down each time I didn't land a new customer when going on business calls. In "Swim with the Sharks" Mackay says it's just fine to position yourself as "Number 2" in the prospects mind. That is, if you don't get the new account when you first visit the prospect don't worry about it. Use targeted persistence and over time, when that prospect's current service provider stumbles, you will be "number 2" in line and ready to serve their needs.
Mackay then gives you a very detailed and specific framework to use so that you A) know how to persist and be positioned to move from #2 to #1 and B) don't tumble from the #1 spot once you get there.
For more seasoned sales people this may be common knowledge. For most others, like me, the reasoning is so logical (yet under practiced) that it seems like it must be common knowledge.
Since reading this book in late March, 2010 I have wrenched 2 new business customers from competing banks and I attribute these successes to not only the nuts-and-bolts in "Swim with the Sharks" but also to the confidence having these kinds of concepts and tools gives you.
Mackay also touches on topics that will be of utility to entrepreneurs and business owners - a group I hope to join. In my current position these ideas help me better understand the mind of many of the people I serve while at the same time building my understanding for my own future independent endeavors.
I purchased this book for $11.51. It is my opinion that the value is worth more than the price.
Pick and choose Apr 11, 2010
Just finishing this book, I would say it's worth the time to read the author's important "tidbits". It's a very short book (less than 250 pages with many blank ones in between) but many of the chapters are quite useful. There are plenty of wisdom filled morsels to help you build your businesses and although some of his ideas might be a bit corny, they apparently work. The book was written in the late 80's so it is a bit outdated, but is considered a business book classic worthy of your efforts to pick and choose some new ideas.
0 of 1 found the following review helpful:
 Just what I needed, just when I needed it Apr 03, 2010
Since my company has been bought out there seems to be an increasing amount of corporate politics going on. I decided I had better get familiar with lear to play this game, and learn quickly. I ordered this book on CD to allow time to prepare during the morning commute. It was a good decision.
The service that I received was awesome. The product shipped and arrived when they said it would. It was "new" and in perfect condition. I would not hesitate to buy from them again.
0 of 1 found the following review helpful:
Great book for salespeople to improve their customer base! Jan 13, 2010
My disclaimer: As with any opinion, it is only my opinion! And everyone's will vary depending on who reads the book and what the reader is looking for. I look for ways to improve businesses, sales, and my life.
On a 1 to 5 scale, 5 being the best:
Readability 5: A very easy read. I read this book over 15 years ago and it's one you can read and digest in a few hours.
Information and new ideas 5: Lots and lots of ideas for those who want to grow their customer base.
Applicable Ideas 5: Many of the customer follow up systems that I installed in retail businesses were based on Harvy McKay's 66. I used this to create my own customer base when I was selling cars. After a few short years, I was selling mostly to referrals and my customer satisfaction ratings were in the top 1% of 1% in my industry.
Value 5: I still have this faded copy sitting on my shelf and it won't be donated to Good Will any time soon.
Overall Score 5: Buy the book!
Harvey, thank you for your ideas and inspiration!
Rip Walker
Author: Rip's Book of Common Sense Selling: Improving Sales Through Process Implementation
Follow-up: The Greatest Sales "Secret" that few will use! Nov 14, 2009
I work with sales people and business owners who say they would like a "Secret" to keeping existing business, create referrals from this business, and get new clients/customers. Harvey MacKay has the absoutely proven answer in this book.
He has created a client bio, the "MacKay 66" that gets 66 pieces of info on any given client/customer that gives the salesperson a great deal of inside info so that he/she will have an edge on developing an "appreciation marketing" approach to their business. This can be used to remember birthdays, anniversaries, etc. with a personalized, hand-written card that reaches out to the customer without having your hand out and always wanting an order. This also gets info on wife, kids, pets, favorite charities, hobbies, etc. that can be used to know and appreciate this client or prospect better. This gives that person a decided edge in their marketing efforts because they become very informed and very able to get that client's attention.
There is a lot of other business wisdom that is well worth getting this book for. It was written in 1988, but this is wisdom that will NEVER become antiquated or obsolete.
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