. . . without being eaten alive !!!
How to “Outsell, Outmanage, Outmotivate & Outnegotiate your Competition”
[Not San Jose Sharks]
written by Harvey MacKay/CEO of a Multi-$M Manufacturing company 1988 Enhanced by Peter/CXO Wiz4.biz 3/13
Summary: Harvey Mackay – the author of “Swim with the Sharks Without Being Eaten Alive” – Rrrr-out your Competition by Out-sell, Out-manage, Out-motivate, & Out-negotiate them. He bought a failing envelope company at the age of 26, which is now a multi-million-dollar corporation. This entire book is written in lessons. He presents each lesson in a way that makes you want to read more. This man has done and can do just about anything.
1. Lessons may be Out-ies, but they’re not Out-dated. The book may have been written in 1988, but it is most certainly not out dated. Cars may not still be $10,000, but everything he talks about can be adapted to fit present-day situations. In the most basic sense of the words, management and the lessons of the book have not changed. Tactics, on the other hand, have. Harvey expresses ideas that are basic and can be changed according to the situation.
2. In the book, Mackay 66 (questions) is an important tool that can be used to get the most information about your customer. The route that M66 uses these questions is, to get insight into your customers’ wants & needs. Only the customer knows what they want and why they want it. It is your job to find out what and why that is.
3. Bond with your Customer. You always need to keep in mind who your customer is. You need to make it a point to find out who they are, in order to give them the services they require. When you know your customer, you will never run out of things to talk about, whether they are work-related or not.
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