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Swim with the sharks without being eaten alive : outsell, outmanage, outmotivate and outnegotiate your competition

Publisher: [Brussels, Belgium?] : Business Book Summaries, [2014]
Series: Book summary collection.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
This work offers a summary of the book "SWIM WITH THE SHARKS WITHOUT BEING EATEN ALIVE: Outsell, outmanage, outmotivate and outnegotiate your competition" by HARVEY MACKAY.Mackay's book is based on a simple, but convincing, formula: Determination + Goal-Setting + Concentration = Success. Mackay acknowledges that the execution of this formula is more difficult, and requires perseverance, but shows that your chances  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Publishing, BusinessNews
Summary : Swim with the Sharks Without Being Eaten Alive - Harvey Mackay
Cork : Primento Digital,c2014
Named Person: Harvey Mackay
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
ISBN: 9782511018309 2511018306
OCLC Number: 900790207
Description: 1 online resource.
Contents: Title page; Book Presentation; Book Abstract; Important Note About This Ebook; Summary of Swim With The Sharks Without Being Eaten Alive (Harvey Mackay); Part 1: Harvey Mackay's Short Course In Salesmanship; 1. It's Not How Much It's Worth, It's How Much People Think It's Worth; 2. There Are Objections To Every Proposition, No Matter How Attractive; Good Sales people Set Up Situations Where The Customer Sells Himself; 3. Knowing Something About Your Customer Is Just As Important As Knowing Everything About Your Product; 4. The 66-Question Customer Profile 5. The Mackay 66 Continued: War Stories6. Once You Attach Your Personality To A Proposition, People Start Reacting To The Personality And Stop Reacting To The Proposition.; 7. How To Handle The Tough Prospect; 8. Create Your Own Private Club; 9. Short Notes Yield Long Results; 10. The Second-best Place To Look For New Business; 11. What Salespeople --
And Not Entrepreneurs --
Know; 12. Keep Your Eye On Your Time, Not On Your Watch; 13. If You Don't Have A Destination, You'll Never Get There; 14. Believe In Yourself, Even When No One Else Does; 15. Seek Role Models; 16. Fantasize 17. The Easiest, Least Expensive, And Most Neglected Form Of Advertising18. Show Me A Man Who Thinks He's A Self-Made Man And I'll Show You The Easiest Sell In The World; Part 2: Harvey Mackay's Short Course On Negotiation; 1. Smile And Say No Until Your Tongue Bleeds; 2. Send In The Clones; 3. There Is No Such Thing As A Sold-Out House; 4. Understanding Your Banker; 5. The Single Most Powerful Tool For Winning A Negotiation Is The Ability To Walk Away From The Table Without A Deal; 6. Calling Mr. Otis; 7. The Most Important Term In a Contract Isn't In It; 8. Agreements Prevent Disagreements 9. The Longer They Keep You Waiting, The More They Want To Deal10. He Who Burns His Bridges Better Be A Damn Good Swimmer; 11. Make Decisions With Your Heart, And All You'll End Up With Is Heart Disease; 12. Never Buy Anything In A Room With a Chandelier; 13. Everything's Negotiable; 14. The Buyer/Seller Battle; Part 3: Harvey Mackay's Short Course In Management; 1. The Single Greatest Mistake A Manager Can Make; 2. When A Person With Money Meets A Person With Experience, The Person With The Experience Winds Up With The Money And The Person With The Money Winds Up With The Experience 3. You'll Always Get The Good News It's How Quickly You Get The Bad News That Counts; 4. Throw It On The Floor; 5. Treat Suppliers The Way You Treat Your Customers; 6. The Time For The Renaissance Man Was The Renaissance; 7. Never Be Your Own Hatchet Man; 8. On The Other Hand, If You Are Going To Be Your Own Hatchet Man...; 9. Little Things Don't Mean A Lot; They Mean Everything; 10. How To Spot A Winner; 11. Your Best People May Spend Their Most Productive Time Staring At The Wall; 12. It's More Fun When It's Spontaneous; 13. Have You Ever Seen A Stand-Up Strike
Series Title: Book summary collection.
Responsibility: [book summary by BusinessNews Publishing ; author: Harvey Mackay].

Abstract:

This work offers a summary of the book "SWIM WITH THE SHARKS WITHOUT BEING EATEN ALIVE: Outsell, outmanage, outmotivate and outnegotiate your competition" by HARVEY MACKAY.Mackay's book is based on a simple, but convincing, formula: Determination + Goal-Setting + Concentration = Success. Mackay acknowledges that the execution of this formula is more difficult, and requires perseverance, but shows that your chances of success are higher if you follow some logical strategies.Swim with the Sharks gives a crash course in the most vital business elements, such as management, negotiation and salesm.

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