Harvey Mackay's ABCs of Business Success

“Harvey Mackay may be the most talented man I have met.”
—Lou Holtz “If anyone can ‘write the book’ on sales success, it’s Harvey Mackay. He is a proven leader in sales. My advice: Follow the leader to a stellar sales career!”
—John C. Maxwell

“Harvey Mackay is a champ at sales—and he doesn’t pull any punches with his heavyweight advice.”
— Muhammad Ali

“In today’s world the only thing that you have going for you is YOU. But are you the best YOU, you can be? Now a book that can guide you to be more and have more.”
—Suze Orman

“There are three kinds of business experts. There’s an expert, there’s a world-class expert, and there’s Harvey Mackay—THE world-class expert.”
— Jeffrey Gitomer

“A mother lode of timely, hard-earned, bite-size, street-smart golden nuggets … “
— Stephen Covey

“He is fast, smart, funny … and frighteningly right.”
— Gloria Steinem

“Enjoy Harvey’s cookbook for success … It gives the reader the best of his wisdom … truly the best kind of chicken soup for anyone and everyone in business and in life.”
—Mark Victor Hansen and Jack Canfield

“Harvey’s business acumen shows through on every page… There’s so much warmth, wisdom, and wittiness in this book that it would be well for everyone to read every page.”
—Billy Graham

“Harvey Mackay is the only person I’ll listen to while standing in shark-infested waters … real stories from the real world with real solutions.”
—Larry King

“Harvey Mackay is one of the greatest writers of our time.”
— Norman Vincent Peale

Auteur

Harvey Mackay is the author of the #1 New York Times bestsellers Swim with the Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt, both books are among the top 15 inspirational business books of all time, according to the New York Times. His books have sold more than ten million copies worldwide. His newest book Use Your Head To Get Your Foot In The Door: Job Search Secrets No One Else Will Tell You, was released on February 18, 2010. When Larry King interviewed Harvey in late February 2010, Larry said, "I really believe this is the most important book right now." The book is already in its 4th printing as of March 1, 2010. It immediately climbed the bestseller list at Amazon.com and hit #1 in four categories: Job Hunting, Counseling, Vocational Guidance and Education. It can also be found on the Wall Street Journal Business Bestseller list.

Harvey writes a nationally syndicated newspaper column and is one of America's most popular and entertaining business speakers. he is also the founder and chairman of MackayMitchell Envelope Company. He has been married to Carol Ann for forty-nine years. They have three children and nine grandchildren.

Texte du rabat

Harvey Mackay takes readers back to the most basic tool that all of our speech is composed of; the alphabet.

In The ABCs of Business Success, each individual letter holds a sacred significance in business, relationships, and life itself.

In his classic ?to-the-point? style, Harvey casts light upon the keystone concepts in the most foundational areas of business. The format of the book is delightful and engaging, with each section composed of an alphabetical list, encapsulating all of the most pertinent knowledge for readers. Each list mirrors Harvey's own meticulous level of organization that he brings to his businesses, speaking and writing careers, and his widespread community involvement.

The ABCs of Business Success strikes a fine balance of both humor and seriousness, marrying something as light-hearted as the humble alphabet with advanced entrepreneurial concepts. With an extensive and nuanced career, Harvey has no shortage of experience to share with his readers to give them an edge over the competition.

Putting the alphabet on center stage, this book takes new students as well as seasoned pros to their maximum performance. If you thought that the ABCs would only be relevant in kindergarten, Harvey is here to take you back to school!

Échantillon de lecture

The ABCs of selling

 

            Many years ago, I was listening as one of my grandchildren practiced his ABCs.  He had a little picture book that helped him remember what the letters stood for, and he studied it intently, determined to be the first in his class to know all the letters and words.  With his determination, I knew he would master the alphabet in no time at all.

            As he worked, I started thinking about what those letters mean to me, after a lifetime in sales and years of helping young hopefuls get started in their careers.  I didn’t draw pictures, but these are the words my alphabet book would include:

A is for availability for your customers, so they can reach you with questions, concerns, or reorders.  If I can’t reach you immediately, I want to know that you’ll get back to me within minutes or hours, not days.  If you’re slow to answer the call, your phone will stop ringing.

B is for believing in your product, or find something else to sell.  It’s also important to believe in yourself.

C is for customers aren’t always right, but if you want to keep them as your customers, find a way to make them right.

D is for deliver more than you promise.  Never make a promise you can’t keep.

E is for education is for life – never stop learning.  Education is an investment, never an expense.

F is for follow-up and follow-through.  Never leave a customer hanging.  I like to say that the sale begins when the customer says yes – every sales person knows that following through after the order is written is what earns customer loyalty. 

G is for goals, which give you a reason to go to work every day.  When you reach your goals, set higher ones! 

H is for humanize your selling strategy by learning everything you can about your customers.  To be successful in life – and especially in sales – you must have a deep-down burning desire to help people.  Studies show that you can’t talk business all the time. Your customers are people first! 

I is the least important letter in selling.  Unity consistently produces greater results than individual endeavors.  Teamwork divides the effort and multiplies the effect.

J is for join trade organizations and community groups that will help you both professionally and personally, such as Toastmasters, chamber of commerce or Junior Achievement.

K is for know your competitors and their products as well as you know your own.  Sam Walton, creator of Wal-mart, the world’s largest retail chain, spent more time in Kmart than his own stores.  Information is power. 

L is for listen to your customers or they’ll start talking to someone else. We learn more by listening than talking.  Remember, most people won’t listen to what you’re saying unless they already feel that you have listened to them.  Being a good listener can make or break a career. 

M is for maybe, the worst answer a customer can give.  No is better than maybe.  Find out what you can do to turn it into a yes.

N is for networking, which is among the most important skills a salesperson can dev…