The Mackay MBA of selling in the real world:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York, NY.
Portfolio/Penguin
2011
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | "Mega-bestselling business guru Harvey Mackay shares his timesless sales advice. The legendary Harvey Mackay is back with the sum total of decades of sales know-how-teaching go-getters how to make the sale and hit the numbers, day in and day out. In his irrepressible and irreverent style, Mackay shares decades of solid-gold selling wisdom, with inspirational lessons such as: Big shots are just little shots who kept shooting; Helping someone up won't pull you down-and could very easily pull them to your side; Be like the turtle: If he didn't stick his neck out, he wouldn't get anywhere at all. Covering everything from how to find the right mentor to earning the loyalty of your customers to overcoming rejection, Mackay delivers road-tested, real-world selling advice that has stood the test of time. In a digital world, the human touch has never been more decisive. And nobody connects with customers, readers, and audiences better than Harvey Mackay."-- Provided by publisher. Includes bibliographical references and index |
| Beschreibung: | xxv, 335 p. 23,5x16 cm. |
| ISBN: | 9781591843870 |
Internformat
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| 020 | |a 9781591843870 |c hardback |9 978-1-591-84387-0 | ||
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| 245 | 1 | 0 | |a The Mackay MBA of selling in the real world |c Harvey Mackay |
| 264 | 1 | |a New York, NY. |b Portfolio/Penguin |c 2011 | |
| 300 | |a xxv, 335 p. |c 23,5x16 cm. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a "Mega-bestselling business guru Harvey Mackay shares his timesless sales advice. The legendary Harvey Mackay is back with the sum total of decades of sales know-how-teaching go-getters how to make the sale and hit the numbers, day in and day out. In his irrepressible and irreverent style, Mackay shares decades of solid-gold selling wisdom, with inspirational lessons such as: Big shots are just little shots who kept shooting; Helping someone up won't pull you down-and could very easily pull them to your side; Be like the turtle: If he didn't stick his neck out, he wouldn't get anywhere at all. Covering everything from how to find the right mentor to earning the loyalty of your customers to overcoming rejection, Mackay delivers road-tested, real-world selling advice that has stood the test of time. In a digital world, the human touch has never been more decisive. And nobody connects with customers, readers, and audiences better than Harvey Mackay."-- Provided by publisher. | ||
| 500 | |a Includes bibliographical references and index | ||
| 650 | 4 | |a Psychologie | |
| 650 | 4 | |a Selling | |
| 650 | 4 | |a Selling |x Psychological aspects | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024741005&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-024741005 | ||
Datensatz im Suchindex
| _version_ | 1804148826885324800 |
|---|---|
| adam_text | Titel: The Mackay MBA of selling in the real world
Autor: Mackay, Harvey
Jahr: 2011
Contents
Acknowledgments xv
Author s Note xvii
Foreword xix
Introduction by Lou Holtz xxi
Prologue: Sales Superstardom 1
YOU
1 The Early Bird 7
Quickie #1: Integrity Deflates Easily 10
S Believe in Yourself 11
Quickie #2: Bet on You! 14
3 One Person: All the Difference 15
* Loyalty in Little Things Is Huge 17
5 Find Mentors 20
6 Practice Right So You Can t Get It Wrong 22
Practice-The Fortune Cookies 25
7 Learn from Legends 26
8 Sell Yourself 28
9 The Well-Pressed Impression 31
10 Linkedln and Facebook: The New Handshake 39
Quickie #3: Your Ultimate Makeover 44
11 Sharpen Your Best Selling Points 46
Quickie #4: So You Aren t Johnny Depp... 49
12 Better Humble Than Stumble 50
13 Be Yourself 52
14 Trust Is a Must 54
15 Discover Your Potential 57
Quickie #5: Be Yourself, Then Improve Yourself 60
16 Super Sellers Are Customer-Centric 61
17 Celebrate the Child in You 65
Success-The Fortune Cookies 67
IMAGINE
18 Visualize Success 71
19 Putt for Survival 74
Quickie #6: Farsighted 77
20 Rain Can Make Your Parade 78
21 You Gotta Have a Dream! 80
22 Don t Miss Miss America 82
Quickie #7: Out of the Cubicle, but Definitely Online 84
23 Inching Ahead Your Goal Line 85
24. The Bucket List 88
25 Fantasy Sparks Reality 91
STICK WITH IT
26 The ABCs of Determination-Any Body Can 95
Determination-The Fortune Cookies 99
27 Quitters: Never Winners 100
28 The 10,000-Hour Investment 103
Quickie #8: Hubris the Humorless 105
29 Compassion Uplifts You Too 106
30 Enthusiasm: Only You Can Ignite It 108
31 Enthusiasm: An Encore 111
32 Your Attitude Determines Your Altitude 113
Quickie #9: The Plus of Minor-League Play 116
33 Change Your Thoughts, Change Your Life 117
Quickie #10: Without a Goal, You ll Never Score One 120
34 Your Positive Self-Right Underneath Your Fingers 121
35 Worrying Makes You Cross the Bridge Before
You Come to It 125
Positive Energy-The Fortune Cookies 128
SETBACKS
36 There s No Education Like Adversity 131
37 Overcoming the Fear of No 135
Quickie #11: Arrogance: The 7 Deadly Signs 138
38 Beat Rejection Before It Beats You 139
39 Those Who Don t Know Don t Know
They Don t Know 142
Quickie #12: Overcoming Rejection: Tried True Tips 145
40 Comeback Kids Don t Kid Around 146
41 Watch Out for These Four-Letter Words 150
42 Race to the Top 153
43 Wrestle Self-Confidence from Self-Doubt 155
Quickie #13: Hands-On Beats All Else 158
44 Lose the Right Battles to Win the War 159
Quickie #14: The Weaker Sex Isn t Anymore 162
45 Refuse to Lose 163
Quickie #15: The Confidence Game 167
Bouncing Back-The Fortune Cookies 168
THE CHAMPIONSHIP STRIDE
46 Never Look a Gift Mule in the Mouth 171
Quickie #16: The Magic of Teamwork 173
47 Your Best Captive Audience 174
48 Get in the Zone 177
Quickie #17: Unload Your Stress 180
49 Give Yourself a Break 181
50 The Psychology of a Slump 184
51 Coming Through in the Clutch 186
52 Don t Coast to an Apathy Crash 188
Quickie #18: The Power Rx of Attitude 191
53 Courage-What Sets You Apart from the Crowd 192
Quickie #19: Be Resourceful or Be Remorseful 195
54 Think Big to Sell Big 196
55 Trust Your Hunches 199
56 Obscure to Awesome 202
Quickie #20: That Slippery Slope 206
57 Passion: The Prime Mover 207
58 Be a Successful Maverick 211
Attitude-The Fortune Cookies 214
CONNECT
59 Make the Internet Your Sales Scalpel 217
Quickie #21: What a Web! 224
60 Social Media-The New Sales Megacenter 225
61 Be an Affinity Groupie 229
62 Don t Make 50 Your Psychological Speed Limit 231
63 Putting the Byte on Techies 234
64 Selling on Candid Camera 237
©S Customer Service: The Digital Retread 239
Quickie #22: Manicure the Pitch 241
66 Customer Service in the Internet Age 242
©7 The Mackay 25 Sales Call Prep Checklist 246
68 The Unanswered Serve 252
Quickie #23: Ignorant, Period! 254
69 Turning a Tweet Mind-Set into Sales Nest Eggs 255
Connecting-The Fortune Cookies 261
EXCEL
70 Strive for Excellence 265
Quickie #24: Big Cats: Rarely in the Bag 268
71 Sell Yourself into Your Dream Job 269
72 Fall in Love with Your Job 272
Quickie #25: The Principal of It All 275
73 Be Honest 276
Quickie #26: Outfit Your Mind 280
74 Make Character Your Best Characteristic 281
75 Networks Have Power Ratings 284
76 4th-Quarter Game Changers 286
Quickie #27: Positive Energy Is a Chain Reaction 288
77 The Average American Thinks He Isn t 289
78 Use Self-Esteem to Your Advantage 292
Quickie #28: Reciprocity Without Keeping Score 295
79 A Club to Aim For 296
80 Sales Need Flesh and Blood 298
81 Sales Success: The Blue-Ribbon Recipe 301
82 The 7 Cs of Success 304
Getting It Done-The Fortune Cookies 307
AFTERTHOUGHTS
The Mackay Elite 8 (Plus One): A List of Life-Changing Sales Books 311
Second Author s Note 317
The ABCs of Selling 319
The Second Ten Commandments 323
Index 327
|
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| discipline | Wirtschaftswissenschaften |
| format | Book |
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| illustrated | Not Illustrated |
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| isbn | 9781591843870 |
| language | English |
| lccn | 2011021789 |
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| physical | xxv, 335 p. 23,5x16 cm. |
| publishDate | 2011 |
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| spelling | Mackay, Harvey Verfasser aut The Mackay MBA of selling in the real world Harvey Mackay New York, NY. Portfolio/Penguin 2011 xxv, 335 p. 23,5x16 cm. txt rdacontent n rdamedia nc rdacarrier "Mega-bestselling business guru Harvey Mackay shares his timesless sales advice. The legendary Harvey Mackay is back with the sum total of decades of sales know-how-teaching go-getters how to make the sale and hit the numbers, day in and day out. In his irrepressible and irreverent style, Mackay shares decades of solid-gold selling wisdom, with inspirational lessons such as: Big shots are just little shots who kept shooting; Helping someone up won't pull you down-and could very easily pull them to your side; Be like the turtle: If he didn't stick his neck out, he wouldn't get anywhere at all. Covering everything from how to find the right mentor to earning the loyalty of your customers to overcoming rejection, Mackay delivers road-tested, real-world selling advice that has stood the test of time. In a digital world, the human touch has never been more decisive. And nobody connects with customers, readers, and audiences better than Harvey Mackay."-- Provided by publisher. Includes bibliographical references and index Psychologie Selling Selling Psychological aspects HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024741005&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Mackay, Harvey The Mackay MBA of selling in the real world Psychologie Selling Selling Psychological aspects |
| title | The Mackay MBA of selling in the real world |
| title_auth | The Mackay MBA of selling in the real world |
| title_exact_search | The Mackay MBA of selling in the real world |
| title_full | The Mackay MBA of selling in the real world Harvey Mackay |
| title_fullStr | The Mackay MBA of selling in the real world Harvey Mackay |
| title_full_unstemmed | The Mackay MBA of selling in the real world Harvey Mackay |
| title_short | The Mackay MBA of selling in the real world |
| title_sort | the mackay mba of selling in the real world |
| topic | Psychologie Selling Selling Psychological aspects |
| topic_facet | Psychologie Selling Selling Psychological aspects |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024741005&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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