Once I started to follow Harvey Mackay's lessons, I couldn't stop reading the book.Each lesson is clear, to the point, and right on. This will become mandatory reading for all Estee Lauder executives. We'll then be able to swim ahead of the pack.

Harvey Mackay's raw enthusiasm is a refreshing contrast to the so-called bottom-line mentality of so many American business managers today. It is to be hoped that,in the long run, Harvey's brand of positivism will carry.

    Author's Note

    Foreword by Kenneth Blanchard

    Acknowledgments

    CHAPTER ONE

    "I'd Like 15,000 Tickets forTonight's Game, Please"

    CHAPTER TWO

    Harvey Mackay's Short Course in Salesmanship

Lesson 1  It's Not How Much It's Worth,

    It's How Much People Think It's Worth

Lesson 2  There are Objections to Every Proposition,

    No Matter How Attractive...

Lesson 3  Knowing Something About Your Customer

    Is Just as Important as Knowing Everything

    About Your Product

Lesson 4  The 66-Question Customer Profile

Lesson 5  The Mackay 66 Continued: War Stories

Lesson 6  Once You Attach Your Personality

    to a Proposition, People Start Reacting...

Lesson 7  Racial and Religious Prejudice and

    Human Envy Have Not Been Eliminated...

Lesson 8  How to Handle the Tough Prospect

Lesson 9  Create Your Own Private Club

Lesson 10 Short Notes Yield Long Results

Lesson 11 The Second-Best Place to Look for New Business

Lesson 12 What Every Salesperson--and Not Enough

    Entrepreneurs-Know

Lesson 13 Keep Your Eye on Your Time, Not on Your Watch

Lesson 14 If You Don't Have a Destination,

    You'll Never Get There

Lesson 15 Believe in Yourself, Even When No One Else Does

Lesson 16 Seek Role Models

Lesson 17 Fantasize

Lesson 18 The Easiest, Least Expensive, and

    Most Neglected Form of Advertising

Lesson 19 Show Me a Guy Who Thinks He's a Self-Made

    Man and I'll Show You the Easiest Sell in the World

    CHAPTER THREE

    Harvey Mackay's Short Course on Negotiation

Lesson 20 Smile and Say No Until Your Tongue Bleeds

Lesson 21 Send in the Clones

Lesson 22 There Is No Such Thing as a Sold-Out House

Lesson 23 Understanding Your Banker

Lesson 24 The Single Most Powerful Tool for

    Winning a Negotiation Is the Ability to

    Walk Away from the Table Without a Deal

Lesson 25 "Calling Mr. Otis"

Lesson 26 The Most Important Term in Any Contract

    Isn't in the Contract

Lesson 27 Agreements Prevent Disagreements

Lesson 28 The Longer They Keep You Waiting,

    the More They Want to Deal

Lesson 29 He Who Burns His Bridges Better Be a Damn

     Good Swimmer

Lesson 30 Make Your Decisions with Your Heart,

     and What You'll End Up with Is Heart Disease

Lesson 31 Never Buy Anything in a Room with a Chandelier

Lesson 32 Everything's Negotiable

Lesson 33 The Buyer/Seller Battle

     CHAPTER FOUR

     Harvey Mackay's Short Course in Management

Lesson 34 The Single Greatest Mistake a Manager Can Make

Lesson 35 When a Person with Money Meets a

     Person with Experience...

Lesson 36 You'll Always Get the Good News;

    It's How Quickly You Get the Bad News

    That Counts

Lesson 37 Throw It on the Floor

Lesson 38 Treat Your Suppliers the Way

    You Treat Your Customers

Lesson 39 The Time for the Renaissance Man

    Was the Renaissance

Lesson 40 Never Be Your Own Hatchet Man

Lesson 41 On the Other Hand, If You Are Going

    to Be Your Own Hatchet Man...

Lesson 42 Little Things Don't Mean a Lot;

    They Mean Everything

Lesson 43 How to Spot a Winner

Lesson 44 Your Best People May Spend Their Most

    Productive Time Staring at the Wall

Lesson 45 It's More Fun When It's Spontaneous

Lesson 46 Have You Ever Seen a Stand-Up Strike?

Lesson 47 It Isn't Practice That Makes Perfect;

    You Have to Add One Word:

    It's Perfect Practice That Makes Perfect

Lesson 48 Trust the Experts... to Be Wrong

Lesson 49 It Isn't the People You Fire WhO Make

    Your Life Miserable, It's the People You Don't

Lesson 50 The Best Way to Chew Someone Out

Lesson 51 Never Let Anyone, Particularly a Superstar,

    Pick His or Her Own Successor

Lesson 52 Give More Conventions and You Can

    Give Fewer Raises

Lesson 53 How Many Salespeople Do You Have?

Lesson 54 Get Bored Easily

Lesson 55 Ask an Old Grizzly

Lesson 56 Knowing When Not to Work Hard Is as

    Important as Knowing When To

Lesson 57 Owning 1 Percent of Something Is Worth

    More Than Managing 100 Percent of Anything

Lesson 58 Dig Your Well Before You're Thirsty

Lesson 59 Treat Your Own People the Way You

    Treat Your Customers

Lesson 60 How to Be Fired

Lesson 61 You Can't Solve a Problem Unless

    You First Admit You Have One

Lesson 62 If You Can Afford to Buy Your Way Out

    of a Problem, You Haven't Got a Problem

Lesson 63 "I Have Never Seen a Bad Resume":

    John Y. Brown

Lesson 64 The Acid Test for Hiring

Lesson 65 If You Want to Be Santa Claus,

    Your Sled Better Be Able to Pull a Trailer

Lesson 66 What's the Best Way to Save Time?

Lesson 67 Don't Get Mad and Don't Get Even Either

Lesson 68 Know Thine Enemy

Lesson 69 Don't Be Intimidated by a Reputation

     CHAPTER FIVE

     Quickies

Quickie 1  Gratitude Is the Least Deeply Felt of

    All Human Emotions

Quickie 2  It's Not Your Last Good Idea

Quickie 3  Buy Cheap Cars and Expensive Houses

Quickie 4  How to Get to Know a Celebrity

Quickie 5  The Best R&D in the World Is Never More

    Than a Keystroke Away

Quickie 6  "Nothing Is Greater to One Than

    One's Self Is"--Walt Whitman

Quickie 7  There Is No Such Thing as a Bad Memory

Quickie 8  Put Your Memory Where Your Mouth Is

Quickie 9  Stay Sharp by Predicting the Future

Quickie 10 It Usually Pays to Look Good, but

    Sometimes It Pays a Lot More to Look Bad

Quickie 11 Take a Multimillionaire to Lunch

Quickie 12 It's Not Only Who You Know, but

    How You Get to Know Them

Quickie 13 To a Normal Person, $10 Million

    Will Seem Like Enough

Quickie 14 How to Beat the Law of Supply and Demand

Quickie 15 There Is a Place in the World

    for Anyone in the World Who Says,

    "I'll Take Care of It"

Quickie 16 Never Give the Same Speech Once

Quickie 17 There Are Two Times in Life When

    You're Totally Alone: Just Before You Die

    and Just Before You Make a Speech

Quickie 18 The Beauty of Cash

Quickie 19 The Meaning of Life

    CHAPTER SIX

    HelpingYour Kids Beat the Odds

Helping Your Kids Beat the Odds

Don't Plan on Sticking Around Just to Collect the Gold Watch

Find Something You Like to Do and Make It Pay

Make Believe Your Parents Are Right Some of the Time

There's No Future in Saying It Can't Be Done

It's Harder to Be a Success When Your Parents Already Are

     CHAPTER SEVEN

    The Closer: How to Succeed

How to Succeed

Determination + Goal-Setting + Concentration = Success

Index

About the Author