| Authors Note Foreword by Kenneth Blanchard Acknowledgments CHAPTER ONE Id Like 15000Tickets for Tonights Game Please CHARTER TWO Harvey Mackay s Short Course in Salesmanship Lesson1 Its Not How Much Its Worth Tt s How Much People Think Its Worth Lesson2 There are Objections to Every Propostion No Matter How Attractive Lesson3 Knowing Something About Your Customer IS Just as Important as Knowing Everything About Your Product Lesson4 The 66-Question Customer Profile Lesson5 The Mackay 66 Continued:War Stories Lesson6 Once You Attack Your Personality to a Proposition People Start Reacting Lesson7 Racial and Religious Prejudice and Human Envy Have Not BeenEliminated Lesson8 HowtoHandle The Tough Prostpect Lesson9 Create Your Own Private Club Lesson10 Short Notes Yield Long Results Lesson11 The Second-Best Place to Look for New Business Lesson12 What Every Salesperson-and Not Enough Entrepreneurs-Know Lesson13 Keep Your Eye on Your Time Not on Your Watch Lesson14 If You Dont Have a Destination Youll Never Get There Lesson15 Believe in Yourself Even WHen No one Else Does Lesson16 Seek Role Models Lesson17 Fantasize Lesson18 The Easiest Least Expensive and Most Neglected Form of Advertising Lesson19 Show Me a Guy Who Thinks Hes a Self-Made Man and Ill Show You the Easiest Sell in the World CHATER THREE Harvey Mackay s Short Course on Negotiation Lesson20 Smile and Say No Until Your Tongue Bleeds …… CHAPTER FOUR Havry Mackay s Short Course in Management CHAPTER FIVE Quickies CHAPTER SIX Helping Your Kids Beat the Odds CHAPTER SEVEN The Closer:How to Succeed Index About the Author |
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