OVER EIGHT MONTHS ON
THE NEW YORK TIMES BESTSELLER LIST
WITH THE
Without Being Eaten Alive
Outsell,
Outmanage,
Outmotivate,
and
Outnegotiate
Your Competition
HARVEY MACKAY
0426-3 (Canada $6.50) U.S. $4.95
CONTENTS
Acknowledgments
Foreword by Kenneth Blanchard
I. "I'd like 15,000 Tickets for Tonight's
Game, Please"
II. 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 . . .
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11
13
17
CONTENTS
Lesson 3
Lesson 4
Lesson 5
Lesson 6
Lesson 7
Lesson 8
Lesson 9
Lesson 10
Lesson 11
Lesson 12
Lesson 13
Lesson 14
Lesson IS
Lesson 16
Knowing Something About Your
Customer Is Just as Important
as Knowing Everything About
Your Product
The 66-Question Customer
Profile
The "Mackay 6 6 " Continued:
War Stories
Once You Attach Your
Personality to a Proposition,
People Start Reacting . . .
Racial and Religious Prejudice
and Human Envy Have Not
Been Eliminated . . .
How to Handle the Tough
Prospect
Create Your Own Private Club
Short Notes Yield Long Results
The Second-Best Place to Look
for New Business
What Every Salesperson—and
Not Enough Entrepreneurs—
Know
Keep Your Eye on Your Time,
Not on Your Watch
If You Don't Have a
Destination, You'll Never Get
There
Believe in Yourself, Even When
No One Else Does
Seek Role Models
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CONTENTS
Lesson 17
Lesson 18
Fantasize
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
III. Harvey Mackay's Short Course on
Negotiation
Lesson 20
Lesson 21
Lesson 22
Lesson 23
Lesson 24
Lesson 25
Lesson 26
Lesson 27
Lesson 28
Smile and Say No Until Your
Tongue Bleeds
Send in the Clones
There Is No Such Thing as a
Sold-Out House
Understanding Your Banker
The Single Most Powerful Tool
for Winning a Negotiation Is the
Ability to Walk Away from the
Table Without a Deal
"Calling Mr. Otis"
The Most Important-Term in
Any Contract Isn't in the ,
Contract
Agreements Prevent
Disagreements
The Longer They Keep You
Waiting, the More They Want to
Deal
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99
103
105
107
CONTENTS
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
IV. 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 . . .
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147
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CONTENTS
Lesson 42
Lesson 43
Lesson 44
Lesson 45
Lesson 46
Lesson 47
Lesson 48
Lesson 49
Lesson 50
Lesson 51
Lesson 52
Lesson 53
Lesson 54
Lesson 55
Little Things Don't Mean a Lot; 155
They Mean Everything
How to Spot a Winner
159
Your Best People May Spend
161
Their Most Productive Time
Staring at the Wall
It's More Fun When It's
163
Spontaneous
Have You Ever Seen a Stand-up 165
Strike?
It Isn't Practice That Makes
167
Perfect; You Have to Add One
Word: It's Perfect Practice That
Makes Perfect
Trust the Experts . . . to Be
171
Wrong
It Isn't the People You Fire
173
-Who Make Your Life
Miserable, It's the People
You Don't
The Best Way to Chew
175
Someone Out
Never Let Anyone, Particularly
177
a Superstar, Pick His or Her
Own Successor
Give More Conventions and You 179
Can Give Fewer Raises
How Many Salespeople Do You 181
Have?
Get Bored Easily
183
Ask an Old Grizzly
185
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CONTENTS
Lesson 56
Lesson 57
Lesson 58
Lesson 59
Lesson 60
Lesson 61
Lesson 62
Lesson 63
Lesson 64
Lesson 65
Lesson 66
Lesson 67
Lesson 68
Lesson 69
V. Quickies
Knowing When Not to Work
Hard Is as Important as
Knowing When To
Owning 1 Percent of Something
Is Worth More Than Managing
100 Percent of Anything
Dig Your Well Before You're
Thirsty
Treat Your Own People the Way
You Treat Your Customers
How to Be Fired
You Can't Solve a Problem
Unless You First Admit You
Have One
If You Can Afford to Buy Your
Way Out of a Problem, You
Haven't Got a Problem
" I Have Never Seen a Bad
Resume""
The Acid Test for Hiring
If You Want to Be Santa Claus,
Your Sled Better Be Able to Pull
, a Trailer
What's the Best Way to Save
Time?
Don't Get Mad and Don't Get
Even, Either
Know Thine Enemy
Don't Be Intimidated by a
Reputation
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CONTENTS
Quickie 1
Quickie 2
Quickie 3
Quickie 4
Quickie 5
Quickie 6
Quickie 7
Quickie 8
Quickie 9
Quickie 10
Quickie 11
Quickie 12
Quickie 13
Quickie 14
Quickie 15
Gratitude Is the Least Deeply
Felt of All Human Emotions
It's Not Your Last Good Idea
Buy Cheap Cars and Expensive
Houses
How to Get to Know a Celebrity
The Best R&D Firm in the
World is Never More Than a
Phone Call Away
"Nothing Is Greater to One
Than One's Self I s "
There Is No Such Thing as a
Bad Memory
Put Your Memory Where Your
Mouth Is
Stay Sharp by Predicting the
Future
It Usually Pays to Look Good,
but Sometimes It Pays a Lot
More to Look Bad
Take a Millionaire to Lunch
It's Not Only Who You Know,
but How You Get to Know
Them
To a Normal Person, $10
Million Will Seem Like Enough
How to Beat the Law of Supply
and Demand
There Is a Place in the World
for Anyone in the World Who
Says, "I'll Take Care of It"
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269
CONTENTS
Quickie 16
Quickie 17
Quickie 18
Quickie 19
Never Give the Same Speech
271
Once
There Are Two Times in Life
273
When You're Totally Alone: Just
Before You Die and Just Before
You Make a Speech
The Beauty of Cash
277
The Meaning of Life
279
VI. Helping Your 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
VII. The Closer: How to Succeed
How to Succeed
Determination + Goal-Setting
+ Concentration = Success
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