HARVEY MACKAY'S SWIM WITH THE SHARKS WITHOUT BEING EATEN ALIVE

1. SWIM WITH THE SHARKS
Without Being Eaten Alive –
HARVEY MACKAY
A Book Presentation
- By
M.D.Karthik,PGDM1,UBS
Outsell,Outmanage,Outmotivate
and Outnegotiate Your Competition

2. ABOUT THE AUTHOR
• Fortune Magazine called Harvey Mackay “Mr. Make – Things- Happen.”
• Age 26 – bought failing envelope company which is today multimillion-dollar
company producing 10,000,000 envelopes day.
• Catalysed building of $75 Million Metrodome in Minneapolis.
• Spearheaded famed $6 Million “Twins Ticket Buyout.”
• Alumni of University of Minesota and Stanford University.
• Internationally renowned public speaker,avid marathoner and #1 ranked tennis
player in Minesota in his days.
• He and wife Carol Ann have three children and live in USA.

3. HARVEY MACKAY’S SHORT COURSE IN SALESMANSHIP
 It’s not how much it’s worth, it's how much people think it’s worth – 1)Marketing is not the art of
selling. 2)Not convincing someone to buy.3)It is the art of creating conditions by which the buyer
convinces himself.
 There are objections to every proposition, no matter how attractive; good salespeople set up
situations where the customer sells himself, regardless of the objections – READY? FIRE! AIM!
 Knowing something about your customer is just as important as knowing everything about your
product – KYC
 The 66-question customer profile – Customer,Education,Family,Business Background,Special
Interests,Lifestyle,The customer and you.
 Once you attach your personality to a proposition,people start reacting to the personality and stop
reacting to the proposition.
 Racial and religious prejudice and human envy have not been eliminated as of the date of publication
of this book.

4. HARVEY MACKAY’S SHORT COURSE IN SALESMANSHIP – CONTD.
How to handle the tough prospect – great salesperson gets order and reorder
from a client who is already doing business with someone else.
The second – best place to look for new business : 80/20 rule
Create your own private
club – atmosphere for
easy businessShort notes yield long results –
personal recognition and courtesy
If you don’t have a
destination, you’ll
never get there-
a)Set goals
b)Develop plan for
achieving goals
c)Track of time and
execution
Show me a guy who
thinks he’s a self-made
man, and I will show
you the easiest sell in
the world

5. HARVEY MACKAY’S SHORT COURSE ON NEGOTIATION -
• Be prepared to
walk away from
the table ….and
get even better
terms
• Reserve your
product in
advance if some
fails to buy it.
• Hire a substitute,a
ringer.
• You clone yourself
• NO NO NO NO NO
NO NO NO NO
……..
Smile and say NO until
your tongue bleeds
Send in the clones
The single most
powerful tool for
winning a negotiation is
the ability to walk away
from the table without
a deal.
There is no such thing
as a sold-out house

6. HARVEY MACKAY’S SHORT COURSE ON NEGOTIATION CONTD. -
• Make your decisions
with your heart,and
what you’ll end up
with is heart disease.
• Agreements prevent
disagreements.
• The most important
term in any contract
isn’t in the contract.
• The longer they keep
you waiting, the
more they want to
deal.
• Everything is
negotiable.
• Never buy anything
in a room with a
chandelier

7. HARVEY MACKAY’S SHORT COURSE IN MANAGEMENT -
You’ll always get the
good news; it's how
quickly you get the
bad news that counts
When a person with
money meets a person
with experience,the
person with experience
winds up with money
and the person with the
money winds up with
the experience.
Never be
your own
hatchet
man
Throw it on
the floor
Little things don’t
mean a lot, they
mean everything
Treat your suppliers
the way you treat your
customers.

8. HARVEY MACKAY’S SHORT COURSE IN MANAGEMENT CONTD. -
 How to spot a winner?
 Your best people may spend their most productive time staring at the wall – efficiency
achieved at the expense of creativity is counterproductive.
 It’s more fun when it’s spontaneous.
 It isn’t practice that makes perfect;you have to add one more word : it’s perfect
practice makes perfect.
 Trust the experts………to be wrong
 It isn’t the people you fire who make your life miserable, it’s the people you don’t.
 Never let anyone, particularly a superstar,pick his or her own successor.
 Get bored easily.
 Ask an old grizzly.
 Knowing when not to work hard is as important as knowing when to.
 Dig your well before you are thirsty.
 You can’t solve a problem unless you first admit you have one.
 Know thine ENEMY.

9. “Most business problems can be solved if you can teach
yourself to look beyond the dollar sign. Business revolves
around human beings.”
“Maintain the illusion of demand regardless of supply.”
“Our sense of the worth of an object is not derived from its
intrinsic value but from the demand that has been created for
that object.”
“You don’t learn to swim in a single outing. High-stakes
challenges demands practice and perseverance.”

10. The future technology which has the power to
Outsell,Outmanage,Outmotivate and Outnegotiate Your
Competition in “Shopping”.

11. THANK YOU ALL