written by Harvey Mackay it is one of his best sellers which give strategies on how to out motivate, out negotiate, out sale and out manage.

1. Presented By:
Gauri Bhargava
HARVEY MACKAY

2. SALESMANSHIP
KNOWING SOMETHING ABOUT YOUR CUSTOMER IS JUST AS
IMPORTANT AS KNOWING EVERYTHING ABOUT YOUR PRODUCT
Knowing your customer means knowing what your customer really wants.
When you know about your customers, their interests and characteristics, you
always have a basis for contacting them.
It gives them a sense of recognition, respect, reliability, concern, service, a
feeling
of self importance, friendship:
Things all of us care more about as human beings

3. THE 66-QUESTION CUSTOMER
PROFILE
 Question 1-6 contains personal information of the customer (name,
address, height, weight)
 Question 7-12 contains information based on customer’s education
 Question 13-19 asked customers about their family
 Question 20-33 asked about their business background
 Question 34-39 asked about their special interests (favourite clubs,
religion
 Question 40-57 are information on their lifestyle (medical history, vacation
Habits, achievements)
 Question 57-66 asked customers their opinion and connection with the
company

4. If you don’t have a destination, you’ll never get
there
It involves a three step process:
 Setting goals
 Developing a plan to achieve those goals
 Keeping track of your time to make sure your plans get executed
Goals don’t have to be elaborate- just REALISTIC

5. BELIEVE IN YOURSELF, EVEN WHEN NO ONE
ELSE DOES
YOU CAN ACCOMPLISH YOUR GOALS…IF YOU SET THEM
WHO SAYS YOU ARE NOT TOUGHER,
SMARTER, BETTER, HARD-WORKING
MORE ABLE THAN YOUR COMPETITION?
WHAT MATTERS, THE ONLY THING THAT
MATTERS IS IF YOU SAY IT

6. SEEK ROLE MODELS
Study them, copy them, compete with them and even try to surpass them.
Top the old role models and find new ones.
What better way to measure yourself, to feel good about yourself and to
achieve than trying to be like people whom you admire?

7. NEGOTIATION
SMILE AND SAY NO UNTIL YOUR TONGUE BLEEDS
As a buyer you have to be aware that the seller is constantly measuring you.
The two important lesson a negotiator must know:
-be prepared to say NO. No one ever went broke because he
said no too often
-the most powerful tool in any negotiation is INFORMATION

8. MAKE YOUR DECISIONS WITH YOUR HEART,
AND YOU’LL END UP WITH A HEART DISEASE
There is no more certain recipe for disaster than a decision based on emotion.
Never make a significant deal that is proposed to you, a deal that is going to
use your commitment and use your own money in a spur of moment.

9. EVERYTHING IS NEGOTIABLE
A deal can always be made when the parties see it to their own benefit.
Whatever it is that you are trying to buy or sell can be bought or sold
If u can get the other side of the table to see how the deal works to their
Advantage.
9 out of 10 lawsuits are settled before judgement is rendered in the court
room because even the bitterest of adversaries will sit down at the same
table when they know there is more benefit in negotiating than fighting.

10. NEVER BUY ANYTHING IN A ROOM WITH A
CHANDELIER
If any proposition looks too good to be true, it probably is;
But before you try to invest, look beyond the proposition itself
-if the surroundings are too grand
-if there are too many unfamiliar faces
-If the people are too nice
It’s usually better to get out of there!

11. MANAGEMENT
YOU’LL ALWAYS GET THE GOOD NEWS; IT’S HOW
QUICKLY YOU GET THE BAD NEWS THAT COUNTS
A capable manager walks his plant and gets the good news before anyone
Else;
An outstanding manager gets the bad news first.
Only formal and upward means of communication in your system is a mistake.
If you are in charge, encourage the flow of bad news among not only your
Own people but your customers too to talk to you informally.

12. LITTLE THINGS DON’T MEAN A LOT;
THEY MEAN EVERYTHING
Victory doesn’t
mean a lot.it
means everything-
Vince Lombardi
If you are in charge, your job is to minimize the mistakes.
You can’t be everywhere at once; you can’t get away with
everything.
Yet you still have to try and impress all of your people with the importance of
paying attention to details?
“The strategy is leadership”

13. YOUR BEST PEOPLE MAY SPEND THEIR MOST
PRODUCTIVE TIME STARING AT THE WALL
Efficiency achieved at the expense of creativity is counterproductive.
Don’t slam your people with a lot of meaningless meetings and paper
shuffling.
It’s the hardest most valuable task any person performs: THINK
It’s what helped get you where you are!

14. KNOW YOUR ENEMY
Knowing your competition is just as important as knowing your customer.
Corporate modes compete in a more sophisticated, more analytical and in
More strategic way rather than just being tactical.

15. YOU CAN’T SOLVE THE PROBLEM UNLESS YOU
ADMIT YOU HAVE ONE
TREAT YOUR OWN PEOPLE THE WAY YOU TREAT YOUR
CUSTOMER
DIG YOUR WELL BEFORE YOU ARE THIRSTY
ASK AN OLD GRIZZLY

16. QUICKIES
Stay sharp by predicting the future
There is no such thing as a
bad memory
There is a place in the world for anyone who says “I’ll take
care of it”