The Mackay MBA of Selling in the Real World
By: Harvey Mackay
Published: November 1, 2011
Format: Hardcover, 368 pages
ISBN-10: 1591843871
ISBN-13: 978-1591843870
Publisher: Portfolio/Penguin
"This book won't revolutionize what you know about salesmanship. It will revolutionize and actualize the salesperson within you", writs Hall of Fame speaker, nationally syndicated columnist, and successful entrepreneur Harvey Mackay, in his comprehensive and superior results oriented book The Mackay MBA of Selling in the Real World. The author describes the real skills and personal traits that create a successful salesperson who will achieve outstanding sales success in any industry, and regardless of the overall economic conditions.
Harvey Mackay is both a highly successful sales representative, but he hires and trains top producing sales people as well. For the author, the best and most effective salesperson is what he calls a "hungry fighter". That individual is driven, possesses a powerful work ethic, and a can do attitude that closes sales in any economy. Harvey Mackay demonstrates the personal attributes necessary to be a top sales representative, and for being a fine person in all aspects of one's life as well. The author presents a complete overview of the critical traits and real world skills that transforms the ordinary sales person into a sales superstar. For the author, the salesperson must be driven to succeed, and share the human touch with customers, resulting in sales mastery.
Harvey Mackay (photo left) recognizes that effective and salespeople achieve success through helping other people succeed and achieve their goals. The positive personal characteristics of the successful sales representative contribute to that overall goal. The author provides wisdom in each chapter of the book, with specific lessons, morals, and mottoes for bring forth the best salesperson within. As a master storyteller, as all great salespeople are, the author shares wisdom and ideas gleaned from sources ranging from the ancient world to modern society. Each of these pearls of wisdom offer a special piece to the overall objective of developing both a top producing sales representative, and and outstanding human being.
For me, the power of the book is how Harvey Mackay combines an in depth analysis of the personal traits necessary to succeed as a sales representative, with real world tested advice for building outstanding sales results. The author shares his proven concepts for hiring and developing top sales producers. The wisdom presented in the book, originating in sources often far removed from sales, bolsters the author's emphasis on having good character as the foundation for high sales achievement. Being a good person is essential for being a great sales representative.
Harvey Mackey provides a complete overview of each the many personal traits required for sales achievement, and shares each of them in an individual chapter. The various chapters contain engaging stories, morals, and takeaways to ensure success. Harvey Mackay reminds his readership that the book is a hands on course in professional sales. As a result, the author encourages sales manager and salesperson alike to mark up and reuse the book over and over again to absorb its overall teachings.
I highly recommend the extensive and wisdom filled book The Mackay MBA of Selling in the Real World by Harvey Mackay, to any sales managers, entrepreneurs, executives, business leaders, and sales representatives who are serious about increasing their overall sales success. This book will transform both the salespeople and the entire organization into one based on integrity, good character, and a drive to achieve overall success.
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