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Tables of Contents for Swim With the Sharks Without Being Eaten Alive
Chapter/Section Title
Page #
Page Count
Foreword
7
21
Kenneth Blanchard
I. ``I'd Like 15,000 Tickets for Tonight's Game, Please''
21
10
II. Harvey Mackay's Short Course in Salesmanship
31
58
It's Not How Much It's Worth, It's How Much People Think It's Worth
33
4
There Are Objections to Every Proposition, No Matter How Attractive
37
3
Knowing Something About Your Customer Is Just as Important as Knowing Everything About Your Product
40
3
The 66-Question Customer Profile
43
11
The ``Mackay 66'' Continued: War Stories
54
3
Once You Attach Your Personality to a Proposition, People Start Reacting
57
1
Racial and Religious Prejudice and Human Envy Have Not Been Eliminated
57
3
How to Handle the Tough Prospect
60
6
Create Your Own Private Club
66
2
Short Notes Yield Long Results
68
2
The Second-Best Place to Look for New Business
70
1
What Every Salesperson---and Not Enough Entrepreneurs---Know
71
2
Keep Your Eye on Your Time, Not on Your Watch
73
3
If You Don't Have a Destination, You'll Never Get There
76
3
Believe in Yourself, Even When No One Else Does
79
2
Seek Role Models
81
2
Fantasize
83
3
The Easiest, Least Expensive, and Most Neglected Form of Advertising
86
1
Show Me a Guy Who Thinks He's a Self-Made Man and I'll Show You the Easiest Sell in the World
87
2
III. Harvey Mackay's Short Course on Negotiation
89
22
Smile and Say No Until Your Tongue Bleeds
91
4
Send in the Clones
95
3
There Is No Such Thing as a Sold-Out House
98
2
Understanding Your Banker
100
3
The Single Most Powerful Tool for Winning a Negotiation Is the Ability to Walk Away from the Table Without a Deal
103
3
``Calling Mr. Otis''
106
2
The Most Important Term in Any Contract Isn't in the Contract
108
1
Agreements Prevent Disagreements
109
2
The Longer They Keep You Waiting, the More They Want to Deal
111