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The Mackay MBA of Selling in The Real World
Harvey Mackay is a legend — his bestsellers Swim with the Sharks Without Being Eaten Alive and Beware the Naked Man Who Offers You His Shirt were named by the New York Times as two of the most inspirational business books of all time.
Now he’s back with the sum total of decades of sales know-how—teaching go-getters how to make the sale and hit the numbers, day in and day out. His advice is rooted in road-tested, real-world experiences and include tips on the Web, LinkedIn, and Facebook. As Mackay notes, everyone from “the five-year-old proprietor of a lemonade stand . . . to the GE sales maven pitching a 250-megawatt turbine dynamo” can learn from this book. From finding the right mentor to earning customer loyalty to overcoming rejection, his passion and knowledge come through in his energetic and irreverent style.
As a lifelong student of the sales game, he has spent decades collecting secrets, wisdom, and anecdotes. Each section of this book ends with a memorable Mackay’s Moral such as:
•Failure is not falling down, but staying down.
•Big shots are just little shots who kept shooting.
•A salesperson tells, a good salesperson explains . . . and a great salesperson demonstrates.
•Keep your eye on the doughnut, not on the hole.
•Sound carries farther when others blow your horn.
•Be like the turtle: If he didn’t stick his neck out, he wouldn’t get anywhere at all.
•People begin to become successful the minute they decide to be.
Even in our fast-paced, technologically driven world, the human touch is still the most important tool a salesperson has. And there is no one better to show you how to be a high-energy, determined, creative sales dynamo than Harvey Mackay.
Now he’s back with the sum total of decades of sales know-how—teaching go-getters how to make the sale and hit the numbers, day in and day out. His advice is rooted in road-tested, real-world experiences and include tips on the Web, LinkedIn, and Facebook. As Mackay notes, everyone from “the five-year-old proprietor of a lemonade stand . . . to the GE sales maven pitching a 250-megawatt turbine dynamo” can learn from this book. From finding the right mentor to earning customer loyalty to overcoming rejection, his passion and knowledge come through in his energetic and irreverent style.
As a lifelong student of the sales game, he has spent decades collecting secrets, wisdom, and anecdotes. Each section of this book ends with a memorable Mackay’s Moral such as:
•Failure is not falling down, but staying down.
•Big shots are just little shots who kept shooting.
•A salesperson tells, a good salesperson explains . . . and a great salesperson demonstrates.
•Keep your eye on the doughnut, not on the hole.
•Sound carries farther when others blow your horn.
•Be like the turtle: If he didn’t stick his neck out, he wouldn’t get anywhere at all.
•People begin to become successful the minute they decide to be.
Even in our fast-paced, technologically driven world, the human touch is still the most important tool a salesperson has. And there is no one better to show you how to be a high-energy, determined, creative sales dynamo than Harvey Mackay.
Audio CD
First published November 1, 2011
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Displaying 1 - 23 of 23 reviews
November 26, 2015
You don't sell to other people, you help them get what they want.
Be prepared. Known yourself and your competition.
Find mentors and model yourself after them
Hire people committed to life long learning
Get information from your prospects about how you are doing. Was I too pushy? Was I too arrogant? Did I follow up enough?
Give a talk and publicize it
Make sure to listen. I mean really listen. This is a skill that is not so common these days and you can extract a lot of information by just listening. Be sure to empathize and relate to the persons situation and you will see how much easier these conversations will go.
Be more childlike in your business dealings. Get curious. Believe anything is possible.
Someone asked Helen Keller if losing her eyesight is the worst thing that can happen in the world. She responded, that the worst thing that could happen is losing your vision. Eyesight is what you see in front of you vision is what you see all the way down the road.
Enthusiasm is an essential ingredient for a fulfilling life. Enthusiasm is contagious.
Sales people need to be focus on just selling. If you are good at sales we can find someone that can do the paperwork for you.
Pre-qualify all your leads.
Be prepared. Known yourself and your competition.
Find mentors and model yourself after them
Hire people committed to life long learning
Get information from your prospects about how you are doing. Was I too pushy? Was I too arrogant? Did I follow up enough?
Give a talk and publicize it
Make sure to listen. I mean really listen. This is a skill that is not so common these days and you can extract a lot of information by just listening. Be sure to empathize and relate to the persons situation and you will see how much easier these conversations will go.
Be more childlike in your business dealings. Get curious. Believe anything is possible.
Someone asked Helen Keller if losing her eyesight is the worst thing that can happen in the world. She responded, that the worst thing that could happen is losing your vision. Eyesight is what you see in front of you vision is what you see all the way down the road.
Enthusiasm is an essential ingredient for a fulfilling life. Enthusiasm is contagious.
Sales people need to be focus on just selling. If you are good at sales we can find someone that can do the paperwork for you.
Pre-qualify all your leads.
October 14, 2017
This book is stuffed with gems of wisdom and information about how to improve and grow to be successful in life and in one's career. Though it was written for aspiring and experienced sales professionals, the information in this book is relevant for ANYONE who does ANYTHING in work or at home (basically, you should check out this book). Each chapter ends with a "McKay Moral" that neatly summarizes the key point. Many of the principles that McKay mentions weren't new to me, but many of them were great reminders. McKay provides many succinct quotes and proverbs that have helped him in his life. This is a valuable book that I'll probably revisit multiple times in the future.
As a Minnesotan, I found this interesting from a personal and historical perspective because of McKay's history in MN and some of the things he has done that have left a mark here.
As a Minnesotan, I found this interesting from a personal and historical perspective because of McKay's history in MN and some of the things he has done that have left a mark here.
October 23, 2020
Good guy, dated material. This book was a gift from the author. Mackay writes great columns in the local paper. He wrote an excellent column in September for which I saluted him with praise. Harvey had a great timely process on place to handle this as a testimonial which culminated in a free signed book.
The book was an extension of his column with a singular message for 300 pages. It was hard to stretch out that advice into a book.
The book was an extension of his column with a singular message for 300 pages. It was hard to stretch out that advice into a book.
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March 5, 2021As a teen entrepreneur, I really appreciated his light writing style with lots of wisdom nuggets tucked in. Devoured this book over the winter. Really useful resource for youth who are looking to learn from the masters.
January 2, 2018
A good read with valuable lessons
Well written book on selling with actionable techniques. Highly recommended. Mackay offers useful ideas that are applicable to the real world
Well written book on selling with actionable techniques. Highly recommended. Mackay offers useful ideas that are applicable to the real world
January 8, 2026
One of the best business books I’ve read. Funny, insightful.
I must’ve underlined 80% of the book.
I knew going in its dated, and frankly the sports mentons were waaaay over my head. I don’t care. It was like sitting down and hearing a wealthy and intelligent uncle explain what he’s learned from years trying to make it. Brilliant.
I must’ve underlined 80% of the book.
I knew going in its dated, and frankly the sports mentons were waaaay over my head. I don’t care. It was like sitting down and hearing a wealthy and intelligent uncle explain what he’s learned from years trying to make it. Brilliant.
October 2, 2016
Great book from the old master. Important is the concept that everyone is a salesperson.
March 23, 2013
Harvey Mackay is a world-renowned business speaker and sales guru. He’s written multiple New York Times best-selling books and his work has been recognized by sales leaders by the likes of John C. Maxwell and Jeffrey Gitomer. In his latest book, Harvey shares with his readers the keys to becoming a top performing salesperson and lessons that he’s learned from his life starting as a newspaper delivery boy to becoming the CEO of a $100 million company.
The book isn’t so much about the latest sales tactics and strategies. Harvey is pretty old school when it comes to his approach but the core of his message is about the intangible aspects of what makes a sales superstar. His book comes in highly digestible, bite-size pieces so you can pickup the book from anywhere you want and there’s always a nugget that you can easily apply to your life and career.
To me, this book was all about the mentality of what makes you successful in sales and in life. (Aren’t we all in sales after all?) Chock full with inspirational quotes like “make a second effort your second nature” and stories with a powerful message, The Mackay MBA of Selling in the Real World will give you a greater sense of confidence and motivation to be the best salesperson you can be.
Here is a link to my complete book summary:
my link text
The book isn’t so much about the latest sales tactics and strategies. Harvey is pretty old school when it comes to his approach but the core of his message is about the intangible aspects of what makes a sales superstar. His book comes in highly digestible, bite-size pieces so you can pickup the book from anywhere you want and there’s always a nugget that you can easily apply to your life and career.
To me, this book was all about the mentality of what makes you successful in sales and in life. (Aren’t we all in sales after all?) Chock full with inspirational quotes like “make a second effort your second nature” and stories with a powerful message, The Mackay MBA of Selling in the Real World will give you a greater sense of confidence and motivation to be the best salesperson you can be.
Here is a link to my complete book summary:
my link text
November 16, 2011
Reviewed by K. J. Carr, Revitalize Life Coaching, LLC
The Mackay MBA of Selling in the Real World. By Harvey Mackay
The core of this book, in addition to Mackay’s signature optimism, is its broad span of ideas from Hank Aaron, Houdini, Oprah to Zig Ziglar.
Structured by 7 sections starting with You and ending with Excel. Some of the best ideas are those he gleans from others. “As Malcolm Gladwell puts it, ‘Practice isn’t the thing you do once you’re good. It’s the thing you do that makes you good.”
He also ends each chapter with Mackay’s Moral. Chapter 2 ends with “If you believe, you will achieve.”
The idea of the bucket list can be overdone. But Mackay outlines his notion of a powerful Bucket List with an inspired nod to the challenge of sales in the 21st century. “…Imagine you’re endowing a major foundation. What would its goals be? How would you channel the giving? Which one person would you support in their work to better the world?” These are the kinds of energizing sparks sprinkled throughout the book.
If you’re interested in a book with easy to read snippets and short chapters to remind you of some age-old rules of engagement, this one, which runs a solid 325 pages, not including the index, is a treasure trove.
The Mackay MBA of Selling in the Real World. By Harvey Mackay
The core of this book, in addition to Mackay’s signature optimism, is its broad span of ideas from Hank Aaron, Houdini, Oprah to Zig Ziglar.
Structured by 7 sections starting with You and ending with Excel. Some of the best ideas are those he gleans from others. “As Malcolm Gladwell puts it, ‘Practice isn’t the thing you do once you’re good. It’s the thing you do that makes you good.”
He also ends each chapter with Mackay’s Moral. Chapter 2 ends with “If you believe, you will achieve.”
The idea of the bucket list can be overdone. But Mackay outlines his notion of a powerful Bucket List with an inspired nod to the challenge of sales in the 21st century. “…Imagine you’re endowing a major foundation. What would its goals be? How would you channel the giving? Which one person would you support in their work to better the world?” These are the kinds of energizing sparks sprinkled throughout the book.
If you’re interested in a book with easy to read snippets and short chapters to remind you of some age-old rules of engagement, this one, which runs a solid 325 pages, not including the index, is a treasure trove.
May 26, 2012
Harvay Mackay is a one of a kind original. They don't make people like him anymore. I wish they did.
This book reviews and updates Harvey's views on selling. It speaks from the heart on the issue and it serves as a great read, especially to new generations.
Please read my Harvey Mackay Book Interview : THE MACKAY MBA OF SELLING IN THE REAL WORLD from my advance copy from the publisher. Enjoy.
This book reviews and updates Harvey's views on selling. It speaks from the heart on the issue and it serves as a great read, especially to new generations.
Please read my Harvey Mackay Book Interview : THE MACKAY MBA OF SELLING IN THE REAL WORLD from my advance copy from the publisher. Enjoy.
March 31, 2015
Mackay Does It Again!
Harvey Mackay is without a doubt my Yoda in the world of business and sales. We are all in sales whether we realize it or not. Why not learn from the man who can show you how to swim wither sharks without getting eaten alive?
Harvey Mackay is without a doubt my Yoda in the world of business and sales. We are all in sales whether we realize it or not. Why not learn from the man who can show you how to swim wither sharks without getting eaten alive?
November 26, 2015
Two thumbs up. The advice and idea given in this book are very practical and can be implemented daily. For all aspire to be salesman or for people who wished to move up the ladder on their selling career, this book is recommended
September 15, 2016
One of the best book I ever read. Never get tired to re-read his words of encouragement. He got a list of 8 sales book must read to me. Wonderful mentor and author in selling. If you are serious in selling business, do read this book.
January 27, 2012
Good motivational book. Some of it is redundant and applies to common sense...or at least it should. However, there are some tidbits in here.
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August 30, 2012Good
September 23, 2012
I will be honest, this is NOT one of the best books on core of Sales.
This book describes things in nuggets concentrating on basically attitude towards sales.
This book describes things in nuggets concentrating on basically attitude towards sales.
November 24, 2012
a great inspire yourself book.
October 7, 2013
New personal record...7 days .. feeling proud !!
January 18, 2016
Harvey Mackay's stories are always insightful, fun, and short - great motivational fodder for salespeople
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January 27, 2016Great snippets of sales advice. Easy to read
June 17, 2016
Great book with some great information.
February 24, 2012
Great book about the essence of selling and the essence of life!
Read
October 31, 2018"Believe in yourself, even when no one else does" (13).
"Loyalty is the foremost ingredient in long-term sales relationships. The lack of it is why more and more deals are struck on price alone" (17).
"Your company and your products are easy enough to change...it's the 'you' factor that determines whether you were born to sell" (29).
"Sales success is getting up more than you fall down" (101).
"Success may not always be predictable, but its achievement nearly always relies on a spirit of positive thinking" (153).
"Loyalty is the foremost ingredient in long-term sales relationships. The lack of it is why more and more deals are struck on price alone" (17).
"Your company and your products are easy enough to change...it's the 'you' factor that determines whether you were born to sell" (29).
"Sales success is getting up more than you fall down" (101).
"Success may not always be predictable, but its achievement nearly always relies on a spirit of positive thinking" (153).
Displaying 1 - 23 of 23 reviews