ABCs
OF SUCCESS
Including
Contents
Biography.................................................... 1
Introduction................................................ 2
ABCs of Selling........................................... 3
ABCs of Leadership..................................... 9
ABCs of Negotiating................................. 15
ABCs of Networking................................. 21
2012 by Harvey Mackay.
All rights reserved.
No part of this book may be reproduced or transmitted in any form by any
means, electronic or mechanical, including photocopying or by any
information storage retrieval system, without written permission from
Harvey Mackay. Inquiries should be addressed to Harvey Mackay,
MackayMitchell Envelope Company.
Published by MackayMitchell Envelope Company
2100 Elm Street Southeast
Minneapolis, MN 55414
Manufactured in the United States of America
INTRODUCTION
HARVEY MACKAY
Harvey Mackay has written seven New York
Times bestselling books, three reached #1, and
two were named among the top 15 inspirational
business books of all time Swim With The
Sharks Without Being Eaten Alive and Beware The
Naked Man Who Offers You His Shirt. His latest
book, The Mackay MBA of Selling in the Real
World (November 2011) hit #1 on the Wall Street
Journal Business bestseller list and #2 on USA
Today Money list. His books have sold 10 million
copies in 80 countries and have been translated
in 46 languages. Harvey is a nationally syndicated
columnist whose weekly business advice appears
in 100 newspapers and magazines around the
country. He was named one of the top five speakers in the world by Toastmasters International
and speaks to corporate audiences around the
world. Harvey is chairman of the $100 million
MackayMitchell Envelope Company in Minneapolis, which he founded in 1960. He and his wife,
Carol Ann, have been married 52 years and have
three children and eleven grandchildren.
ABCs of
Trust is central to doing business with anyone. Without it, you have another word that
begins with T: Trouble.
Zeal is a critical element in your presentations, service and life in general. Let your
enthusiasm shine through!
Mackays Moral:
Now you know my ABCs
sales skills from A to Z.
is for fearless. Leaders should adopt Franklin Roosevelts philosophy: The only thing
we have to fear is fear itself.
ABCs of
10
P
Q
is for recognition. Be sure to heap recognition on those who have worked hard and
achieved. Sharing the credit doesnt diminish
you, it demonstrates your ability to hire well
and acknowledge achievement.
11
12
is for ubiquitous. Your presence and influence must be felt everywhere. Make sure the
team knows whom to follow.
13
Mackays Moral:
Take the lead and
be a superstar!
14
ABCs of
15
16
17
18
19
Mackays Moral:
Agreements prevent
disagreements.
20
ABCs of
21
22
24
25
Mackays Moral:
You dont have to know
everything as long as you
know the people who do.
26
ABCs of
27
28
is for the ideas that come from brainstorming and picking each others brains. Let the
ideas flow and then choose those which hold
the most potential.
29
30
31
Mackays Moral:
The team you build will
determine the
business you build.
32
ABCs of
33
is for ability. Entrepreneurs excel at identifying problems and solving them fast. They
anticipate obstacles and opportunities.
is for quantify. Your goals must be measurable, so its necessary to have a standard to
hold them to. You cant keep track of your
progress if you dont know where you want
to go.
is for looking forward. A successful entrepreneur looks ahead, around corners, and as far
into the future as possible.
36
is for exercise regularly. (Pardon my spelling.) If you dont take care of yourself, you
cant be at your best.
37
Mackays Moral:
Being an entrepreneur is
a lot like the ABCs
start at the beginning and
follow your plan through
to the end.
38
A mother lode of timely, hard-earned, bite-size, streetsmart golden nuggets invaluable for job seekers,
employed or unemployed.
Stephen Covey
DONT MISS
HARVEYS
NEWEST BOOK
filled with decades
of solid-gold selling
wisdom and
inspirational lessons!
$ 95