The fascinating Harvey Mackay

Few professional speakers have achieved the cult-like status of Harvey Mackay. And no wonder. His readers can be found in corner C-suite offices, around management conference rooms, and throughout entry-level cubicles. His best sellers include Swim With the Sharks Without Being Eaten Alive, which was a New York Times #1 best seller for 54 weeks. Everyone, it seems, can learn a thing or three from this entrepreneurial luminary.

This week, Harvey launches his new book: The Mackay MBA of Selling in the Real World. I had the pleasure of interviewing Harvey for his book launch, and I’m excited to share this with you. In our conversation, Harvey cracks open his secret vault of insights. It feels like he’s giving us a personal tour of his real-world insight on how to sell more by becoming more fascinating.

CLICK PLAY HERE:

Sally’s Interview with Harvey Mackay

Here are a few of my personal favorite Mackay-isms from the conversation:

ON EYE-CONTACT: When you meet someone, if you want to show focus, just look at one of their eyes. That’ll show that you’re focused, that you’re concentrated, and a great listener. You’re not trying to top the person or their story in the conversation.

ON PRACTICE: The difference between failure and success is doing a thing nearly right and doing it exactly right. Selling is a skill, and it takes practice to perfect it. People say, “Practice makes perfect.” But that’s not true. You have to add one word. Perfect practice makes perfect. If you practice something time and time again, and you’re practicing it in error, you’re putting a ceiling on how good you can become. For instance, you’re not born with persistence. You can practice and learn all these behavioral things that will be enormously helpful in taking your game to the next level.

ON HUMOR: Light up a room with a sense of humor… Humor is something you develop with poise and passion for your product.

ON SAYING NO: “Never say ‘no’ for the other person.” Don’t assume that the other person will say no. Let them tell you no.

ON TRUST: The number one word in the entire book: Trust. Nothing can happen until a person trusts you. From meeting strangers to cold calling. You have to establish trust. Without trust, all the other things we’ve talked about are meaningless.

ON FEMALE ENTREPRENEURS: Female entrepreneurs are multiplying 2x, 3x, or 4x faster than men (depending on which part of the country you’re studying).

ON WOMEN BUSINESS OWNERS: Women business owners employ more people than all Fortune 500 companies combined. And, women business owners outnumber their male counterparts as of 3 years ago.

About Harvey Mackay: Harvey knows a thing or two about selling: he’s one of the world’s best-selling business authors. His new book is The Mackay MBA of Selling in the Real World. Learn more at HarveyMackay.com and join the conversation at #Mackaymba on Twitter.

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