Harvey Mackay's Guide to Thriving in the Cutthroat Business World

Mike Kimmel ~ Monologues for Kids and Tweens: This is still one of the best business books I've ever read... even all these years after its first publication. Harvey Mackey's storytelling style and unique insights into negotiation and human psychology are second to none.

United States on Oct 19, 2023

Carlos González Daboin: Era material de estudio, buen libro dificil de conseguir aqui en España. Me sorprendio que aun siendo un libro de segunda mano y tener un costo inferior a los 10 Eu. El fisco cargara a traves de correos un impuesto de 7.95Eu..........

Spain on Sep 29, 2023

Indrajith Radhakrishnan: This is a great book. I am a sales professional. It helped me to understand my customers deeply and increase my sales.

India on Jun 10, 2023

Brenda: Is ok. Having difficulty because I feel it is about selling. If that’s what you are looking for then would be good.

Canada on May 05, 2021

Paolo Maresca: Beautifully written, it's not a surprise that the book has been a NYT best seller.
Recipes for success in three major macro areas: marketing/sales, negotiation and management. For each, the narrative of the examples is on point and effective. Final quick recommendation and the short advices about success and how to get to it certainly complete the book in all its parts.
A must read to grow up skills: an accelerated mentoring for whom has to manage on a daily basis.

Italy on Aug 09, 2019

Peter de Toma sen.: Mackay's book is not listed in "The Best Business Books ever"; however it is listed in "The 100 Best Business Books of All Time".
As part of a research project called "The World of Best Business Books" I studied this "#1 New York Times Bestseller".
Mackay presents himself as very experienced, street smart and successful. My impression: he is right.

Key Mackay lessons:
- Most business problems can be solved if you can teach yourself to look beyond the dollar signs. Business revolved around human beings. We're not all in it for the buck.
- Knowing something about your customer is just as important as knowing everything about your product. I would add: know the most about your customer and respect him/her.
- Once you attach your personality to a proposition, people start reacting to the personality and stop reacting to the proposition. I would add: your personality is always attached, make
sure you present yourself attractively in harmony with your proposition.
- Be well prepared to the "Tough Prospect" (see the famous McGraw-Hill advertising)
- Keep your eye on your time, not on your watch.
- If you don't have a destination, you'll never get...

Germany on Feb 27, 2013

Michael Neely: I feel kind of awkward writing about what I think about a book that, as of 2005, had sold 4 million copies. That would make this one the most successful business books of all time. Do you think that this book might have a tip or two for you if 4 million other people bought it? According to Harvey Mackay's Author's Note, "Swim with the Sharks" has now made its way to business schools across the country making it no longer a motivational book, but essential reading if you are in business today and hope to still be in business tomorrow.

This book is a timeless business classic. When this book was released, I was in the Navy and, although I always had a desire to be in business, the time had not arrived. The first time I came across the book, I was unsuccessfully in car sales in 1991. I read about the Mackay 66 and I immediately asked the other sales reps how many of them were using the Mackay 66. They didn't even know what I was talking about. That was then, this is now. I ignored the book for another 20 years to my own detriment.

Now, after having been in sales, business or some other facet of it, I realize that a lot of my past failures might have been avoided had I...

United States on Jan 17, 2012

Sucker for PUNishment: I read this book from the standpoint of someone who is trying to build up the loan and account portfolio at a branch (which I manage) of one of the nation's top 5 banks.
That being the perspective of your reviewer, I found a lot of information in Mr. Mackay's book to be effective in helping me build my business.

One example: until recently, I emotionally beat myself down each time I didn't land a new customer when going on business calls. In "Swim with the Sharks" Mackay says it's just fine to position yourself as "Number 2" in the prospects mind. That is, if you don't get the new account when you first visit the prospect don't worry about it. Use targeted persistence and over time, when that prospect's current service provider stumbles, you will be "number 2" in line and ready to serve their needs.
Mackay then gives you a very detailed and specific framework to use so that you A) know how to persist and be positioned to move from #2 to #1 and B) don't tumble from the #1 spot once you get there.

For more seasoned sales people this may be common knowledge. For most others, like me, the reasoning is so logical (yet under practiced) that it seems like it must be...

United States on May 21, 2010

Bruce L. Dills: I work with sales people and business owners who say they would like a "Secret" to keeping existing business, create referrals from this business, and get new clients/customers. Harvey MacKay has the absoutely proven answer in this book.

He has created a client bio, the "MacKay 66" that gets 66 pieces of info on any given client/customer that gives the salesperson a great deal of inside info so that he/she will have an edge on developing an "appreciation marketing" approach to their business. This can be used to remember birthdays, anniversaries, etc. with a personalized, hand-written card that reaches out to the customer without having your hand out and always wanting an order. This also gets info on wife, kids, pets, favorite charities, hobbies, etc. that can be used to know and appreciate this client or prospect better. This gives that person a decided edge in their marketing efforts because they become very informed and very able to get that client's attention.
There is a lot of other business wisdom that is well worth getting this book for. It was written in 1988, but this is wisdom that will NEVER become antiquated or obsolete.

United States on Nov 14, 2009