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S2 95 The Mackay MBA of Selling in the Real World

The Mackay MBA of Selling in the Real World Harvey Mackay 5 Key Insights of 【The Mackay MBA of Selling in the Real World】 • Leverage Social Media and Technology for Sales and Research Technology makes the global information network possible, while psychology makes it influential. The sources emphasize the importance of platforms like LinkedIn, Facebook, and Twitter, especially for sales and research. LinkedIn is described as the world's most powerful research tool for salespeople, even more useful than Google for finding executive information. You can use these platforms to build networks, identify sales leads, research companies and contacts, and demonstrate expertise by joining groups and answering questions. Facebook and Twitter are also highlighted as crucial channels for understanding customers, tracking industry trends, and monitoring competitors. In modern sales, buyers have access to vast product information through these platforms and place greater trust in peer reviews. Internet tools, particularly social media, are also rapidly transforming the landscape of customer service. • Develop a Success Mindset: Attitude, Passion, and Resilience The sources stress that success is significantly determined by one's mindset. Every achievement begins with deciding to "give it a try". Instead of worrying all day, take positive action. Adversity can be the best education. Don't view rejection as failure; think of it as a rehearsal for your next glorious victory. Failure is not falling down, but not getting up. Passion is considered one of the most powerful engines for success, the energy source that makes you work harder than others and stand out. Being passionate about life is a fundamental element of success. Courage is also a highly demanded but scarce quality; it is not the absence of fear, but the heart to act despite fear. Don't be afraid to use your courage. • Achieve Excellence through Practice, Preparation, and Continuous Learning The sources indicate that practicing correctly prevents errors. Most of us need more rehearsal. It is essential to learn the psychological skills of a modern salesperson, or face extinction. True mastery requires significant time investment, such as approximately ten thousand hours or ten years. Top achievers work far harder than everyone else. Achievement equals talent plus preparation, with preparation carrying more weight. Preparation provides opportunity; without it, only excuses remain. Doing homework before sales visits is crucial, especially with the rise of mobile technology, there's no excuse not to do research. Continuous learning is listed as one of the Seven Cs of Success, advocating setting aside time daily, weekly, and monthly to improve oneself through reading, listening to talks, taking courses, etc., to stay ahead of the competition. • Deeply Understand Customers and Build Trusting Relationships The sources underscore the importance of deeply understanding your customers. Using tools like the "Mackay 66 customer profile" to record customer information is vital because there are no unclosable customers, only those you don't know well enough. Besides understanding yourself and your products, you should also fully understand your competitors and their products. Listen to your customers, and strive to make what they believe is right become right, in order to retain them. Networking is one of the most important skills for salespeople. Relationships are valuable, require time to cultivate and build, and are worth the investment. Trust is the key core to doing business with anyone; without trust, you will encounter trouble. The book quotes, "If you close a sale, you earn a commission. If you make a friend, you earn a fortune.", highlighting the long-term value of relationships. • Master the Seven Cs of Success Principles The sources provide a roadmap to success, outlining seven key principles, all starting with the letter C: 1.Clarity: Clearly knowing who you are, what you believe, and what you want. 2.Competence: Mastering what you are currently doing before advancing. 3.Constraints: Identifying and overcoming internal or company constraints. 4.Concentration: Eliminating distractions and focusing on the task at hand. 5.Creativity: Being open to ideas, associating with creative people, and exercising your imagination. 6.Courage: Acting despite fear and doing what you believe is right. 7.Continuous learning: Consistently dedicating time to improve yourself and never stopping the learning process. These principles offer a structured approach to guide individuals towards excellence. 麥凱銷售聖經 人人都能發掘自我潛能，成為銷售精英 Deep Dive Podcast S2-95 Notebooklm Podcast