- Series: Collins Business Essentials
- Paperback: 288 pages
- Publisher: HarperBusiness; Reprint edition (November 8, 2005)
- Language: English
- ISBN-10: 006074281X
- ISBN-13: 978-0060742812
- Product Dimensions: 5.3 x 0.6 x 8 inches
- Shipping Weight: 7.8 ounces (View shipping rates and policies)
- Average Customer Review: 142 customer reviews
- Amazon Best Sellers Rank: #23,751 in Books (See Top 100 in Books)
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Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Collins Business Essentials) Paperback – January 18, 2005
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“. . .extraordinary intelligence and profound wisdom.” (Governor Mario Cuomo)
“. . .I wouldn’t hesitate a minute in taking his advice.” (Charles R. Schwab)
“. . . easy reader ride to success in the business world” (Ted Koppel)
“His own story shows that his tips on salesmanship can work.” (Newsweek)
“It’s beautifully written, witty, riveting, and the best book about achieving your goals since Dale Carnegie wrote his masterpiece.” (Warren Bennis)
“It’s one of the best self-help books I’ve ever read.” (Larry King)
“A must for everyone and anyone entering the business world.” (Donald Trump)
“Super-Salesman’s Secrets.” (Wall Street Journal)
“Swim With The Sharks is an extraordinary treasure chest of information.” (Ken Blanchard)
“Harvey Mackay is a master of brief, biting, and brilliant business wit and wisdom.” (Tom Peters)
“It’s one of the best self-help books I have ever read.” (Larry King)
“His book gives to-the-point parables about making your business and personal life a success.” (USA Today)
“Harvey Mackay may be the most talented man I have met.” (Lou Holtz)
From the Inside Flap
A super salesman, a sportsman, a popular public speaker and motivator, Harvey Mackay has evolved some of the most dynamic techniques for soliciting and closing a sale ever devised. In this book he reviews the secrets of his success. --This text refers to an out of print or unavailable edition of this title.
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Top customer reviews
So I decided to pick up this book for a plane ride from Chicago to Puerto Rico which is about a five hour ride. Well, that was one of the fastest plane rides I have ever had. I couldn't put the book down.
Be prepared to take a lot of notes, as the style used to write this book is very fast and free flowing. It's loaded with golden nuggets, so take your time going through it. It might even be a good idea to read it more than once.
The one negative that I will say about the book is that Mr Mackay is a highly connected man as he mingles with athletes, celebrities, etc. Connections that the average person may not see on a daily basis. This isn't necessarily a bad thing but it may turn people off, thinking it doesn't apply to their specific situation. But if you dig deep, you find ways to apply his principles to any situation you may be in....just a thought.
Hope this review helps and buy this book!
The book is broken up into a bunch of mini-chapters what the author calls Lessons and Quickies. Each lesson gives a little bit of advice or wisdom. The lesson can be one page, one line on a page or a few pages. I think that maybe someone starting out in sales might find some of the earlier chapters useful. In these early chapters there is focus on the customer and how to know your customer. After the sales chapters the book kind of goes off into a bunch of different topics.
Again, its an ok read. Recommended for a beginner in business not recommended for an experienced executive.
This book is a gold mine for any person in sales. But it is also good for anyone wanting to start a business or works in management.
And finally it is also entertaining in its own right.
Sometimes I donate my books to charity or give them to a friend but this is a Keeper.
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 common knowledge.
Since reading this book in late March, 2010 I have wrenched 2 new business customers from competing banks and I attribute these successes to not only the nuts-and-bolts in "Swim with the Sharks" but also to the confidence having these kinds of concepts and tools gives you.
Mackay also touches on topics that will be of utility to entrepreneurs and business owners - a group I hope to join. In my current position these ideas help me better understand the mind of many of the people I serve while at the same time building my understanding for my own future independent endeavors.
I purchased this book for $11.51. It is my opinion that the value is worth more than the price.