哈维麦凯-人际关系大师-学习笔记

创业交流 QQ 群:108363031创业交流 QQ 群:108363031Harvey Mackay哈维麦凯，世界第一的人际关系大师，麦凯信封公司董事长，年营业额超过 7000 万美元。纽约时报最近评出 15 本最佳自我成长书籍，其中，麦凯的作品便占了两本，即攻心为上和口渴之前先挖井 。除了是一位出色的商业领袖之外，麦凯还是一名活跃的马拉松运动员.成功=知识+人脉。人脉的重要性已经不用再强调了，以下文字是本人在学习哈维麦凯的一些视频及书籍过程当中学到，记录下来的笔记，仅供大家参考！* practice makes perfect is not true, only perfect practice makes perfect.or you are perfecting a error. practice and practice to make it right.eg. Chinese language and English, learning them*have a teacher, coach, mentors.if you want to practice the right concept in selling, maketing, negociating, all you have to do is practice the right concept with a coach or teacher.* little things means everything.* believe in yourself even when no one else does.eg. four min mile.story* who says that you cant accomplish those goals, who says that you are not tougher and better and smarterand harder working and more able than your competitions, it doesnt matter if they say you cant do it, the only thing that matter is if you say it. so if you believe in yourself there is hardly anything that you cant accomplish.* dig your well before you are thirsty.Or be prepare to win or plan.you dont go to school once life time, you are in school all of your life. if you hear a good idea from your audio tape, make it into good use.* knowledge does not become power untill it is used. idea without action are worthless.share your idea with the people around youteam work.创业交流 QQ 群:108363031创业交流 QQ 群:108363031eg. car stuck in the mud.a blind mule named elmo may help you.pull sam pull, pull becy pull, pull jackson pull, pull elmo pull.elmo pull the car right out of the mud.why did you have to call out.if he think he didnt have any help, he wouldnt even try.to have goal.a goal is a dream with a deadline. its measurable, identifiable, attainable, specific, and in writing. write your goals down, keep looking at them all of the time.taking note is so important.4 hours 50%.*the most important.people dont care how much you know about them, once they realize how much you care about them.66 question custom profile.you wont believe how much we know about our customer. routine.talking, observation, what a custom is like as a human being, what he or she feel strongly about, what his most proude.what makes that customer happier what turns the customer on.what is the sweetest sounding word in the chinese language? the sound of your name on someone elses lips. name, individual charactors. you not only get the order, you get the reorder.* 66 question custom profile.this form is not only you use your customer, to build a long relations with theperson we do business , birthday, where they were born, his education, high school, college, extra activity he is involved with, if they are married, their family, their spouse education, their childrens and childrens educations, the childrens interests, their business background, previous work place, long-range goal or objective, special interest, serves clubs, 创业交流 QQ 群:108363031创业交流 QQ 群:108363031drink, smoke, hobbis, recreational interest, vacation habits, the last question and most important: does your competitors have better answers to the above questions than you do.* the last 50 years and the next 50 years, one thing will not change all over the world.people do business with other people because they like them. because of people skills, because of body language, you must perform of couse, you have to deliver, you have to deliever more than you promise. but over above them, you then have to build up that long term relations.* two reason to do business fast and successfully.1, he use 66 philosophy, to stay close to my customer2, use it in hiring, care about each otherprepare to wineg. 假设，打电话，handsome true, president TRUE保险业，做销售，了解信息stay close to your customer:this is not mean anything unless you like people, you cant be sales or in any business unless you get alone and like people, so in short, you cant not know enough about customer, suppliers, spousers whatever.* find something that you love to do, and you ll never have to work a day in your life. * there are two times in life you are totally alone,1, before you die,2, before the 5 mins insternt speech. reading vacabulary, writing vacabulary, speaking vacabulary.tos master international, dial carnegyidea, lesson of philosophy:* little things not means a lot, little things mean everything.创业交流 QQ 群:108363031创业交流 QQ 群:108363031* it is not what you know, but who you know* our life change basically two ways: the books we read, the people we meetit is time for the two mins drill:take two mins to let him know your basic info. you must remember, all over your life, that the peoson on your left, peoson on your left, in front of you, behind you, downtown in the resturant, at any seminar he or she can change your life.the net work is the most important thing in america at least to become successful and the world over.* why you can not judge a book by its cover?* everywhere they went every single day of there lives, who they met, put the name on the rollers file, little bit about the person on the back of the card, and find a way to keep in touch with them.here is the most important thing i can say during this whole program.1,if i had to name the single charastic shared by all the successful people i have met, over my whole life time, i would say, its the ability to creat and nurture a network of contact, relations.she is always talking to everyone, she is always looking for deal, therefore she meets all kinds of different people, and she keeps track them.2,if you have a net work, you are always only six phone calls away from reaching anyone you want to reach you contact.you can meet people, handout business card, what good is it if you dont add it up and keep in touch?if you want one year of happiness, you grow grain, if you want 10 years of happiness, you grow tree, and if you want 100 years of happiness, you grow people.things are not always nessessary as we always perseive them to be.single greatest mistake a manager can make is make a bad hire, there is something much more scarce, something finer, something rarer than ability, its the ability to recognize the abilities.its way more important to hire one person than to buy a machine that cost 100, 000 dollars, we have 500 employees in my company, i have hire almost all 500 people, i hire 创业交流 QQ 群:108363031创业交流 QQ 群:108363031the truck drivers, i hire the machine electricians, i hire the phone operators, because every human being counts at our company. here is what we do when we hiring a sales persons.1st, 8-10 interview. his family, wife and sons.ask myself, if this persons go to the competitors company, how would he feel, if he feel not worried.then the interview is over. 2nd, the phone is very powerful, very important tool.telephone interview.call the sales men visuallizing is the most powerful.New York Time.before finish the book.visualize your goal, visualize your dream, thats what the great athletes do.know your competitors.Sam Walton.you can learn something from everyoneyou can learn something from small company.every successful company, take some good ideas, put them in your company.put the law of large numbers into our business.if you want to be 80% of your competition, you have to show up. if you want to be 85% of your competition, you have to show up on time. if you want to be 90% of your competition, you have to show up on time with a plan. f you want to be 90% of your competition, you have to show up on time with a plan committed to excellent, f you want to be 90% of your competition, you have to show up on time with a plan committed to excellent and then execute.when anything has been done the same way, over a long period of time, sometimes, its a good sign its been done a wrong way.everyone in this audient should know, there is no correlation between how smart you are and how creative you can be. everyone here can become more creative than they ever been before starting tomorrow.sometimes its risky not to take a risk.QNA, how do you stay in touch with your network?1st, be on the look out to read or hear about the news about your friend, it maybe good news or bad news.by fax, letter.find a way to congratulate.remember two things: who kick you when you were down, who help you on the way up,2nd, telephone, every sunday, once a week, for 10-12 hours, get your roll text out, hello, how are you doing, whats new in your life, talk to 55 or 50 friends everyweek.创业交流 QQ 群:108363031创业交流 QQ 群:1083630313rd, every time met a friend, go home that night, write out a new years day card to that person, mail them in the new year.special note on that.nice meeting you on the card.what does a company have to do to attract good people?1st, you have to have a good name, a good reputations. you cant buy a good reputation, you have to earn it. the company must believe in continuing education, continuous improve, keep the word. promotion within.the real secret.have fun.“tgim“-1,if you cant afford to buy the way out of the problem, you dont have a problem. whenever you have a problem, figure out how much it will cost you to buy your way out.2, i dont care how much pairs of milk i lose as long as i dont lose the cow.3, people go around all of their lives, and they say, what should i buy, what should i sell?wrong questions.when should i buy, when should i sell.4, rottern wood can not be curved.5, you lie down with dogs and you get up with flees.6, the single biggest tool in any negociation is the ablity to get up and walk away from the table without a deal.7, nobody e