What they Still dont teach you at Harvard Business School by Mark McCormack
Pg 7 Common sense is nice at all times, but you need it most when you think you need it the least, in the so-called “easy sale”
Pg 21 Senior people, I have found, tend to reveal more the farther you get them from their offices or yours. They’re less likely to wear their “game face” during a pleasant dinner of a round of golf
Pg 44 Fewer clients will resent your healthy commissions if you continually remind them of the efforts youre making and subliminally indicate that youre eager for more, not less, work
Pg 65 I have never seen a sales effort fail because the seller asked too many questions. And I have never seen one succeed when the seller did nothing but answer questions
Pg 112 If you always hire people who are smaller than you are, we shall become a company of dwarfs. If, on the other hand, you always hire people who are bigger than you are, we shall become a company of giants
Pg 151 People are known as much by the quality of their failures as by the quantity of their successes. So if you're going to mistakes, make sure there are smart rather than dumb ones. Dumb errors tend to be sins of omission, where you are expected to do something and, either through incompetence or forgetfulness, dont
Pg 168 The Peter Principle says that everyone eventually rises to their level of incompetence
Pg 181 Nearly everybody thinks theyre underpaid, and those who think theyre overpaid arent going to mention it. The fact of the matter is that most people are underpaid in the beginning of their career and overpaid at the end
Pg 239 But even if you speak less, youre only halfway home. Most people when theyre not actually talking are busy rehearsing what youre going to say next. This is worse than talking too much, because youre neither making a point nor hearing one
Pg 251 The best TV performers learn to speak in 40 word sound bites that sum up their views and invite a response. Its a good idea to memorize a sound bite or two
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