整理版哈维麦凯人际关系大师学习笔记.docx

整理版哈维麦凯人际关系大师学习笔记.docx

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整理版哈维麦凯人际关系大师学习笔记

[整理版]哈维麦凯-人际关系大师-学习笔记

HarveyMackay

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:

*practicemakesperfectisnottrue,onlyperfectpracticemakesperfect...

oryouareperfectingaerror.practiceandpracticetomakeitright...

eg.ChineselanguageandEnglish,learningthem

*haveateacher,coach,mentors...

ifyouwanttopracticetherightconceptinselling,maketing,negociating,

allyouhavetodoispracticetherightconceptwithacoachorteacher.

*littlethingsmeanseverything.

*believeinyourselfevenwhennooneelsedoes.

eg.fourminmile...story

*whosaysthatyoucan'taccomplishthosegoals,

whosaysthatyouarenottougherandbetterandsmarter

andharderworkingandmoreablethanyourcompetitions,

itdoesn'tmatteriftheysayyoucan'tdoit,

theonlythingthatmatterisifyousayit.

soifyoubelieveinyourselfthereishardlyanythingthatyoucan'taccomplish.

*digyourwellbeforeyouarethirsty.

Orbepreparetowinorplan.

youdon'tgotoschooloncelifetime,youareinschoolallofyourlife.ifyouhearagoodidea

fromyouraudiotape,makeitintogooduse.

*knowledgedoesnotbecomepoweruntillitisused.ideawithoutactionareworthless.

shareyourideawiththepeoplearoundyou......teamwork...

eg.carstuckinthemud...ablindmulenamedelmomayhelpyou...pullsampull,pullbecypull,pulljacksonpull,pullelmopull...elmopullthecarrightoutofthemud...whydidyouhavetocallout...ifhethinkhedidn'thaveanyhelp,hewouldn'teventry.

tohavegoal...agoalisadreamwithadeadline.it'smeasurable,identifiable,attainable,specific,andinwriting.writeyourgoalsdown,keeplookingatthemallofthetime...takingnoteissoimportant...4hours50%.

*themostimportant...

peopledon'tcarehowmuchyouknowaboutthem,

oncetheyrealizehowmuchyoucareaboutthem.

66questioncustomprofile.

youwon'tbelievehowmuchweknowaboutourcustomer.

routine...talking,observation,whatacustomislikeasahumanbeing,whatheorshefeelstronglyabout,whathismostproude...whatmakesthatcustomerhappierwhatturnsthecustomeron.

whatisthesweetestsoundingwordinthechineselanguage?

thesoundofyournameonsomeoneelseslips.name,individualcharactors.younotonlygettheorder,yougetthereorder...

*66questioncustomprofile.

thisformisnotonlyyouuseyourcustomer,tobuildalongrelationswiththe

personwedobusinesswith.

name,

birthday,

wheretheywereborn,

hiseducation,

highschool,

college,

extraactivityheisinvolvedwith,

iftheyaremarried,

theirfamily,

theirspouseeducation,

theirchildrensandchildrenseducations,

thechildrensinterests,

theirbusinessbackground,

previousworkplace,

long-rangegoalorobjective,

specialinterest,

servesclubs,

drink,

smoke,

hobbis,

recreationalinterest,

vacationhabits,

thelastquestionandmostimportant:

doesyourcompetitorshavebetteranswerstothe

abovequestionsthanyoudo.

*thelast50yearsandthenext50years,

onethingwillnotchangeallovertheworld...peopledobusinesswithotherpeoplebecausetheylikethem.becauseofpeopleskills,becauseofbodylanguage,youmustperformofcouse,youhavetodeliver,youhavetodelievermorethanyoupromise.butoverabovethem,

youthenhavetobuildupthatlongtermrelations.

*tworeasontodobusinessfastandsuccessfully.1,heuse66philosophy,tostayclosetomycustomer

2,useitinhiring,careabouteachotherpreparetowin

eg.假设，打电话，handsometrue,

presidentTRUE

保险业，做销售，了解信息

stayclosetoyourcustomer:

thisisnotmeananythingunlessyoulikepeople,youcan'tbesalesorinanybusinessunless

yougetaloneandlikepeople,soinshort,youcan'tnotknowenoughaboutcustomer,

suppliers,spouserswhatever...

*findsomethingthatyoulovetodo,andyoullneverhavetoworkadayinyour

life.

*therearetwotimesinlifeyouaretotallyalone,1,beforeyoudie,

2,beforethe5minsinsterntspeech.

readingvacabulary,writingvacabulary,speakingvacabulary...

tosmasterinternational,dialcarnegy

idea,lessonofphilosophy:

*littlethingsnotmeansalot,littlethingsmeaneverything.

*itisnotwhatyouknow,butwhoyouknow

*ourlifechangebasicallytwoways:

thebooksweread,thepeoplewemeet

itistimeforthetwominsdrill:

taketwominstolethimknowyourbasicinfo...

youmustremember,alloveryourlife,thatthepeosononyourleft,peosononyourleft,infrontofyou,behindyou,downtownintheresturant,atanyseminarheorshecanchangeyourlife...thenetworkisthemostimportantthinginamericaatleasttobecomesuccessfulandtheworldover.

*whyyoucannotjudgeabookbyit'scover?

*everywheretheywenteverysingledayoftherelives,whotheymet,putthenameontherollersfile,littlebitaboutthepersononthebackofthecard,andfindawaytokeepintouchwiththem.

hereisthemostimportantthingicansayduringthiswholeprogram.

1,ifihadtonamethesinglecharasticsharedbyallthesuccessfulpeopleihavemet,overmywholelifetime,iwouldsay,it'stheabilitytocreatandnurtureanetworkofcontact,relations.

sheisalwaystalkingtoeveryone,sheisalwayslookingfordeal,thereforeshemeetsallkindsofdifferentpeople,andshekeepstrackthem.

2,ifyouhaveanetwork,youarealwaysonlysixphonecallsawayfromreachinganyoneyouwanttoreachyoucontact...

youcanmeetpeople,handoutbusinesscard,whatgoodisitifyoudon'tadditupandkeepintouch?

ifyouwantoneyearofhappiness,yougrowgrain,

ifyouwant10yearsofhappiness,yougrowtree,

andifyouwant100yearsofhappiness,yougrowpeople.

thingsarenotalwaysnessessaryaswealwaysperseivethemtobe.

singlegreatestmistakeamanagercanmakeismakeabadhire,thereissomethingmuchmorescarce,somethingfiner,somethingrarerthanability,it'stheabilitytorecognizetheabilities.

it'swaymoreimportanttohireonepersonthantobuyamachinethatcost100,000dollars,wehave500employeesinmycompany,ihavehirealmostall500people,ihirethetruckdrivers,ihirethemachineelectricians,ihirethephoneoperators,becauseeveryhuman

beingcountsatourcompany.hereiswhatwedowhenwehiringasalespersons...

1st,8-10interview.hisfamily,wifeandsons...askmyself,ifthispersonsgotothecompetitorscompany,howwouldhefeel,ifhefeelnotworried...thentheinterviewisover.

2nd,thephoneisverypowerful,veryimportanttool...telephoneinterview...

callthesalesmen

visuallizingisthemostpowerful...NewYorkTime...beforefinishthebook...visualizeyourgoal,visualizeyourdream,that'swhatthegreatathletesdo.

knowyourcompetitors...SamWalton...youcanlearnsomethingfromeveryone

youcanlearnsomethingfromsmallcompany...everysuccessfulcompany,takesomegoodideas,puttheminyourcompany.

putthelawoflargenumbersintoourbusiness...

ifyouwanttobe80%ofyourcompetition,youhavetoshowup.ifyouwanttobe85%ofyourcompetition,youhavetoshowupontime.ifyouwanttobe90%ofyourcompetition,youhavetoshowupontimewithaplan.fyouwanttobe90%ofyourcompetition,youhavetoshowupontimewithaplancommittedtoexcellent,fyouwanttobe90%ofyourcompetition,youhavetoshowupontimewithaplancommittedtoexcellentandthenexecute.

whenanythinghasbeendonethesameway,overalongperiodoftime,sometimes,

it'sagoodsignit'sbeendoneawrongway.

everyoneinthisaudientshouldknow,thereisnocorrelationbetweenhowsmartyouareandhowcreativeyoucanbe.everyoneherecanbecomemorecreativethantheyeverbeenbeforestartingtomorrow.

sometimesit'sriskynottotakearisk.

QNA,

howdoyoustayintouchwithyournetwork?

1st,beonthelookouttoreadorhearaboutthenewsaboutyourfriend,itmaybegoodnewsorbadnews...byfax,letter...findawaytocongratulate...

remembertwothings:

whokickyouwhenyouweredown,whohelpyouonthewayup,

2nd,telephone,everysunday,onceaweek,for10-12hours,getyourrolltextout,hello,

howareyoudoing,what'snewinyourlife,talkto55or50friendseveryweek.

3rd,everytimemetafriend,gohomethatnight,writeoutanewyearsdaycardtothatperson,mailtheminthenewyear...specialnoteonthat...nicemeetingyouonthecard...

whatdoesacompanyhavetodotoattractgoodpeople?

1st,youhavetohaveagoodname,agoodreputations.youcan'tbuyagoodreputation,youhavetoearnit.thecompanymustbelieveincontinuingeducation,continuousimprove,keeptheword.promotionwithin...

therealsecret...havefun..."tgim"

------------------------------------------

1,ifyoucan'taffordtobuythewayoutoftheproblem,youdon'thaveaproblem.wheneveryouhaveaproblem,figureouthowmuchitwillcostyoutobuyyourwayout.

2,idon'tcarehowmuchpairsofmilkiloseaslongasidon'tlosethecow.

3,peoplegoaroundalloftheirlives,andtheysay,whatshouldibuy,whatshouldisell?

....wrongquestions...whenshouldibuy,whenshouldisell.

4,rotternwoodcannotbecurved.

5,youliedownwithdogsandyougetupwithflees.

6,thesinglebiggesttoolinanynegociationistheablitytogetupandwalkawayfromthetablewithoutadeal.

7,nobodyeversetarecondcompetingagainstthemselves.

8,mydefinitionsofpressure:

whenyouhavetodosom