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Episode 16 :: The Mackay 66 v. 2.0 :: A modern update to a classic sales tool
Today we are introducing you to an updated version of a beloved sales tool, the Mackay 66. The Mackay 66—a list of 66 questions that, if answered, demonstrate a deep understanding of your customer or prospect—was created in 1983 by business legend and sales expert Harvey Mackay. The Mackay 66 demonstrates exactly how he leveraged relationships, business insights, caring, and a deep understanding of his customers' wants and needs to build long-term relationships and grow a 100-million dollar business selling envelopes. Yep, paper . . . envelopes. As I have been encouraging clients to use the…
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