March 1, 2018
Episode 16 :: The Mackay 66 v. 2.0 :: A modern update to a classic sales tool
Today we are introducing you to an updated versio…
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 Mackay 66 to research well and share customer insights, several individuals started to point out stumbling blocks in the classic list. So, I enlisted the help of Jenny Timoszyk, an esteemed team member of mine, and the two of us set out to give the Mackay 66 a modern update. The result? The Mackay 66 v. 2.0. Enjoy my conversation with Jenny and, in absentia, Harvey Mackay. Cheers!