References

Balinas, T. (2020, February 20). Social media etiquette for business owners: 25 do’s and don’ts. OutboundEngine. Retrieved from https://www.outboundengine.com/blog/social-media-etiquette-for-business-25-dos-donts/

Barnhart, B. (2020, May20). 15 tips to building a better social media presence.  Sprout Social. Retrieved from https://sproutsocial.com/insights/building-social-media-presence/

Belludi, N. (2017, May 16). Don’t be interesting-be interested! Right attitudes. Retrieved from https://www.rightattitudes.com/2017/05/16/be-interested/

BNET (2010, March). Health Care Industry and Social Perception.  BNET. Retrieved from http://findarticles.com/p/articles/mi_g2699/is_0003/ai_2699000324/?tag=content;col1

Brennan, J. (2009, July30). The Art of Adaptation. EvanCarmichael.com. Retrieved from http://www.evancarmichael.com/Sales/395/The-Art-of-Adaptation.html        

Brudner, E. (2016, December 7). Reasons your prospect says no. Hubspot. Retrieved from https://blog.hubspot.com/sales/reasons-your-prospects-say-no

Christie, M. (2012, March 2). Dress for success. Salesforce  training. Retrieved from https://www.salesforcetraining.com/dress-for-success/

Connick, W.  (2019, July 19). Questions that make a sale. Careers.  Retrieved from https://www.thebalancecareers.com/questions-that-make-a-sale-2917200

First impressions. (2020). Basic first impressions.  Psychology today. Retrieved from https://www.psychologytoday.com/ca/basics/first-impressions

Girard, L.  (2011, November 14). How to conquer your sales fears.  Entrepreneur.  Retrieved from https://www.entrepreneur.com/article/220691

Greco, S. (1995, July). Marketing: Selling the Superstores. Inc., Retrieved from http://www.inc.com/magazine/19950701/2331.html

James, G. (2009, March 9). Principles of Building Rapport. BNET. Retrieved from http://blogs.bnet.com/salesmachine/?p=1461&tag=content;col1

JB sales. (2020). Stop asking me how I’m doing today. Retrieved from https://jbarrows.com/blog/stop-asking-how-im-doing/

Harrison, C. (2001, fall). Warming Up to Cold Calls.  Expressions of Excellence. Retrieved from http://www.expressionsofexcellence.com/ARTICLES/warmcoldcalls.htm

Hingley, (2016, February 16)   How to prospect using Twitter, Linkedin, and Facebook. Socialmedia Examiner. Retrieved from https://www.socialmediaexaminer.com/how-to-prospect-using-twitter-linkedin-and-facebook/

Honigan, B. (2020, January 31).  10 simple Twitter tactics what you’ll get you more traffic today. Smartblogger. Retrieved from https://smartblogger.com/twitter-traffic/

Kahle, D. (2010, May 26). What Are Your Views on Dress? Does it Matter? The Kahle Way. Retrieved from http://www.davekahle.com/qa/dress.htm

Manning, G. & Reece, B. (2004). Selling Today: Creating Customer Value, 9th ed. Upper Saddle River, NJ: Prentice Hall, 218.

McGaulley, M. (2009).  Phone Sales Skills: Your First Contact with the Prospect. Sales Training Source. Retrieved from   http://www.how-to-sell-your-better-mousetrap.com/phone_sales_skills.html

Paul McCartney’s first concert at City Field (2009, July 17). [Youtube]. Retrieved from http://www.youtube.com/watch?v=cdHC6OJPShQ (accessed July 26, 2009).

Paul McCartney at Citi Field Opening Song ‘Drive My Car,’ (2009, July 17). [Youtube video]. Retrieved from http://www.macca- central.com/news/?id=3070 (accessed July 26, 2009).

Meisenheimer, J. (2009).  7 things to do to prepare for your first sales call.  Ezine articles.  Retrieved from https://ezinearticles.com/?7-Things-to-Do-to-Prepare-For-Your-First-Sales-Call&id=2409769

Mehrabian, A. (2007). Nonverbal Communication. New Brunswick, NJ: Aldine Transaction.

Mize, P. (2009, July 30). What’s the Most Effective First Contact with a Prospect—Email or Phone?” EzineArticles. Retrieved from http://ezinearticles.com/?Whats-The-Most-Effective-    First-Contact-With-A-Prospect—Email-Or-Phone? & id=1206246

Morgan, S. (2009, August 2).  This is a Sales Call: How to Begin Prospecting Calls with Integrity.  EzineArticles. Retrieved from    http://ezinearticles.com/?This-is-a-Sales-Call:-How-to-Begin-Prospecting-Calls-with- Integrity&id=34073

Petoors, P. (2009, March10). How to Contact Your Prospect by Phone.  Pieter’s Blog. Retrieved from http://pietpetoors.com/blog/how-to-contact-your-prospect-by-phone

Pincus, A. (2007, June 18). The Perfect (Elevator) Pitch. BusinessWeek.  Retrieved from http://www.businessweek.com/careers/content/jun2007/ca20070618_134959.htm

Prater, M. (2019). A comprehensive guide to talking to prospects on the phone. Hubspot. Retrieved from https://blog.hubspot.com/sales/everything-you-need-to-know-about-selling-over-the-phone-in-a-single-infographic

Richardson, L. (2005, April 19). Dealing with Gatekeepers.  Sales Coach Blog. AllBusiness. Retrieved from http://www.AllBusiness.com/sales/selling-techniques/3873127-1.html

Roque, C. (2017, march 28). How to overcome your fear of sales and rejection.  Retrieved from https://business.tutsplus.com/tutorials/how-to-overcome-your-fear-of-sales-and-rejection–cms-28466

Silverstein, R. (2007, July 25). How Do I Build Customer Rapport? Entrepreneur. Retrieved from http://www.entrepreneur.com/management/leadership/leadershipcolumnistraysilverstein/article1

Smith, D. (2008, April 28).  How to Contact Business Prospects. ArticlesBase. Retrieved from http://www.articlesbase.com/communication-articles/how-to-contact-business-prospects-

Sob, A. (2019). Procrastination will kill sales. SmartCalling.  Retrieved from http://smartcalling.com/procrastination-will-kill-sales/

Thul, J. (2007, February 6). How to Establish Sales Credibility: It’s Not the Stories You Tell, It’s the Questions You Ask. MarketingProfs. Retrieved from, http://www.marketingprofs.com/7/thull15.asp

Ward, S. Cold Calling Tips. Tips for Successful Cold Calling (n.d).  AllBusiness. Retrieved from http://www.AllBusiness.com/sales/selling-techniques-

Weiss, W. (2004).  Your Voice Is Your Instrument. Sales Information. Retrieved from http://www.sales.net63.net/1134.php

Weitz, M., Castleberry, A. & Tanner, J. (2003).   Selling: Building Partnerships, 5th ed. New York: McGraw-Hill, 245.

Carmichael, E. (2009). His Secret Recipe: How Hershey Achieved Success. EvanCarmichael.com.  Retrieved from http://www.evancarmichael.com/Famous-Entrepreneurs/603/His-Secret-Recipe- How-Hershey-Achieved-Success.html

 

License

Icon for the Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License

The Power of Selling Copyright © 2021 by Dr. Michelle Clement is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

Share This Book