{"id":421,"date":"2022-02-02T18:37:36","date_gmt":"2022-02-02T23:37:36","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&#038;p=421"},"modified":"2022-02-02T18:37:36","modified_gmt":"2022-02-02T23:37:36","slug":"references-12","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/references-12\/","title":{"raw":"References","rendered":"References"},"content":{"raw":"<p class=\"hanging-indent\">Cardone, G. (2017, October 11). How \u201ctrial closes\u201d can make you rich.\u00a0<em>Entrepreneur<\/em>. Retrieved from\u00a0<a href=\"https:\/\/www.entrepreneur.com\/article\/302451\">https:\/\/www.entrepreneur.com\/article\/302451<\/a><\/p>\r\n<p class=\"hanging-indent\">Gitomer, J. (1995). Closing the sale requires as few as five questions.\u00a0<em>Business Press<\/em>,\u00a0<em>7<\/em>(46), 31.<\/p>\r\n<p class=\"hanging-indent\">Hoffman, J. (2019, October 22). 17 sales closing mistakes that\u2019ll stop a deal in its tracks.\u00a0\u00a0<em>Hubspot<\/em>. Retrieved from\u00a0<a href=\"https:\/\/blog.hubspot.com\/sales\/sales-closing-mistakes\">https:\/\/blog.hubspot.com\/sales\/sales-closing-mistakes<\/a>.<\/p>\r\n<p class=\"hanging-indent\">Ingram, T., LaForge, R., Avila, R., Schwepker, C., WIllimas, M. &amp; Shannahan, K. (2015). SELL. Nelson: Toronto.<\/p>\r\n<p class=\"hanging-indent\">Martin, S. (2017, August 2). 7 reasons salespeople don\u2019t close the deal.\u00a0<em>Harvard Business Review<\/em>. Retrieved from\u00a0<a href=\"https:\/\/hbr.org\/2017\/08\/7-reasons-salespeople-dont-close-the-deal\">https:\/\/hbr.org\/2017\/08\/7-reasons-salespeople-dont-close-the-deal<\/a><\/p>\r\n<p class=\"hanging-indent\">Pipedrive. (2020).\u00a0<em>9 ways to overcome fear of rejection in sales<\/em>. Retrieved from\u00a0<a href=\"https:\/\/www.pipedrive.com\/en\/blog\/fear-of-rejection-in-sales\">https:\/\/www.pipedrive.com\/en\/blog\/fear-of-rejection-in-sales<\/a><\/p>\r\n<p class=\"hanging-indent\">Popyk, B. (2019). Asking the Right Questions to Close the Sale.\u00a0<em>Music Trades<\/em>,\u00a0<em>167<\/em>(11), 54.<\/p>\r\n<p class=\"hanging-indent\">Trial Close. (2020).\u00a0<em>Changing Minds<\/em>. Retrieved from\u00a0<a href=\"http:\/\/changingminds.org\/disciplines\/sales\/closing\/trial_close.htm#How\">http:\/\/changingminds.org\/disciplines\/sales\/closing\/trial_close.htm#How<\/a><\/p>\r\n<p class=\"hanging-indent\">Wiggins A. (2020, February 10).\u00a0 How to close a sale: 7 closing techniques &amp; why they work.\u00a0\u00a0<em>Hubspot.<\/em>\u00a0 Retrieved from\u00a0<a href=\"https:\/\/blog.hubspot.com\/sales\/sales-closing-techniques-and-why-they-work\">https:\/\/blog.hubspot.com\/sales\/sales-closing-techniques-and-why-they-work<\/a><\/p>","rendered":"<p class=\"hanging-indent\">Cardone, G. (2017, October 11). How \u201ctrial closes\u201d can make you rich.\u00a0<em>Entrepreneur<\/em>. Retrieved from\u00a0<a href=\"https:\/\/www.entrepreneur.com\/article\/302451\">https:\/\/www.entrepreneur.com\/article\/302451<\/a><\/p>\n<p class=\"hanging-indent\">Gitomer, J. (1995). Closing the sale requires as few as five questions.\u00a0<em>Business Press<\/em>,\u00a0<em>7<\/em>(46), 31.<\/p>\n<p class=\"hanging-indent\">Hoffman, J. (2019, October 22). 17 sales closing mistakes that\u2019ll stop a deal in its tracks.\u00a0\u00a0<em>Hubspot<\/em>. Retrieved from\u00a0<a href=\"https:\/\/blog.hubspot.com\/sales\/sales-closing-mistakes\">https:\/\/blog.hubspot.com\/sales\/sales-closing-mistakes<\/a>.<\/p>\n<p class=\"hanging-indent\">Ingram, T., LaForge, R., Avila, R., Schwepker, C., WIllimas, M. &amp; Shannahan, K. (2015). SELL. Nelson: Toronto.<\/p>\n<p class=\"hanging-indent\">Martin, S. (2017, August 2). 7 reasons salespeople don\u2019t close the deal.\u00a0<em>Harvard Business Review<\/em>. Retrieved from\u00a0<a href=\"https:\/\/hbr.org\/2017\/08\/7-reasons-salespeople-dont-close-the-deal\">https:\/\/hbr.org\/2017\/08\/7-reasons-salespeople-dont-close-the-deal<\/a><\/p>\n<p class=\"hanging-indent\">Pipedrive. (2020).\u00a0<em>9 ways to overcome fear of rejection in sales<\/em>. Retrieved from\u00a0<a href=\"https:\/\/www.pipedrive.com\/en\/blog\/fear-of-rejection-in-sales\">https:\/\/www.pipedrive.com\/en\/blog\/fear-of-rejection-in-sales<\/a><\/p>\n<p class=\"hanging-indent\">Popyk, B. (2019). Asking the Right Questions to Close the Sale.\u00a0<em>Music Trades<\/em>,\u00a0<em>167<\/em>(11), 54.<\/p>\n<p class=\"hanging-indent\">Trial Close. (2020).\u00a0<em>Changing Minds<\/em>. Retrieved from\u00a0<a href=\"http:\/\/changingminds.org\/disciplines\/sales\/closing\/trial_close.htm#How\">http:\/\/changingminds.org\/disciplines\/sales\/closing\/trial_close.htm#How<\/a><\/p>\n<p class=\"hanging-indent\">Wiggins A. (2020, February 10).\u00a0 How to close a sale: 7 closing techniques &amp; why they work.\u00a0\u00a0<em>Hubspot.<\/em>\u00a0 Retrieved from\u00a0<a href=\"https:\/\/blog.hubspot.com\/sales\/sales-closing-techniques-and-why-they-work\">https:\/\/blog.hubspot.com\/sales\/sales-closing-techniques-and-why-they-work<\/a><\/p>\n","protected":false},"author":284,"menu_order":6,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-421","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":193,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/421","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":1,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/421\/revisions"}],"predecessor-version":[{"id":422,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/421\/revisions\/422"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/193"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/421\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=421"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=421"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=421"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=421"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}