Index

Note: Page references in italics refer to figures.

A

abbreviations, for texting, 244

Abraham, Richard, 249250

achievement need, 250

actions, controlling, 6

adaptive mindset (adopt, adapt, adept), 1112

AMMO framework, 225, 227233, 228

anchor, for RBO Turnaround Framework, 186, 186, 187

Angelou, Maya, 101

appointments

asking for, 143144 (See also message)

planning in-person prospecting (IPP) around, 204, 205

scheduling, 72, 7476

See also in-person prospecting (IPP)

Arruda, William, 117

“ask”

assumptive “ask,” 148151

e-mail prospecting for, 227233

in-person prospecting (IPP) and, 210

message for, 146147

for RBO Turnaround Framework, 186, 186, 188

attachments, e-mail and, 217

attention, of prospects, 134135, 165, 165, 167. See also message

attitude, 260262

awareness, content curation and, 127

B

balanced approach, for prospecting, 2024

“because,” 140143, 168170

Berra, Yogi, 71

biographical profiles, for social selling, 117118, 119

blocking, of time, 5657

body language, 149151

bounced e-mail, 218

boundaries, setting, 53

branding, Law of Familiarity and, 102104

breakfast, 259260

brevity, 243

bridging

with e-mail, 227, 230231

message and, 141143

with telephone prospecting, 168170

Brooks, Mike, 194

Brown, Brene, 178

brush-off, defined, 182. See also reflex responses, brush-offs, objections (RBOs)

bulk e-mail, avoiding, 216217, 218

Burke, Sean, 97

buying-cycle awareness, 121122

C

calling-other-extensions hack, 196197

calling prospects. See telephone prospecting ...

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