# data[].attributes.body
Talk about profit and productivity, not saving money!

# data[].attributes.body
"If you're not present when the last decision is made - odds are you will lose the final battle of the sales war without being able to fire one bullet" ---also I like the mention of asking for a sales person when you cannot get back the gate keeper

# data[].attributes.body
Qualify the decision maker as the only , by asking a seemingly innocent question at the beginning of your presentation. Is there anyone else you work with.

# data[].attributes.body
If you can't get past the gate keeper, why don't you simply create a different approach. Stand in the parking lot and ask anyone besides the gatekeeper (I have had success in doing so). Or go to the gatekeeper and ask for someone on sales.

# data[].attributes.body
Very impactful chapter.  A real issue that each of us have to overcome daily when targeting new business.  Have to be willing to try something new if currnet approach is unsuccessful.  Right questions are key.

# data[].attributes.body
You engage...you spark....you create desire and provide interest!

# data[].attributes.body
KATHY carl

# data[].attributes.body
KATHY

# data[].attributes.body
I like the part in this chapter about being present when the last decision is made. If you are not, one of your competitors will more than likely be there and take freight off of our truck and onto theirs. When you are presaent for that last discussion/decision, you will have the opportunity for that one last sale or to address that one last objection. That might be the key element in their carrier selection process

# data[].attributes.body
Identify the person who can say "yes"  at the beginning the purpose is sell the apt and then work on furthering the sales process

# data[].attributes.body
I like the part about if you're not present when the last decision is made odds are you will lose the final battle of the sales war without being able to fire one bullet.  (Easy to think we are closing the sale b/c our pricing is in and rates look good, but we need to train ourselves to be a part of all final meetings that require additional approval.

# data[].attributes.body
If you approach your territory as any other salesperson does, you are guaranteed to get the same results.  Be different, be better, be best.

# data[].attributes.body
Steve                                        This one of hardest parts of sales, getting an appt. and getting to the decision maker. I have had numerous occasions over the years that I thought I was talking to the decision maker and found out in sometimes months later  I was not. What a dummy I was. The must ask     question: How will this decision be made? And then what? Two simple questions I wished I had followed up with a dozen times.

# data[].attributes.body
"How will this decision be made? Then what? Ask Then what for or five times and Presto! You'll have the name of the real decision maker."

# data[].attributes.body
I dared to start  high on the food chain with new customer that has 4 locations . Firm appt. for 6 15 2016.

# data[].attributes.body
I particularly enjoyed steps 1 and 2 on page 105. First getting your prospects personal approval, that they would move forward if it was just up to them. Then getting them on your team to sell to anyone else in the company that would need to be sold.

# data[].attributes.body
The secret to getting voice mail returned is to compel the customer to want to call you back. I like the example of the using the kid, don't know if I would use that one but certainly need to think of more creative ways to get responses.

# data[].attributes.body
I like the idea of talking about profit and productivity, instead of saving money, to gain their interest.  When you talk about saving money, you are typically just talking price.

# data[].attributes.body
The truest statement in this chapter is: "If you're not present when the last decision is made - odds are you will lose the final battle of the sales war without being able to fire one bullet".
You can not rely on someone to sale your service or product.  You are the expert!