b'**ALWAYS BE FIRM, FRIENDLY, AUTHORITATIVE AND Sales Rep: POLITE.BE SOFT SPOKEN WITH THE GATEKEEPER.DONT BE ABRASIVE!AFTER INITIALLY ASKING TO INTRODUCE YOURSELF TO THE OWNER, ASK AGAIN AND No problem.Ill just grab a businessIF YOU STILL HAVE NO LUCK INTRODUCING card and make a note of that. YOURSELFDO NOT PUSH ANYMORE.GET A BUSINESS CARD AND QUALIFY THE PROSPECT.**Gatekeeper:We already have security Sales Rep:Okgreat.Do you know who you currently use?Gatekeeper:We use competitor X or Y.Sales Rep:Now with competitor X or Y, what specifically do they do for you?18'