Click here to download the catalog as a PDF file. To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. Winning the Hearts and Minds A “kill, capture, destroy, disrupt and deny” attitude in dealing with colleagues and customers only fortifies their defenses and makes it difficult to positively impact their lives. Croot and his company weren’t so bad. The gatekeeper accepted and let Croot “come on back.” As Croot got past the gatekeeper, he got an appointment with key decision makers in the village (teachers). He knew that if they bought his product, then they would tell all the future decision makers what a good company he worked for. That day Croot had to overcome some common objections that Taliban Inc. had planted in the marketplace, but with great preparation, he felt confident that he could. He knew if he wasn’t well versed on his product, he might find himself in serious trouble in that sales call. Croot didn’t get the order that day, but he did get an invitation to come again. He got back into his vehicle, confident that he would some day have a good customer, and then continued to his next call. He knew that to make his quota, it would mean long hours in the territory, great preparation, and perhaps more importantly, a genuine interest in serving the customer. Because he knew that once they truly believed that he was there to serve them and not “sell” them, he would have a customer for life. Croot did such a good job in his territory that he was promoted to a middle management role and was accepted to attend a top P38 CANVAS AUGUST 2008