By Colleen Francis
Editor's Note: Part one of this article tells the first tale of deception. Click here to read the second and third tales in part two.
Over the past few weeks, I've found myself on the receiving end of a series of particularly heinous sales techniques—all of which were aimed at getting through a gatekeeper to a decision maker, and all of which ended disastrously for the business developer involved.
I firmly believe that, to improve our skills and the relationships we have with our prospects and clients, it's just as important to know what not to do as it is to know what to do. In that spirit, I decided to recount and dissect these painful experiences, in the hope of sharing with you where these sales people went so wrong—and what they could've done instead.
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