Bryan McLeod remembers one particularly insulting moment well. A few years ago, he was trying to sell his company’s product, a data-backup utility called Clickfree, to a large retailer and had just finished his half-hour demonstration. The store’s buyer turned to him and said accusingly, “Your competitors tell me they wrote your software.” McLeod was shocked. He couldn’t understand why the buyer had sat through the demo without saying a word, only to spring her bombshell on him at the end. “It seriously happened,” he says. “The retailer ended up firing the buyer because the buyer was crazy.”
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Author:Peter Nowak
