Just because you can sell, doesn’t mean you should. There are times when it’s better to walk away from the close. Knowing when to do so is a key element to selling with integrity.
There are plenty of times when selling is NOT a good idea.
1. The person is obviously not ready for your services.
2. They have previously had other services providers they’ve worked with that all “failed” them. Pay attention to patterns on the part of your prospective client. If no one has been able to help them, what makes you think you will be the “golden” consultant?
3. They don’t respect your time, expertise or experience.
4. They ask for unrealistic outcomes and guarantees.