Just Say No

Would you be able to walk away from a sales opportunity? I’m talking about a big one, one that could help you meet your quota or, better yet, earn a nice bonus. Let’s say it’s a sales opportunity from a big-name company that, if you had them on your client list, would give you tons of credibility. Even thinking about walking away is tough for most sellers, especially considering how hard we work for a living. But, let me just say that there are times when it makes all the sense in the world.

The first time I walked away from a big sale was at the end of a calendar year. It would have been the deal that got me to President’s Club. But, as much as I wanted to make that sale, I also knew that the potential client would be making a bad decision. They didn’t want to spend more than $10,000, but they needed a system that was going to cost them twice as much. I knew that if they got the lower-priced model, they would eventually hate me for it, so I walked away. And it was tough.

I was also forced to walk out in the middle of a consulting project. My client wasn’t doing his part, and because of this, we were not able to achieve a successful outcome. Continuing to pay me made no sense for him. We had a serious conversation, and after wrapping up a few loose ends, I walked away a second time.