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The Sandler Sales Tip Archive

Eight Times to Walk Away from a Sale

March 2004

Salespeople have "war" stories - anecdotes about the toughest, easiest, funniest, or most profitable sale they ever made. They also have another story: The one about the sale they turned down. Any person who devotes a career to sales will, at some point, leave a deal on the table…You need to stay alert for those times when the smartest move is to walk away:

  1. When the buyer asks for a bribe or kickback.

  2. When the buyer asks you to break the law or act unethically or immorally. 

  3. When the buyer continually abuses or demeans you or your coworkers. 

  4. When a cost-benefit analysis suggests that the time and energy needed to satisfy this customer is not justified by the probable gain. 

  5. When the buyer asks you to modify your product or service to the degree that you can no longer deliver the very best. 

  6. When the buyer's stipulations put too many demands on your fulfillment team. 

  7. When your buyer asks for modifications that eliminate your profits. 

  8. When you realize that your solutions really won't work fully for a buyer.

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