Packing up and walking away from a deal that is going nowhere is one of the hardest things to do in sales. Even some of the best salespeople I know have continued to work on accounts that, from any observer's point of view, were a complete waste of time, only to regret the energy, time, emotion, and resources they poured into it once the deal was lost.

There are the legions of salespeople who never seem to let go. They hold on until the final painful moments when prospects, that never had any intention of buying, finally break the truth to them.