It's natural to want to pull out all the stops to impress a prospective client. But that might just be why you're not closing as many deals as you'd like.
If you operate in a space where clients like to think they can 'do it themselves' — you should expect prospects to try to get as much out of you as possible during sales negotiations.
Because if they can avoid hiring you, they will.
If you're confident in what you do, you can bank on the fact that they'll eventually come around (after trying and failing).
But you can save yourself some time and headache by avoiding these common mistakes.