I do everything right, build the relationship, walk them through it all, and get them standing right at the edge of yes. And then I can't make myself ask for the close, or I ask so weakly it just dissolves. I've got a graveyard of deals that were basically done and somehow never got signed.
More people experience this than they realize.
You get deals to the very edge and then can't bring them to a close.
If this sounds familiar, the Library can help you find the bigger picture.