The first is money. Effectively the sales person is after it, the client simply does not want to spend it. Stalemate. With a win loose situation who will dominate?
True sales people look for a way to listen to the client - after all they hold what you want - their purse strings. You, the sales person wins when the client feels like they have won by signing up to what you are selling. Once this has occurred further non-time wasting follow ups and contact is important.
The second is that cheesy smile. One that says "I'm gonna take you for a ride" While you cannot see my hands mind your wallet!
Now get out and do it. Exit with grace and confidence that you have not wasted your clients time. Make notes and critically review the time you have spent. Pass on the information. Make the experience worth while for both you and your client.