Your One Last Try
Let's say the client simply can't commit to buying a policy from you.
They think it's too expensive or just don't want to make a decision right now. The client gets up to walk out of the office. Once he or she stands up, odds are the client will also loosen up as they head for the door.
Use this opportunity, as they grab the doorknob, to quickly ask the client what you could have done better. What you could have done to help them get to where they needed to be to sign up for the policy. If the client consents to tell you, say, “Well, this was my fault. I didn't explain that properly.” And now they're back in the conversation.