Does a successful freelance developer also need to be a good salesperson?

As a recruiter, the one thing it's hard to account for is a candidate’s ability to sell themselves once their interview has started🏁

I have worked with developers who have a long list of fantastic references and a range of experience that would make any hiring manager sit up and take notice, but for some reason, it takes them months to land a project.

In my experience, it often comes down to the interview, they are too honest👼

They might:
❌ Say that the project timeline is unrealistic
💰 Point out a costly update that is needed within the application
🤷‍♂️ Highlight their deficiencies in an attempt to be candid

This would not be a problem if you didn’t also have freelancers who are happy to do the opposite:
🧠 Inflate their experience
⏳ Offer unrealistic estimates and worry about that in 3-months time
🦻 Tell the client exactly what they want to hear

This might sound like I am painting hiring managers as gullible fools who aren’t able to smell bullsh*t, but I’m not.

When you're under pressure to deliver, you'd be forgiven for betting on the candidate who exudes confidence💃 

What is your approach in an interview for a freelance gig?​