Notice how they made no counteroffer and said “No”
without using the word?
Joaquin was shocked when the following day he
received an email from the advisor lowering the price to
€28,346.
Joaquin and Jesus then crafted their second gentle “No”:
Thank you for your offer. You were generous to
reduce the price, which I greatly appreciate. I really
wish that I could pay you this amount, but I am
sincere in that I cannot afford this amount at this
time. As you know, I am in the middle of a divorce
and I just cannot come up with that type of money.
Again, I wish you the best of luck.The next day Joaquin received a one-line email from the
advisor dropping the price to €25,000. Joaquin wanted to
take it but Jesus told him that he had some “No” steps to go.
Joaquin fought him, but in the end he relented.
There’s a critical lesson there: The art of closing a deal is
staying focused to the very end. There are crucial points at
the finale when you must draw on your mental discipline.
Don’t think about what time the last flight leaves, or what it
would be like to get home early and play golf. Do not let
your mind wander. Remain focused.
They wrote:
Thank you again for the generous offer. You have
really come down on the price and I have tried very