1.Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note
2.Do not talk to people when they are distracted,
3.Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you"
4. If someone is asking for an unreasonable discount get them to think about the potential implication of fit by saying "How are we supposed to deliver {value} while lowering our price?"