Move to the Solid Ground
It is time to move to the solid ground. Refuse to respond to the buyer's objection. Engage in identifying and resolving his hidden problem. When a solution to the real problem is found, there is no reason to discuss the unnecessary concessions.
Identifying and solving a real problem is a solid foundation.
A solid building for mutually beneficial win-win sale is being built on it.
The buyer can avoid the threat, and the seller can sell his goods at optimal terms.
Collaboration in identifying and resolving the buyer's problem becomes a solid foundation for mutual rapport.
This rapport, in its turn, lays a solid foundation for a long-term relationship between seller and buyer.
Solid could be built only on solid.