If a pricing concession request is denied and the prospect needs that concession to move forward, you should

• A. Move the Opportunity to Lost
• B. Offer a larger discount
• C. Reopen the pricing and wait
• D. Do nothing

Answer: (A)

When a pricing concession is denied and the prospect needs that concession to move forward, the deal is no longer viable under the current terms. The best course is to move the opportunity to Lost. This reflects the reality that the sale can't proceed without the concession, keeping your pipeline honest and allowing you to reallocate effort toward deals that can close under achievable terms or revisit negotiations later if circumstances change.

Offering a larger discount would effectively grant the concession you were denied and set an expectation you can’t sustain. Reopening pricing and waiting delays progress without any guarantee of better terms. Doing nothing leaves the situation in limbo instead of providing a clear next step.