{"id":"sales-split-the-difference-counter-with-math","audience":"sales","category":"sales-work","technique":"verification","track":"sales","level":"advanced","title":"Counter a split-the-difference offer with the math","free":false,"task":"Aisha Rahman from Delmar Logistics offers to \"split the difference\" between your $96,000 price and her $80,000. Write a plain-text email from Marcus under 100 words. Show the midpoint math in one line. Say you can't meet it, and counter using only the approved flex, without revealing the internal floor or saying \"lowest we can go\". Do not use urgency or add other concessions.","materialLabel":"Your notes (attached to your prompt automatically)","material":"THREAD - Delmar Logistics (Aisha Rahman, VP Operations)\nOur proposal: $96,000 per year, 12-month term, billed annually.\nAisha's email Nov 5: \"We're at $80,000. Let's just split the difference and call it done.\"\n\nINTERNAL (Marcus, AE):\n- Deal desk floor for a 12-month term: $92,000 per year.\n- APPROVED FLEX: a 24-month term, billed annually, at $90,000 per year. Nothing lower; no other concessions.\n- Midpoint of $96,000 and $80,000 is $88,000, below any approved level.\n- Do not reveal the floor numbers or say \"lowest we can go\".\n- No real deadline exists beyond the quote validity of Nov 30; do not create urgency.","rules":[{"type":"plainText"},{"type":"maxWords","max":100}],"mistakes":[{"title":"Leaking the floor","why":"The AI says 'the lowest we can go is $92,000'.","fix":"Add: \"Do not reveal the floor or say 'lowest we can go'.\"","checks":["r1"]},{"title":"Countering at $92,000","why":"The AI picks the 12-month floor instead of the approved flex.","fix":"Add: \"Counter only with $90,000 per year on a 24-month term billed annually.\"","checks":["r1"]},{"title":"Adding sweeteners","why":"The AI offers free onboarding or a deadline to close.","fix":"Add: \"No urgency and no other concessions.\"","checks":["r2"]},{"title":"Skipping the math","why":"The AI says 'that's too low' without showing the midpoint.","fix":"Add: \"Show the midpoint math in one line.\"","checks":["r0"]},{"title":"Long email","why":"The AI writes several paragraphs.","fix":"Add: \"Plain text, under 100 words.\"","checks":["plainText","maxWords"]}],"promptHints":[{"label":"Shows the midpoint","patterns":["midpoint","88,000","math"]},{"label":"Counters with the flex","patterns":["90,000","24.month","annually"]},{"label":"Hides the floor","patterns":["floor","lowest","do not reveal"]},{"label":"Bans urgency","patterns":["urgency","deadline","no other concession"]},{"label":"Plain text and cap","patterns":["plain text","under 100 words"]}],"hint":"Ask for the midpoint math, name the one approved counter, and say what not to reveal.","rubricLabels":["Shows the midpoint math in one line, such as (96,000 + 80,000) / 2 = 88,000, and says that price is not something you can meet","Counters with exactly $90,000 per year on a 24-month term billed annually, and does not mention $92,000, a floor, or \"lowest we can go\"","Has no urgency or deadline, offers no other concession, and is signed Marcus"]}