The one thing that your customer will be unlikely or unwilling to compromise on is their ‘must-have’ requirement or ‘hot button’. It is imperative that you match and satisfy this major requirement, and with big-ticket items, there are often more than one.
At this point, a good salesperson will listen very carefully and say as little as possible. The idea here is to prompt the customer to open up and disclose their requirements before you attempt to sell them anything.
Their most important requirements are their hot buttons, and these are the things you should address when closing.