[lrs]

Great post - really brilliant tactical thinking, and it's always a delight to see smart moves pay off.

I feel like it should be noted that it's quite dangerous to threaten a move like this unless you're actually prepared to follow through with it if the gambit fails. If this move hadn't worked and the prospect had responded with something like "please reconsider, we believe there is still a good chance things can work out," I think it would have been disastrous for this company's credibility going forward if they had actually continued working on this prospect. Part of the reason this was a great move for them in this situation is that they were legitimately ready to cut their losses with this prospect and move on. When that's the case, even the smallest chance of jamming a sale through is pure value over their best alternative.