Walk away if necessary

Salespeople shouldn't be willing to accept any curveball a prospect throws at them. If demands become unreasonable or unprofitable for the company, don't be afraid to walk away from the deal.

A customer who only agreed to sign if the contract was radically amended or the price was drastically dropped is bound to cause problems down the road. And since they clearly don't see much value in the offering, it's only a matter of time before they become dissatisfied. Get out for your and your prospect's sake.