Is it true that all buyers have weaknesses that need exploiting?
When your buyer says that he or she doesn't want the place are you motivated enough to keep going?
Do you believe that just because your client resounds with "no" that they can't be sold?
It sounds like it's time to put on the schmaltz that helps the buyer overcome their weaknesses, and that maybe you need to push them a little bit.
When does the pushing become a little bit to hard on the buyer, and when should it be applied?
How long do you keep up the momentum after the buyer's said no?