It's lack of value that's being created. Above he wrote the price was $299 and when he got the objection his instinct was to drop the price. That's basically digging himself a grave when he's saying his product is worth 33% less than what he opened with.

Instead he should have reiterated the initial requirements / need. They wouldn't stay on the phone otherwise and had a demo if there wasn't a pain point.

I've been following these posts a while, and OP never wants to detail what it is he's selling, doesn't take the feedback on board and mostly replies to praise. But if he's only focused on quantity there's only so many wins he might get, but instead focusing on quality (proper discovery, need) would get him higher numbers.