I try not to drop much ahead of time if I am going to see them face to face for final deal cause they almost always do that. Sometimes you have to give a little up front to hook them to come see it. But I’ll tell them I can probably do a little better, but come see if it suits your needs first and we can talk. Or if they push you to your low number, make it clear that is the best you will do if they go for more ‘Sorry, I told you...’ ( which sounds pretty much like thats what you did)