The move

The email is a few short lines to Mike, signed Jordan. After "Hi Mike," it says "Thanks for letting me know." It then asks "would you mind telling me which two or three things would've changed your mind?" It closes with "I'm always trying to improve and would really appreciate the feedback."

Why it works

• Our readAsking for two or three things sets a limit on the answer, so a recipient can reply in a sentence.
• Our readThe email accepts the no and asks what would have changed his mind instead of restating the pitch, which lowers the pressure to defend a decision.
• Vendor claimThe source reports that the recipient replied at once, reopened the conversation and bought. That is the source's account of one case. (source)

What not to copy

Don't expect this to work as a trick on every lost deal, and don't copy the generic closing line. Keep the specific count and the thanks-first opening.