Jayco White Hawk 28dsbh

So i found a 2012 white hawk 28dsbh that they are asking 22,900. I thought that was the perfect starting price to get the trailer at the price range i wanted to be in. I offered 21,500 out the door including a WDH. I thought this was a strong and very fair offer for the TT. This was all done by phone since the tt is 3 hours from me. The guy shot me down saying he could not do that, but what i thought was strange is he offerd no counter offer, just his full asking price with hitch, tags and tax.This was my first offer ever on a tt. Am I wrong thinking that was a great offer???