I promise that it is almost NEVER about price.
But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve.
You failed to engage the customer in a discussion about their past experiences in similar projects.
Source - Read More at: www.salesgravy.com
Two words that should be the the basis of a good salespersons delivery, and yet the vast majority fail to do it .
Think about your consumer experience, and how often a sales person will lead with the price, prior to doing a true needs analysis.
This is a terrific article that highlights that when someone is looking to make a purchase, it is about a NEED, and they will make their buying decision based on fulfilling that need .
Rule #1…NEVER ADDRESS PRICE, UNLESS PRICE IS AN ISSUE!!.