When you’re receiving hesitations on pricing, it means your prospect does not see enough value for your price point. At that point, you have three real options: 1. Schedule another meeting to further prove out the value of your service so the price makes more sense to them. 2. Negotiate a timeline in exchange for a lower price point, or 3. Ask them about their current expense efficiency. This means asking something like “Sounds like this is a bit too expensive for you guys. This may sound like a weird question, but to what extent do you feel there is money being spent on other services or projects that’s not well spent, and instead could be better spent on a service like ours.?” This allows them to think about what’s currently not working versus what could provide more value to them in the future.