Let me make one more side note here. Sometimes the price is precluded by someone who says to you, "We've spent our whole budget." That person is not a decision maker. He or she is a budget spender. And the entire time they are spending their budget they are predominantly focused on price. My goal when I'm in a sales situation is to somehow get to the person that makes the budget. The person that makes the budget can add a zero and make another budget.
