Let me emphasize that some prospects by nature are short on patience, and if they demand an answer in another minute or two, you could take this approach: “Mr. Prospect, I appreciate your concern, and please know that I am not evading the issue. However, until we determine, as a result of our discussion, what your needs are, it would be impossible for me to give you a figure. My answer at this point might be too high or it might be too low. If it’s too high, you might lose interest. If it’s too low, then when I give you the true figure you would be disappointed.”
