It's amazing how often prospects talk about price being the issue. But when you dig a little deeper, it's almost never the real issue.
One of our clients was talking with a prospect that was referred to him and lived out of town. The client was going to do some work as a result of an insurance claim, and the prospect wanted to get a bid from him before she gave him the insurance paperwork. When he asked why, she said, "I want to see what you're going to give me first."