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Price
“I'm not convinced this is worth the investment.”
Why they say it. The value has not been quantified in terms they can defend to a CFO or their own boss. They are not saying no to spending, they are saying no to spending without a clear return.
Do not: Do not respond with more features, which adds cost in their mind without adding proof of return.
Say this
That is the right question to be asking, you should not spend on faith, you should spend on math. The reason it is hard to feel the value right now is that we have not yet put real numbers against your situation, just a generic pitch. Can we take your actual volumes and build a simple before and after so you can judge the return for yourself?
Then ask. What return would this need to clear for it to be an obvious yes rather than a maybe?