The sales process has gone well. You identified two important needs and shown how your product meets those needs. Your product costs $2,000 per month on a 24-month lease, or $100,000 to purchase plus...

The sales process has gone well. You identified two important needs and shown how your product meets those needs. Your product costs $2,000 per month on a 24-month lease, or $100,000 to purchase plus a $200 per month maintenance agreement. Delivery and installation is $5,000, whether they lease or purchase. Supplies to operate the equipment are likely to run about $1,000 per month, based on the volume shared by the prospect. When the prospect asks, “How much will this cost?,” how do you answer? What additional information would you like to know to help this buyer make the best decision?