You: “Before we talk about pricing, I’d like to first know that we are in line with the vision we have presented for your company. It’s important to us that you are committed to the value proposition that we have presented and the execution of these goals. If we are now in line at this fundamental level, then there is no point in continuing and talking about pricing.”
Get them to commit to your value proposition. If they don’t, then there’s no way they’re going to use your product – even if you give it away for free.
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