You are in the presentation, you mention features, and then more features; after a while you then try and delve and probe and start asking discovery questions. You now want to diagnose and then prescribe.
But it’s too late.
With most prospects they simply say that they are not interested or they want to think about it.
Very few would tell you straight up that it is too expensive.
Yet, that is what they feel-too expensive- and you are to blame for this.
You run the risk of the client perceiving your product is too expensive when you mention all the features. Some features of the product are not even needed by the prospect. And so you need to start early finding needs and pain points of the prospect.
You run a risk of the client feeling that your product is too expensive when you mention all the features at one go.