!Deferred the pricing question
“What are we talking about investment-wise? I need a rough number for internal.”
Priya · 18:40
You said you'd “send something over.” A buyer asking for a number is a buying signal — deferring it cools momentum and hands control to email.
↳ Try instead
“For a rollout this size we're usually in the $60–90K range for year one — I'll firm it up in the proposal, but does that order of magnitude work for the budget conversation you need to have?”
!Acknowledged the security concern without answering it
“Anything touching our SCADA data has to clear a security review.”
Tom · 26:10
You replied “we can definitely work with your team,” which is reassurance, not an answer. This is the real gate on the deal — leaving it vague invites a slow internal review.
↳ Try instead
“Good — here's how we handle it: your data stays in your environment, we're SOC 2 Type II, and I'll send the security packet your team will need so the review starts on day one, not week three.”