This theoretically true statement "There is no reasonable economic justification for a customer to offer anything but a low-ball figure. " can, in practice, be irrelevant.
So unless you are a savant, following the OP's advice in enterprise sales can result in you leaving hundreds of thousands of dollars on the table. Because customers (especially at the early stage) often have a perceived value for something that is far more than you realized, or they have a budget, and their price is the budget. Steve Blank has great examples of these situations throughout his career.
The OP's advice makes sense for consumer sales (and I think he should clarify this).
So unless you are a savant, following the OP's advice in enterprise sales can result in you leaving hundreds of thousands of dollars on the table. Because customers (especially at the early stage) often have a perceived value for something that is far more than you realized, or they have a budget, and their price is the budget. Steve Blank has great examples of these situations throughout his career.
The OP's advice makes sense for consumer sales (and I think he should clarify this).
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