Geoff Alexander has personally used this effectively over the years when he has sold high-end products. It not only increases the perceived value of your product, but gets the prospect thinking that the pricing that he or she initially perceived as being high, might actually, in fact, be low. You can use this rebuttal with any high-end product or service that does have an R& D design and development component that’s significant. This is a technique that he teaches in his inside sales training courses, and has witnessed its effectiveness in numerous coaching calls. Add it to your Best Practices playbook.