The second option is to frame the interaction as if you're recommending a program that best suits your prospect's needs and expectations, and express how budget parameters can shape the direction for both parties.
Obstacle 3: Working with Indecisive Customers
It is frustrating to be ready to close a sale, only to have a customer say, "I still need to think about it." When this happens, a seasoned salesperson knows that he or she needs to follow up on the customer's statement. Ask your prospect what specifically stood out from the conversation that might be of interest to him or her. The goal of this question is to get clarification on how much the prospect is really interested in what you have shared and whether or not the prospect feels he or she wants to move forward. Is there sincerity in the response?