People do not buy for one of two reasons –
1) They do not really want it.
2) They can’t afford it.
If they do not want it, no price is a good price. You need to build their desire, belief in, and enthusiasm for it during the presentation.
Once they do want it, then you just need to make it affordable – give them a way to pay for it and get it now.
One of three reasons 3) They didn’t like the sales rep. People buy from people they know, like or trust. I have walked away from many purchases where the sales person was an a-hole or just seemed untrustworthy.