It's useful to try to put yourself in the place of the customer. They're trying to negotiate the purchase of something they don't understand, that apparently c

It's useful to try to put yourself in the place of the customer. They're trying to negotiate the purchase of something they don't understand, that apparently can be accomplished by 14-year-olds, and that somehow costs $8K -- what!? That's close to what I paid for my car, a complex piece of machinery with computers inside it and thousands of engineered parts that actually move! Do you see how this feels? They're pretty reasonably scared of being ripped off. After all, if you went off for 2 weeks and on the last day just copied some other site's design and changed the names... how would they know?