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My experiences mirror the OP, in fact I even had a prospect tell me recently they were thrilled I didn't jump right into pricing/licenses.

Most are not calling to get a price, they're calling to learn more about the software to make sure it's a fit.

Have you considered that your customer might have just been telling you what you wanted to hear in the hopes of getting a discount?

or the customers that just skip them to a supplier with less contempt for their users