One of the things that will turn a security salesperson pale is to hear a prospect say, “I’ve met with two of your competitors and both will do it for less money.” Or, “Nice presentation. We’re going to shop around. We’ll get back to you.”
If the sales rep has done a proper job prequalifying the prospect, then the issue is not the amount of money involved. A good sales rep never tries to sell things to prospects that don’t have the money to buy.