Always sell the product first. Point out all the great features and get them interested/excited. This will help justify and prepare you for the big price tag they're about to hit you with.
shy about prices
I assume a lot of you are in the industry and maybe you can answer this: why is it so hard or impossible to get pricing info for speakers?
I received a lot of suggestions for my speaker list to include more brands and I tried. I lookup up the company homepage, I searched for pricelists, however out of date, I emailed the company - nothing. Why are companies "hiding" the prices of their products they intend to sell?
This is not a generalization, I don’t mean to conflate companies with user-friendly and informative web sites (~30%) with the mystery ones (~20%). And the rest (~50%) are OK/could be better.