At one point or another, a prospect or a client will ask more from you to close the deal. It happens, which is why there are some positions in companies built for this job role. The fact is, some people loves to negotiate, often asking for more. In your career as an entrepreneur or a sales person, this will happen.
When you meet with a client, do you come prepared with a few questions to ask before, during, and after the meeting?
How do you quantify a solution that is entirely service based? When you show the prospect the price, how do you show a return on their investment when they aren't receiving a tangible good?
By stepping outside the business and participating in a creative venture, it can actually help you in your business.
Customers are looking for solutions to their problems. By creating creative packages you can address their needs far better. This may mean collaborating with people that offer complimentary products and services to yours. By putting something unique together the client will feel you are delivering them services wrapped up.