Dont assume just because they have the money they will spend it. Its all about the value. That 45k driveway was a valuble thing to him. Perhaps they are turned off by low voltage because of thier experience with malibu. This is the case where a demo would help ease the sting of a quality job. He was obviously interested. He obviously has a home worth lighting and he is already your client. I would set the demo up and leave it while your doing the driveway for a few days or a week It might be how you are approaching him and how he is reacting to that approach. Pricing by the fixture is not doing you or your client any justice. What if there is excessive transformer locations ? UPB system ???? bores ? Extra wire ? Now on the other hand what if its a half a day install and you can do it with your eyes closed ? As you see niether of these scenarios would apply to some manufacture stated 300 a light stuff. I tried the price per fixture... then couldnt figure out why some jobs even tho they went for more money actually made me less. Read nate mullens book. Then develope your own sales style. I always look at it a bit diff. I dont sell... I consult and propose a solution.