I'm in outside sales.
I once had a prospect that blew me off 7 face to face visits in a row. 8th visit he said something like "you're back again?" I said with a smile, "yes sir and I'll be back next week and the following and the following because I know I can help you here it's only a matter of time before you allow me to". He later revealed to me that was his way of filtering out the flakes & weaker salespeople. He also placed an order & said see you next week. You just have to keep plugging & STAY POSITIVE.
You also need to CLOSE him. Ask him what questions he has that you haven't answered for him yet, as that is the only reason he hasn't made a decision yet. Press for answers. Get specific. Is it the price? What about it? Amount, terms, method of payment, etc. Address them from there. Something I always do is break it down to the most ridiculous thing like how much it ends up costing him per day or hour vs. how much more it will benefit his business. Also what it is potentially costing him by delaying.
STOP LOWERING YOUR PRICE. He would have said "XYZ company offered me $1000 less..." but he didn't. So you just gave money away and it didn't even help your cause bc he didn't move on it. So price might not even be the issue here. Try to upsell him. Say we also have this service I forgot to mention to you for only $xxx in addition to the original amount. He'll likely then reveal if the initial price was already too high for him. If that's the case, try to work the terms, not the price. Best case scenario is you actually aren't offering him enough services & maybe he is looking for more. Don't be afraid to go all the way.
ASSUME THE CLOSE. Hold this guy's hand and walk him through the door. You don't have to be high pressure, in fact I don't recommend it. Be friendly and genuine, but get him across the finish line. "John, (review everything offered excluding price). If you have no other questions or concerns let's get you up and running today so that.... Sound good?" STAY IN THE CLOSE once you get there.
Keep at it! Please update!