If you do not know what the customer needs to achieve you cannot possibly know the value you bring. And if you do not know your value all you have is price. If you are more expensive, what would your prospect need to know to justify paying more, then demonstrate that you can deliver it. Alternatively if the customer could have your solution or the competitors solution at no cost, which would they choose and why. This is the extra value you provide, now put a value on it for the prospect.