I'll bet they're dumb. What you're really saying is that by your questions, you led the customer down the price path. Your ideas get you listened to. Ideas generate interest and sincere exchange. It shows the prospect you did your homework.
Ideas earn respect.
Most salespeople walk in the door with literature and samples. That's the last thing the prospect wants. They throw away your brochure the minute you leave. Wake up and smell the hypotenuse. So far I have not said anything about closing the sale or overcoming objections or any other sharp-angle sales tactics.