Then there are other people who say you should state your price and not negotiate on it. If a prospect can't afford your prices, you move on.
Which method do you think is best?
Also, if you ask a prospect 'how much would you be prepared to pay?', what if it's way below what your rate is?
I guess it all comes down to a compromise between how much a salesman is prepared to work for vs how much a prospect is prepared to pay.