Avoiding Price or Leading with it

I'm curious to hear about how you savages are talking about price at the end of a discovery call. Let's say for example:

• I've run a discovery call with an influencer. They would use the product but don't have authority / budget to buy.
• They see how the platform would benefit them individually and vaguely understand the broader benefits that our solution would deliver to the business. But they usually aren't a 'visionary' that will spread the good word.
• They need to sell the idea to their colleagues so that we can have a broader demonstration.

Would you hold back on giving them a price in the worry that it could spook them? Would you give them the price anyway? Is there any way to hold back on pricing until you speak with a decision maker?

I appreciate that the second bullet makes out that I haven't done a good job of establishing value with the prospect :)

Context:

• Enterprise SaaS
• Selling into the construction industry (heavy resistance to change)
• Evangelical sales (most clients aren't aware of their problem until we meet with them)
• No competitors