How do you counter this objection: “why don’t you do it at your expense, for free, and if and after it works, we pay what you want”?

Answer by Cliff Gilley:Congratulations, you just qualified someone out of your pipeline.  Seriously, anyone who actually says this has no conception of how business or business relationships actually work.  There is no counter, because the moment those words escape someone's mouth, you disqualify them and move on to someone who actually values what you're offering…