Spectrum of need

we are in the business of figuring out need of other people and giving adequate solution to those needs as they change over period of time

For example
in my previous life I was selling software to clinics / hospitals.

They were not interested in my solution

they would tell me things like whatever solution I was offering them ,they could do or solve that problem via pen and pencil

in simple words they were trying to tell me that I was not solving a big need for them, but I did not understand this

Only now when I am in the business of selling b2c products that I understand people would shell money off the pocket only if they value or feel the need for the product

the more I am thinking about this thing ,.... the more this belief is getting stronger.... as I am getting more evidence that need drive society if somebody has a need for something it defines what is the amount of money they are ready to give for it

now I can tell you that my current product is a helmet that has bluetooth features and some LED lights at the back of the helmet....
When I interact with the customer I am told in clear terms that whatever I  have  created has this much value and I will not pay anything beyond this amount

so in my head I can easily map my product to a value that they perceive it to be and if my costing is more than their perceived value that they are putting on my product the business becomes a unsustainable

it's like I have started putting a filter on my thoughts the filter is of need

any thought I have any action I  want to take any product any meeting ......I have to know the value / need for that action for someone else

The moment I can quantify with high degree of certainty ......The spectrum of Need For a product or service then I can put a price for that of the product/service