This makes it seem like it's either too high priced and you know it or the pricing scheme is too complicated and should be simplified.
It's just that as a young startup, it's very important for us to learn about our customers. At this stage, it might be beneficial for us to offer you a fantastic deal if we think we there is much to gain by the partnership. Also, learning about the problems our customers face is more important to us than sheer sales volume at this stage. That's why we want you to talk to us. But we're sorry for the inconvenience.
It's okay to qualify the number. "Ten million dollars, but order now and..."
If you'll note, your customer just said the same thing I did. Listen to him.