A speaker describes how ego blocked his progress until he built a systematic pricing structure. He struggled to present prices coherently, but working through that tension led to a solution he now wants to scale across a sales team of five to ten people.
Ego was probably the number one thing that was in my way. Also understanding a structure that I knew how to script and how to sell the product. What I really didn't have was really a system, how to deliver pricing structure. That's where I was lacking. I knew how to present price, but I didn't have a structure. So once we kind of started working on that, that was probably one of our most heated debates we ever had. But it worked. It was one of those things that got me thinking about How do you expand this into 5, 6, 10 salespeople in the future?
