[johngalt]

Maybe it was colored by my expectations going in. With no prior experience, I'd assumed that sales was an arcane art. A combination of charisma and manipulation. Working in a sales role, I felt out of my element for months. Until I learned that sales is a building process just like anything else.

Create a system where you maximize the number of people weighted by their need of what you sell. Presented at a timely moment. The client should see you as a domain expert, and someone who makes the process frictionless. Pricing is a surprisingly small part of it. If you can build a good process, you'll sell 10x what the car salesman types will.

Unconventional approaches to sales are the most successful, so a hacker mindset pays off. Once I got over my initial fears, it was quite easy to get the high score :)