That’s one of my clients speaking. The reason they were upset was that just before the presentation they ‘d spent several hours “talking down the price.” (This had happened just before we started work, by the way. It hasn’t happened since).
If you suspect that your pricing model might be short-changing you and leaving money on the table, put it through the Pricing Scorecard. It will tell you how effective your pricing strategy is. If you’re leaving money on the table, you’ll know. It takes 3 minutes, it’s completely free and you get the results immediately. The link is here.