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Dear Quota Team,

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I sell home appliances at a big box retailer and have built my reputation on helping customers find reliable, affordable options that meet their needs. I consistently hit my sales targets because people trust my recommendations for budget-friendly models that offer genuine value. However, my manager is constantly pressuring me to push premium appliances with higher margins, claiming I'm "leaving money on the table" by not upselling. The problem is, most of my customers are young families, seniors on fixed incomes, or first-time homeowners who genuinely can't afford luxury features they'll never use. When I try to push expensive models, I feel sleazy and my closing rate plummets because customers sense my discomfort. I take pride in being the honest guy who helps people make smart financial decisions, but management sees this as underperformance. Should I compromise my values to hit their margin targets, or is there a way to balance customer advocacy with company expectations?

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Ethical in Oregon  

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Dear Ethical

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Trust your instincts. Your customer-first approach builds loyalty and repeat business that benefits everyone long-term. Don't try to push premium products down everyone's throat, but master identifying the 20% of customers who aren't as price-sensitive and can be happily convinced if you properly articulate the value they'd get from spending more on the next tier of products. For truly budget-conscious buyers, respect their constraints while maintaining the honest reputation that makes customers trust you. Good luck!