Often times, clients ask me: what do I do if I work for an employer who is so focused on hitting a sales quota that the tenets of Same Side Selling get dismissed in favor of pitching and pushing a sale? How do you strike a balance between selling with integrity – an approach that always has the customer’s best interests at heart – and selling to meet an individual objective?

Nobody wants to be around a salesperson whose sole focus is to coax and cajole you into buying what they’re selling, regardless of whether it’s the right fit or not. It doesn’t feel good. And it’s the fastest way for that sales person to lose credibility.

That’s what I talk about in today’s episode of Grow My Revenue: what to do when you feel pressure from the boss to make more phone calls, meet more clients and knock on more doors in order to hit a sales quota.

Because here’s the truth: sales is not a numbers game. It’s not about pursuing more opportunities it’s about pursuing the right opportunities.

Today, we also discuss what to look for if you’re considering a job opportunity with the hopes of applying the Same Side Selling principles, and how to distinguish between a company that embraces Same Side Selling values and one that doesn’t. Listen in for those topics and more on this solo edition of Grow My Revenue.

Listen to this episode and discover:

  • What F.I.T. stands for and how it can be used to achieve results.
  • Why success in sales is not a numbers game.
  • Why everyone is not a good fit for you to work with.
  • How to distinguish between job opportunities that lead to success and those that don’t.
  • And so much more…

Episode Overview

Recently, I was asked by a listener who follows the Same Side Selling principles how to deal with an employer who thinks pursuing more prospects over the right prospects leads to better results.

In most cases, the problem is not that you’re not reaching-out to enough people. Of course, there are situations where sales reps aren’t spending enough time prospecting, and where they’re not following up properly. But in most cases, what I find is not that there’s a lack of effort. Rather, there’s a lack of focused effort. The effort is not focused on the right opportunities.

Listen: effective sales is not a numbers game no matter how many times you’ve heard that myth. Effective sales is about finding the right fit for your product or service, asking questions that reveal the client’s sense of urgency and designing a solution that achieves the desired results. Salespeople shouldn’t be coaxing a sale. Instead, they should be coaching the decision.

One of the things you have to recognize is that not every person you talk to is a good fit for what you do. If they’re not the right customer for your product or service, then you’re better off walking away. If that’s not possible, then it might be time to consider whether you’re with the right employer.

Today, you’ll learn:

  • Why and when to walk away from a prospect.
  • What to do when you have a boss who’s hounding you to make more phones calls or send out more proposals, and you know that’s not the way to go.
  • How a company’s website gives you key insights into whether they adopt the Same Side Selling approach to sales.

When you listen in, you’ll hear the kinds of questions to ask a prospective employer that you may be thinking of going to work for. And you’ll also hear how to use your powers of observation to discover whether a company is a good match for you or not on this edition of Grow My Revenue.


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What’s On Your Mind

As always, this episode provides inspiration, entertainment, and an actionable message that can drive remarkable results. If you have any questions for a future episode, contact me.