Don’t Just Sell

You know your product inside and out. You've memorized the features, studied the specs, practiced the presentation. So why aren't prospects buying? Well, when you rattle off features without connecting them to what your prospect actually needs… you sound like a late-night infomercial. And nobody's reaching for their wallet. In this episode, I break down why listing features feels like selling but actually repels buyers - and what to focus on instead when you're in front of a prospect. You’ll learn: Why product knowledge alone won't close deals The Ginsu knife test: what you sound like to prospects when you lead with features How to know which feature actually matters to your buyer The one shift that makes prospects feel heard instead of sold to **Free Email-to-Manager Template: Use this to start the conversation about bringing connection-first sales training to your whole team – Most sales podcasts give you more tactics. This one proves you don’t need them.  I’m Rebecca Kilday, and Don’t Just Sell is the podcast where your sales career gets easier when you quit selling like you’ve been trained, and start selling like yourself.  – Produced by SpeakEasy Productions.

You've been told that "people buy from people they like." So you scan your prospect's office for common ground, force small talk about their family photos, and waste energy trying to be likeable instead of credible. In this episode, I share the story of the time I helped a prospect pull weeds trying to get them to like me. (Embarrassing, I know!) You'll learn: Why "people buy from people they like" leads to burnout and negative self-talk, especially for women in sales A story about when I held boundaries instead of people-pleasing (and they signed for 3x longer than before) How being reliable builds more trust than being agreeable This isn't about learning new rapport-building techniques. It's about understanding why the constant need to be liked is exhausting you and undermining your credibility. Use this link to get in touch with me about bringing this training to your organization: https://rebeccakilday.com/podcast-2/ – Most sales podcasts give you more tactics. This one proves you don’t need them.  I’m Rebecca Kilday, and Don’t Just Sell is the podcast where your sales career gets easier when you quit selling like you’ve been trained, and start selling like yourself.  – Produced by SpeakEasy Productions.

You've been taught to "always be closing." Use micro-closes throughout your presentation. Get them saying yes early and often. Push the sale over the finish line. But what if those tactics are exactly what's pushing prospects away? In this episode, I share the story of a sales rep who was taught to say "buy now" subliminally throughout her pitch, but it was completely transparent and came across as disingenuous. You'll hear: What "always be closing" actually signals to your prospects A car buying story that shows connection-first selling in action The four new ABCs (and why you can't implement them alone) This isn't about learning new closing techniques. It's about understanding why pressure-driven sales is exhausting you and repelling the people you're trying to help. **Free Email-to-Manager Template: Use this to start the conversation about bringing connection-first sales training to your whole team – Most sales podcasts give you more tactics. This one proves you don’t need them.  I’m Rebecca Kilday, and Don’t Just Sell is the podcast where your sales career gets easier when you quit selling like you’ve been trained, and start selling like yourself.  – Produced by SpeakEasy Productions.

You've been told since day one that "the customer is always right." But this 117-year-old advice from a retail store owner is exactly what's turning you into an order-taker instead of the expert your customers actually need. In this episode, I share how I became the fastest-growing magazine in my franchise by learning when to educate prospects (and when to let them go).  After listening to this episode, you'll know: Why agreeing with incorrect prospects undermines your credibility as an expert How "the customer is always right" reinforces people-pleasing (especially for women in sales) What you can do instead without being argumentative or dismissive **Free Email-to-Manager Template: Use this to start the conversation about bringing connection-first sales training to your whole team – Most sales podcasts give you more tactics. This one proves you don’t need them.  I’m Rebecca Kilday, and Don’t Just Sell is the podcast where your sales career gets easier when you quit selling like you’ve been trained, and start selling like yourself.  – Produced by SpeakEasy Productions.

You've been told that truly talented salespeople can sell anything - that the product doesn't matter if you're good enough. That advice is exactly what's causing your burnout and turns your prospects off before they even give you a chance.  In this episode, I share my experience with the "It's Just A ..." mentality, which opened my eyes to why belief in your product matters more than anything else. You'll hear: How selling something you don't believe in will always show up in your sales (no matter how talented you are) Why I couldn't sell magazine advertising until I understood the bigger story How to find your product's purpose (not its function) so you can stop selling with fake enthusiasm Why the best sales professionals wouldn't even want to sell "just anything" **Free Email-to-Manager Template: Use this to start the conversation about bringing connection-first sales training to your whole team – Most sales podcasts give you more tactics. This one proves you don’t need them.  I’m Rebecca Kilday, and Don’t Just Sell is the podcast where your sales career gets easier when you quit selling like you’ve been trained, and start selling like yourself.  – Produced by SpeakEasy Productions.