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.