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

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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.

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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.