Don’t Just Sell

If you think your sales team costs more than they're worth, this episode is for you. Scaling back is one of the most expensive decisions a business owner can make, and the numbers back me up. I’m sharing what you should do instead to see ROI from your sales team, how one of my clients doubled their conversion rate with one small change, and the three things you need to do for every customer so they’ll stay loyal to your business long-term. If your sales team needs help with closing deals *and* retaining customers, visit my website to reach out about working together: 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.

Everyone in sales knows the feeling: leads dry up, yeses turn to maybes, and suddenly you’re questioning everything. For us women, it can be even worse because when we hit a slump, we're tempted to overhaul everything and start from scratch. But that’s actually making it worse!   In this episode, I’m sharing how to bust your sales slump and have more sustained hot streaks. You’ll hear about a client of mine who just went through this exact situation, how I helped her overcome her doubts, and why optimism (not positivity) was the secret key to success.   If you’re ready to take it one step further, I’m sharing my free Resilience Builder workbook. Download it here: https://canva.link/kibjoryy1h2j21b   Or, if you want personalized support, reach out about my coaching program: rebeccakilday.com  – 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.

Most companies hand their sales reps a script because they don't trust them to know what to say. If you've ever read those words out loud and thought “this doesn't sound like me,” you're right. It doesn't.  Most sales scripts were written by men, for men, and women in sales are left trying to make someone else's words fit. But when you're focused on reciting the right words, you stop listening to your prospect, and that's exactly when you lose the sale. This episode will change how you think about: What a script is actually signaling to your prospects The difference between reciting words and making a real connection Why your own words are more powerful than anything you've been handed This episode is for you if you're ready to stop sounding like every other sales person, and start sounding more like yourself. If you’d like help rewriting your scripts, this is exactly what I help my 1:1 coaching clients with. Use this link to reach out about working with me! 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.

Most women in sales aren't struggling with follow-up because they don't know how. They're struggling because they don't want to be a bother.  Your instinct to be considerate (while completely understandable) is quietly costing you deals that were already yours to close. If you're ready to stop letting politeness get in the way of your pipeline, this episode is for you. You'll learn: Why the follow-up gap has nothing to do with your skills What the data says about how many touchpoints it actually takes to close How to build a follow-up cadence that feels personal, not pushy This is exactly what I help my 1:1 coaching clients with. Use this link to reach out about working with me! 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 know your competition inside and out. Know their offer, know their clients, know what car they drive. The more you know, the better your chances of winning the sale. But what if that obsession is the very thing costing you deals? If you’re ready to funnel your energy from your competition to your prospects, this episode was made just for you. You’ll learn: How knowing your competition too well is actually working against you Why a scarcity mindset burns out saleswomen faster than any quota ever could What your prospects have been waiting for you to do instead 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.

I've seen some pretty terrible sales advice on social media lately, especially when it comes to the pricing conversation. When someone asks your price, tell them to guess? The person who names a number first loses? In this episode, I break down the worst pricing advice floating around social media and share what *actually* works when you need to discuss money with prospects, without being manipulative or eroding trust.  You’ll learn: Why withholding price until the end costs you sales (and when you should bring it up instead) The pricing games that make you look incompetent How my medspa client increased revenue 11% in one week by getting comfortable with price conversations My anchor range strategy that helps gives you negotiation room while building trust 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 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.

Your manager tells you to “just go make a friend,” or “get in front of anyone who will listen.” Because if you make enough asks, surely some of them will turn into a yes, right? In this episode, I share what happened when I followed this sales advice early in my career, and how everything changed when I stopped pitching to people who couldn't make decisions. You'll hear: Why "meet with anyone" advice undermines your authority (especially for women in sales) The real cost of presenting to people who can't make purchasing decisions What happened when I chose to reschedule instead of presenting to the wrong audience Why insisting on meeting with decision-makers is professional, not rude The mindset shift that helps you act like someone whose expertise is worth the right audience **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.

Most new sales reps are told “never take no for an answer.” I used to believe that too, but it ALWAYS came back to bite me later. In this episode, I share two stories from my yearbook sales days that changed everything about how I handle objections. The first one cost me an entire year of work and taught me that steamrolling prospects doesn't just damage relationships, it damages your integrity. You'll hear: Why "never take no for an answer" makes you sound combative (even when you think you're being helpful) The real cost of ignoring your prospect's hesitation An example of what asking questions reveals (instead of pushing through) What collaborative selling actually sounds like (not a new script to memorize) Why giving someone permission to say no actually makes them trust you more This isn't about learning a new objection-handling technique. It's about understanding why you needed the technique in the first place, and what becomes possible when you stop trying to overcome your customer and start partnering with them instead. **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.

Most sales podcasts give you more tactics. This one proves you don’t need them.  I’m Rebecca Kilday, and I believe being in sales shouldn’t make you feel icky or uncomfortable.  In each episode, I take a popular sales tactic from this male-dominated industry (the ones you’ve been told will make you successful) and show you how they’re secretly sabotaging your relationships with prospects. This is where you finally get permission to trust your instincts. Because sales doesn’t have to feel fake, and you don’t have to become someone you’re not to succeed. Don’t just sell. Sell INSPIRED.