Don’t Just Sell

Most of the sales advice out there is from men who are coaching other men, leaving us women to figure it out through trial-and-error or to try to be someone we're not. 
In this episode, I'm breaking my usual format and sharing unfiltered answers to ten of the most common questions I get from sales students, people who are new to the industry, and my clients. 
Some of my answers are probably not what a typical sales coach would say, but you need to hear them anyway.
00:00 Why I'm breaking the usual format today 
01:02 What advice would you give someone starting out? 
02:01 What's the best piece of advice you've ever received? 
02:54 How do you build trust? 
04:03 What do you do when trust is broken?
05:06 How do you build confidence? 
06:00 How do you avoid sounding pushy or sales-y? 
06:55 How do you handle objections? 
08:35 Why do you qualify prospects? 
09:42 What are your favorite questions to ask a prospect? 
10:49 Have you ever walked away from a sale?
11:40 If you need more answers
The work doesn't have to stop here. Join the Sell INSPIRED Academy: https://www.go.rebeccakilday.com/offer123-9675
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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.

Have you ever walked out of a sales meeting feeling like it went well, only to watch the deal fall apart and have no idea why?
We've been trained to obsess over every word of our pitch, instead of focusing on what our prospect is telling us. So it’s likely the problem is what you missed, not what you said.
In this episode, I'm sharing a real client story where I pretended to be her prospect in a full roleplay, spotted exactly what was getting in her way, and the small shifts that helped her close several deals the very next week.
If you know your sales meetings could be better, this is exactly the kind of work I do with my 1-1 coaching clients. Join the Sell INSPIRED Academy: https://www.go.rebeccakilday.com/offer123-9675
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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.

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/ 
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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. 
 
–
 
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
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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. 
–
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.