Selling yourself used to mean telling everybody how great you are. That’s what Linda Waterman was taught when she started writing and speaking. But 40 years and more than 20 books later, she says that’s simply not the case anymore.

Linda is the book coach who helped me write Confessions of a Sales Professional, and she saw things in my writing I couldn’t see myself.

In this episode, Linda and I talk through:

• What she does when she’s in front of a new group, and why it doesn’t feel like self-promotion
• The one thing she’d change about her own career if she could do it over
• The first questions she asks anyone who says they want to write a book
• How to get known as an author now that publishers don't do the marketing for you
• The piece of coaching that helped me name my Sell INSPIRED process

If putting yourself out there makes you uncomfortable, it’s time to rethink what selling yourself actually means.

Connect with Linda at watermancg.com

Buy your copy of my book, Confessions of a Sales Professional, at https://bit.ly/confessionsofasalesprofessional

I'd much rather hear an objection than nothing at all. It means my prospect is engaged enough to communicate with me.

So many of us treat objections like confrontation, meaning we either avoid them or turn the conversation into an argument about who's right. But there’s actually a MUCH better way to think about them.

In this episode, I’m walking through the three objections we all hear no matter what we sell:

• It's too expensive
• I need to think about it
• I need to talk to someone else

I share the questions I ask for each one, why one of them isn't really an objection at all, and which one you should work hardest to avoid in the first place.

If you're ready to rethink your responses to objections, I'd love to help you with the ones you hear most. Schedule a meeting with me to see if my 1:1 coaching program is a fit: https://bit.ly/calendly-ep25

Listen to the episode I mentioned about not meeting with anyone and everyone here: https://bit.ly/dontjustsell-stopmeetingwitheveryone

People can like you all they want, but they still won’t buy what you’re selling if they don’t trust you.

In this episode I break down the two barriers that make trust so hard to earn, the question I make every coaching client answer out loud, and three ways to start making what I call “trust deposits.”

If your team is waiting for trust to just show up once a prospect likes them, this is exactly what my trust-building training fixes. Grab a time on my calendar and let's talk about what it could look like for your team: https://bit.ly/calendly-ep24

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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.