You’ve probably brought a gift to a meeting with a prospect hoping it would tip things your way. A coffee, a trinket, or maybe something that actually cost you a lot.

In this episode, we’re talking about gifting and “reciprocity” in sales (the idea that giving someone a gift makes them feel like they owe you). It sounds harmless, but that logic can actually be a bit manipulative.

I’m sharing my own experience that changed the way I think about giving gifts to prospects, and what I did instead of trying to out-gift my competitors.

This episode will change how you think about:

• Why a small gift almost never buys the outcome you’re looking for
• What actually sets you apart from your competition
• How to reframe gifts from a game of who-owes-who into something that builds a real partnership

I’ve written about gifting and a lot of other hard-won sales lessons in my book, Confessions of a Sales Professional. You can pre-order now and be one of the first to get a copy when it’s out nationwide September 15th: https://bit.ly/dontjustsell-ep22

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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.