What Gives Salespeople Away Every Time

What Gives Salespeople Away Every Time

From Sales [UN]Training by Kelly Riggs & Pod About It Productions

May 18, 2026 · 28 min

About this episode

In this episode, Kelly discusses how salespeople can improve their approach by focusing on customer needs rather than product features.

Are your people there to sell a product...or are they there to help a customer? Ever wonder if your sales reps are completely killing deals in the first five minutes of a call ? In this episode, host Kelly shows you how to stop running cringeworthy product pitches and transform your team into elite, consultative professionals who actually solve buyer problems . In this episode of Sales on Training, host Kelly exposes a critical flaw in modern corporate sales strategies: the tendency for salespeople to give their true motives away at the very beginning of a call . Kelly breaks down the three distinct types of salespeople—the professional visitor, the product pusher, and the consultative professional—explaining why the elite top 10 percent fall into the final category . Many sales teams suffer from an inherent conflict of interest because they are explicitly trained to pitch product features rather than uncovering genuine client needs . This product-first focus triggers a buyer's defense mechanisms, erecting immediate walls that stall deals before they even get started . Kelly demonstrates that sequence is everything during customer discovery . By prioritizing strategic dialogue…

People in this episode

Host: Kelly

Topics covered

  • sales strategies
  • consultative selling
  • customer discovery
  • sales training
  • buyer needs

Keywords

  • salespeople
  • consultative professionals
  • product pitches
  • customer needs
  • sales training

Mentioned in this episode

Organizations: Sales [UN]Training

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