In this episode of No BS Sales School, host Walker McKay unveils a unique strategy for having meaningful conversations and making genuine connections. He introduces the "Present Past Future" framework, which involves diving into a person's present situation, exploring their past experiences, and delving into their future aspirations. By being sincerely curious, asking thoughtful questions, and actively listening, you can create engaging interactions that leave a lasting impression. Walker emphasizes that focusing on the other person's story rather than trying to impress them with your own anecdotes is the key to being perceived as charming and charismatic. Whether you're at a networking event, a dinner party, or a casual encounter, the "Present Past Future" approach can help you build rapport, understand others on a deeper level, and leave a positive impact.

HIGHLIGHTS QUOTES

The Power of Sincere Curiosity - Walker McKay: "You need to work a whole lot harder at being interested, instead of working so hard to be interesting."

Creating Lasting Impressions Through Genuine Conversations - Walker McKay: "The more you seek to understand somebody else, the more charming they'll think you are. Let the person you're talking to do the work. Let them answer the questions. Be sincerely curious about them and who they are."

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/
Twitter: https://twitter.com/walkermckay
Instagram: https://www.instagram.com/nobssalesschool/
Free Training Course: http://www.7salesmistakes.com/
Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of No BS Sales School, host Walker McKay shares a captivating story that highlights the importance of understanding customers and their motivations in sales. He recounts the tale of a young salesperson who, despite his lack of product knowledge, excels by focusing on the customer's needs and engaging in meaningful conversations. Walker emphasizes the shift from traditional features and benefits selling to a more customer-centric approach. He underscores the significance of building trust, discovering customer motivations, and establishing emotional connections to drive successful sales outcomes. Walker also invites listeners to explore his training and resources to enhance their sales skills in today's evolving selling environment.

HIGHLIGHTS QUOTES

The Power of Customer-Centric Selling - Walker McKay: “The point is not telling people how great your product or service is. The point is not sharing features and benefits unless they are specifically tailored to what solves their problem. So if you're learning features and benefits, you're wasting your time and you'll be wasting your customer's time.”

Curiosity Drives Successful Sales - Walker McKay: “I want you to be sincerely curious about why your prospect wants to talk to you about it and why now. What they plan to do about it if they find a solution for their problem. The point is, this happens to salespeople all the time... We think that what we're selling is the product, but what you need to understand is people, and even more specifically, the person you're talking to.”

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/
Twitter: https://twitter.com/walkermckay
Instagram: https://www.instagram.com/nobssalesschool/
Free Training Course: http://www.7salesmistakes.com/
Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of No BS Sales School, Walker McKay reveals two significant changes he recently made to enhance his well-being and sales performance. He discusses the negative impact of immersing himself in politics and news, leading to anger, worry, and a lack of control. Walker explains his decision to cut ties with the news and politics, highlighting the four things we can control: preparation, effort, attitude, and response. He also shares his personal journey of giving up alcohol and how it has resulted in improved mental clarity, energy, and engagement. Walker emphasizes the importance of identifying and eliminating factors that hinder personal growth and success.

HIGHLIGHTS QUOTES

• "Sobriety brings you all the things that alcohol promises and can't deliver on."
• "What are the things that are holding you back? What are the things that you can control that are holding you down that you need to get rid of?"
• "Preparation, effort, attitude, response – these are the things we can control in our lives."
• "Stop doing it just for a day. Take a shot. Let me know what happens."
• "Ditching news and booze has improved my performance at work and all aspects of my life."

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/

Twitter: https://twitter.com/walkermckay

Instagram: https://www.instagram.com/nobssalesschool/

Free Training Course: http://www.7salesmistakes.com/

Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of No BS Sales School, Walker McKay Walker McKay dives into the essential elements of achieving sales success without falling into outdated or ineffective strategies. He challenges listeners to question false narratives and to embrace continuous learning. Walker introduces a comprehensive framework for success, which involves three core components: activity, attitude, and approach. He emphasizes that success stems from a combination of personal drive, clear goals, and consistent behaviors. Additionally, Walker explores the power of one's beliefs about themselves, their company, and their market, urging listeners to challenge self-limiting thoughts and excuses. He breaks down the approach into strategies, systems, and tactics, emphasizing the importance of a well-defined sales process and adaptable techniques. Through engaging anecdotes and insightful advice, Walker guides entrepreneurs and salespeople toward mastering the art of selling without the BS.

HIGHLIGHTS QUOTES

• "Sales is the most lucrative skill in the world. Period."
• "I'm no guru. I don't know everything. I'm learning, just like y'all are."
• "You never drown from falling in the water; you drown from failing to get out."
• "Success requires desire, planning, behavior, attitude, strategy, system, and tactics."
• "Eliminate excuses and get your head right for success."

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/
Twitter: https://twitter.com/walkermckay
Instagram: https://www.instagram.com/nobssalesschool/
Free Training Course: http://www.7salesmistakes.com/
Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of No BS Sales School, Walker McKay emphasizes the importance of understanding prospects' opinions and past experiences before offering any advice or solutions. Sharing a personal anecdote about a friend's house fire, the podcast illustrates the need for salespeople to slow down, ask relevant questions, and fully comprehend the prospect's needs, fears, and expectations. By putting themselves in the prospect's shoes and tailoring solutions accordingly, sales professionals can build trust and credibility.

HIGHLIGHTS QUOTES

• "Sales is the most lucrative skill in the world. Period."
• "Most sales advice out there today is outdated, cheesy, and can even keep you from getting the deals that can make all the difference in your career."
• "You need to understand your prospect's opinions about their situation before you offer advice."
• "Our job as good consultative salespeople is to completely understand where somebody's coming from."
• "Don't go solving a problem until you fully understand this person's perspective on the problem."

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/

Twitter: https://twitter.com/walkermckay

Instagram: https://www.instagram.com/nobssalesschool/

Free Training Course: http://www.7salesmistakes.com/

Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of No BS Sales School, Walker McKay shares his perspective on sales calls and the valuable insights they provide. Rather than focusing on whether someone is the decision-maker, he emphasizes the importance of understanding the prospect's decision-making process. He provides six questions that can help uncover this process: determining the timeline for the decision, understanding the reasons behind it, identifying key decision influencers, knowing the necessary information for decision-making, exploring other competitors in consideration, and understanding the criteria for choosing a solution. By asking these questions, sales professionals can tailor their approach and provide the right information at the right time, increasing their chances of success.

HIGHLIGHTS QUOTES

Are You the Decision Maker?

“Somebody said, sir, are you the decision maker? Well, yes, I'm the damn decision maker. I mean, of course I'm the damn decision maker. However, even though I'm the decision maker, I'm not the only one that I, in my company, I have other people that I work with that I consult with. So, which really brought out, I teach my clients this too, right? Are you the decision-makers? It's a fricking, I won't say it's a stupid question. It's not stupid. It's just not the answer. It's not what people are trying to learn. It's not what the salesperson needs to learn. So in my process at the No BS sales school, it's, you know, we dig a little bit deeper to, instead of figuring out, are you the decision-maker? Well, but the real thing is you want to find out what is somebody's decision-making process. What is their decision-making process? Are you the decision-maker? Doesn't really help you much.”

Guiding Prospects Towards Informed Decisions.

“Instead of asking, are you the decision-maker? Here's how you can find out your prospect's decision-making process. And you need to know this before you give your information away. If you give your information away first, you've got no leverage, you're completely done. So ask these questions to find out someone's decision-making process before you give your shit away. Right? Question number one, when were you hoping to make a decision?... Second question, why then?... Question number three, who else besides you needs to be a part of this process?... Question number four, what would you need to see or hear from us to be able to make a decision?... The next question, who else besides us are you talking to?... Last question. How are you gonna pick?”

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/

Twitter: https://twitter.com/walkermckay

Instagram: https://www.instagram.com/nobssalesschool/

Free Training Course: http://www.7salesmistakes.com/

Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of No BS Sales School, Walker McKay shares his personal journey of leaving a comfortable yet toxic job to pursue a new path. He discusses the challenges he faced, including dealing with depression and overcoming financial obstacles. Walker emphasizes the importance of taking responsibility, eliminating excuses, and embracing behavior that leads to growth. He highlights the value of true friendships, the power of consistency, and the significance of investing in oneself. Ultimately, Walker encourages listeners to put themselves out there, share their stories, and attract like-minded individuals who resonate with their message.

HIGHLIGHTS QUOTES

Excuses Are Like Cancer

“Excuses are like cancer. Maybe you don't notice them, get somebody else to point them out to you and stop making them.”

Put Yourself Out There

“Put yourself out there. Do it in a way that makes you feel vulnerable and scared, but you're putting your message out there and doing it on a regular basis, steady, steady wins the race.”

True Friends Show Up in Struggles

“You will learn who your true friends are because when you struggle, your true friends will stand up to help you."

Behavior Wins

“Behavior wins. What are the things you're doing every single day to grow your business, to grow yourself, to be better at being yourself, to be better as a business person? That means behavior, making calls to prospects, reaching out to people to go get new money. It means going to the gym. It means doing, going to church. It means prayers. Whatever it is, meditation on a regular basis that you can do to make your situation better, active things that you can do. That's what wins. Hope sucks. Action wins, right? Have a plan, follow the plan, do action to grow your business.”

Invest in Yourself

“The best investment you make is when you write a check, when you give money, when you commit to something that will improve you... Those are the things that will make the biggest difference when you make a commitment to yourself.”

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/

Twitter: https://twitter.com/walkermckay

Instagram: https://www.instagram.com/nobssalesschool/

Free Training Course: http://www.7salesmistakes.com/

Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of No BS Sales School, Walker McKay emphasizes the importance of urgency in sales. He highlights the fleeting nature of time and urges salespeople to take immediate action towards their goals. Drawing from personal experiences, he discusses the value of genuine conversations and deep friendships. Walker encourages listeners to overcome excuses and fear, emphasizing the need to call potential clients, follow up on proposals, and invest in personal and professional growth. He emphasizes that waiting for external factors to change is futile and empowers individuals to take charge of their own success. The speech concludes with practical advice to cut out bad habits, eliminate toxic relationships, and commit to personal improvement. McKay invites sales teams to consult with him regarding strategies for maintaining performance in challenging economic conditions.

NON-BS WORDS TO THE WISE

Do it! Embrace the Opportunity - Walker Mckay: “The best salespeople in the world have a sense of urgency. They realize that time is something like water running through the hole in the bottom of a bucket. You'll never get it back. It marches on no matter what... If they want to achieve shit in their life, they better start doing stuff to make that happen right now.” 

Overcoming Fear and Embracing Growth: Get Uncomfortable - Walker Mckay: “The only way to fix unhappiness is to get uncomfortable. If you're not willing to get uncomfortable, you're living with your current lot, well, good for you... The only way you're gonna fix unhappiness is to get uncomfortable. Make the hard decisions.”

Where to find Walker:

• LinkedIn: https://www.linkedin.com/in/walkermckay/
• Twitter: https://twitter.com/walkermckay
• Instagram: https://www.instagram.com/nobssalesschool/
• Free Training Course: http://www.7salesmistakes.com/
• Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

MANAGE AND STRATEGIZE EFFECTIVELY

In this episode of No BS Sales School, Walker McKay discusses the importance of evaluating and managing your sales pipeline effectively. He emphasizes the need to distinguish between genuine prospects and futile deals based on hope. Walker shares practical strategies such as the "eight-word email" and phone calls to determine a prospect's interest and regain control of the sales process. He advises against incessant follow-ups and highlights the significance of understanding that unforeseen circumstances may be the cause of delayed responses. By implementing these tactics, sales professionals can streamline their pipeline and focus on realistic opportunities.

NON-BS WORDS TO THE WISE
WALKER: BREAKING HEARTS TO REVEAL REALITY

“One of the first things I often have to do with clients when I take them on is break their heart. And you probably wonder what the hell I mean by that. But here's what I found that when I first start working with folks, they've got all these deals in their pipeline. Right. All these millions of things they're working on. It's great. Full pipeline. And then I go through it with them and we realize that most of what's in their pipeline is shit. And it's not going to close, right? They're trying to close it based on hope or something. And so we have to have strategies for how we figure out what's real and what's not.” 

WALKER: REGAINING CONTROL THROUGH DIRECT COMMUNICATION

“Hey Susan, hadn't heard back from you. I'm assuming you guys have gone a different direction. I'm going to go ahead and close your file. Look forward to our paths crossing again soon... Don't need to be any more words than that. No more wordy. Just be direct... Here's the thing. We don't know what's happening in other people's lives.”

Where to find Walker:

• LinkedIn: https://www.linkedin.com/in/walkermckay/
• Twitter: https://twitter.com/walkermckay
• Instagram: https://www.instagram.com/nobssalesschool/
• Free Training Course: http://www.7salesmistakes.com/
• Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Sales teams are accountable for their controllable behavior.

Behavior is a leading indicator of results, and increasing positive behaviors can lead to better outcomes. Measuring behavior allows for identifying the level of effort put in by salespeople. Developing good habits, such as effective prospecting, is essential for sales success. Measuring behavior helps identify problems and areas for improvement in the sales process.

In this episode of the No BS Sales School podcast, Walker McKay discusses the importance of holding sales teams accountable for their behavior rather than just focusing on results. He emphasizes that behavior is directly within a salesperson's control and can be measured and improved. Walker highlights five reasons why measuring behavior is crucial: it is in their control, behavior is a leading indicator of results, it allows for measuring effort, it develops excellent habits, and it helps identify problems sooner. By focusing on behavior, sales managers can ensure that their teams are taking the necessary actions to achieve success.

NON-BS WORDS TO THE WISE

Measuring Behavior Instead of Results - Walker McKay: “The number one reason to hold somebody accountable, a salesperson, your sales team accountable for their behavior is that is in their control. They can do that themselves…behavior is a leading indicator of results. If you're doing more behavior, you're going to get better results.”

Identifying Problems through Behavior Accountability - Walker McKay: “Hold people accountable for behavior instead of results. Number one, it's directly within a salesperson's control. They control that stuff…It allows you as their manager, as their boss, or even as yourself to identify: Where are the problems? Why is this not working?”

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/

Twitter: https://twitter.com/walkermckay

Instagram: https://www.instagram.com/nobssalesschool/

Free Training Course: http://www.7salesmistakes.com/

Website: https://www.walkermckay.com/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.