No BS Sales School

AN EASY BUTTON IS WISHFUL THINKING

Many salespeople are hellbent on chasing the top hacks, top tips, top tricks, and many more, all for one purpose, to make their jobs easier and sell easier. Walker talks about this kind of behavior and explains why we shouldn’t be looking for an easy button, because there is none, and everything that is worthwhile needs work. Learn more in this latest episode of No BS Sales School. 

NON-BS WORDS TO THE WISE
WALKER: THERE IS NO EASY BUTTON

“Everybody's looking for the frickin easy button in sales. Everybody's looking for the hack, for the tip, the one thing that they need to know so they can make this easy. Give me that one little line or one little way I can go close. The reality is anything that's worthwhile takes work. There is no frickin hack.”

WALKER: NEEDY SALESPEOPLE GET CRUSHED

“We need to be skeptical that they're going to do something, we need to be skeptical that they actually would make a change. You've heard me talk about this, and that can be hard, especially if you're needy. By the way, our being needy, our needing to close this sale has an inverse effect on the likelihood that we're actually going to close the sale. Needy salespeople get crushed.”

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.

DON’T BE A HERO, BE THE GUIDE INSTEAD

We are back to the conversation between Walker and Jonathan Peeples. The two discuss topics such as maintaining a positive mindset, the importance of empathy and lifting others up, sales methodologies, and the changing market. Walker emphasizes the importance of treating buyers with empathy and respect and being a guide instead of a hero in sales. Learn more of this in detail in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE
WALKER: FORGIVE YOURSELF BECAUSE YOU ARE IMPERFECT

“What I've learned to do is write those things down, and then put a strike through them and say, I forgive myself. I forgive myself because got to start with that, and forgive yourself because you're gonna screw things up, you're gonna fall short, you're not going to be perfect, and the more that you have a solid belief in yourself, the more you'll realize how imperfect you are.”

WALKER: BECOMING THE GUIDE INSTEAD OF A HERO

“A guide is not about themselves, they're about ‘is this the right person that I want to help and what a lot of people are not going to be the right fit. And so I want to be the one that when my client hires me, they get to be the hero they made the right choice, I make their life easier, make them look good. If that's our goal from our heart.”

Tune in to this episode in Success in SC: 

• Success in SC: https://successinsc.com/walker-mckay/
• Spotify: https://open.spotify.com/show/5LNBYK5HukmNfHhdvPOcga
• Apple Podcasts: https://podcasts.apple.com/us/podcast/sisc-38-walker-mckay-helps-us-overcome-approval-addiction/id1640951909?i=1000606580640

Where to find Jonathan:

• LinkedIn: https://www.linkedin.com/in/jonathanpeeples/

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.

STOP BLAMING PEOPLE FOR YOUR FAULTS

In this episode, we welcome Jonathan Peeples, a Business Growth Consultant and host of Success in South Carolina, as he joins Walker as today’s guest host. Walker shares his insights on sales and the importance of building healthy business relationships. 

He discusses his journey in sales, highlighting the critical role a sales coach played in his success. Walker also emphasizes the distinction between fault and responsibility and how taking responsibility for one's actions is essential in sales. Jump in and learn more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE
STOP BLAMING PEOPLE FOR YOUR FAULTS

“If you blame if you give someone else 50% of the blame, you'll be blaming the wrong damn person for the rest of your life.”

EXCHANGE PERMISSIONS TO CALL OUT EXCUSES

“I have a rule with my clients, I tell them, you have between you and me, between my clients, and they say, look, if you ever hear me make any excuse, I want you to call me on it. I need to do better than that. I said I need permission to do that to you and I said if you want to change your company dramatically outside of any training that we do, give your people permission to call you out when they hear you make any excuses, and then ask permission back to do the same for them.”

Tune in to this episode in Success in SC: 

• Success in SC: https://successinsc.com/walker-mckay/
• Spotify: https://open.spotify.com/show/5LNBYK5HukmNfHhdvPOcga
• Apple Podcasts: https://podcasts.apple.com/us/podcast/sisc-38-walker-mckay-helps-us-overcome-approval-addiction/id1640951909?i=1000606580640

Where to find Jonathan:

• LinkedIn: https://www.linkedin.com/in/jonathanpeeples/

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.

CLUTTERED, DISORGANIZED, AND FIDGETY

These are just some of the words people would describe the ones with ADHD. But is it really that bad?

In this episode, Walker shares his story of self-discovery that he has ADHD, and actually considers it as a gift instead of a problem. Walker continues by presenting the top 2 tools that he uses to ensure he has everything under control and he is focused on the matters at hand. Learn more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

EITHER YOU DON’T GIVE A SH*T OR YOU GET HELP

“The advice that I would give to anybody is if you think you have ADHD, and you don't give a sh*t, don't worry about it. But if you feel like it's impacting your life, you're being less productive or whatever, go talk to your doctor. More importantly, I would say go talk to a psychiatrist.”

USING SANEBOX ORGANIZES EVERYTHING

“What Sanebox does is it uses artificial intelligence like everybody's talking about these days to pick and choose which emails go to your inbox. It looks at your history of using email ever since you've been on the email, ever since you've been using whatever email you've been using, Gmail or Microsoft or whatever works with all of them. And it looks at the history of how you've responded to other emails, and it helps divide them into a number of categories.”

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.

WHO WANTS TO LISTEN TO A 3-MINUTE VOICEMAIL?

What sellers get completely wrong about voicemail is they treat it as a selling channel and spend too much talking time trying to offer something. In this episode, Walker talks about the importance of keeping voicemails short and making sure that you only aim for only one thing, get a callback. Learn the perfect combination needed to make more effective voicemails in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

GET A CALLBACK, NOTHING ELSE

“The thing that people are screwing up is voicemail. Yes, voicemail. Alright, for those of you in the room, what's the only reason to leave a voice message? The only reason? Get a callback, that's it. You're not selling on voicemail, you're not doing proposals on voicemail, all you want to do with a voicemail is get a callback.”

KEEP IT SHORT, SIMPLE, AND ACTIONABLE

“Your job with leaving a voice message is to get a callback and leave a short compelling message. Nothing is perfect. Nothing works all the time, but I promise short compelling messages are better than long, three-minute, two-minute one-minute, 30 seconds to somebody is not going to listen and they'll just push you down the list. Use their first name, a short compelling message, call to action, hang up.”

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.

YOU DON’T HAVE TIME FOR WHAT?

One of the most important stages of the sales process is prospecting because it’s where you get new clients and new businesses from. The problem is a lot of sellers tend to make excuses all the time and choose not to prospect. Walker explains the importance of prospecting and making time for it as it’s not only a source of new money for the business, but it also brings you growth. Learn more from this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

IF YOU’RE NOT PROSPECTING, WHAT ARE YOU DOING?

“So one of those excuses that always would, say, cracks me up, it really chaps my ass when people say I just don't have time to prospect, I just don't have time to prospect, I'm too busy to prospect. Okay, well, if you're in sales, what the hell is he supposed to be doing? What are you doing?”

NO PAY TIME, NO GROWTH ON THE LINE

“At some point, if you don't do pay time, if you're not doing the things that bring new money in the door, your business is going to nosedive. It is not going to keep working for you, or you will reach a level of just below mediocrity and you won't ever be able to grow.”

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.

CHANGE SOUNDS GREAT TO PEOPLE UNTIL THEY GET INVOLVED IN IT

Change is so damn hard to do, especially if you’ve been doing what you do for years. However, if we don’t change our ways, we will be left behind in business and in life. But how do you convince your salespeople to change their ways? 

In this episode, Walker talks about the importance of letting your prospects think for themselves about what they need to change for the better, and how you can apply the change in your own ways. Find out more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

HELP THEM FIGURE OUT WHAT THEY NEED TO CHANGE

“Guess what, you can't tell somebody what they do don’t work, or you can, but not very effective. So instead, you got to ask, help them figure out that maybe what they're doing isn't the best way. But to do that, there's got to be a level of humility.”

CHANGE THE WAY YOU’VE ALWAYS DONE IT

“The only way they can tell you're different is if their interactions with you are different than they're having with other salespeople, but by doing that, you've got to change the way you've always done it. We, the salespeople, have to change the way we've always done it.”

THE PROBLEM OF PEOPLE VS. CHANGE

“I'm asking people to change. And by the way, everybody thinks change is a great idea until it involves them. Then they're like ‘Sh*t, I don't want to change. It's gonna take forever to change, but I don't want to change’ because change is hard.”

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.

IS IT REALLY THAT HARD TO SAY SORRY?

As human beings, it is our natural instinct to be defensive when confronted with something that went wrong along the way. Sellers, as human beings, are no different at all. When you sell something and the customer finds something wrong with it, how do you respond? Do you blame everybody else, or do you take the fall and take responsibility?

In this episode, Walker talks about taking responsibility for what you sold or offered, even if the problem has nothing to do with you because the client might be just approaching you because you’re the only one who can help him/her. Check out how you can be a responsible seller with Walker in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

HELP THE CUSTOMER, NOT BLAME THEM

“Be the person there that you're able to be the one that can help, not the one that's adding to the problem. Don't make your customer, your prospect, or your client the bad guy.”

TAKE THE FALL

“One way you can be different is to take responsibility for the sh*t that goes wrong, and when things go right, compliment your customer or their smart decision. You're the guide, not the hero; take the fall.”

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.

IT’S TIME TO OPEN UP YOUR HEART AND MIND

Humans as we are, it is very difficult for us to accept the fact that there are times when we are wrong. The question is, how open are you to being wrong? In today’s episode, Walker shares a story about a prospect who approached him to get help with their sales but wouldn’t even open his mind to the possibility that they might be doing things wrong. Walker emphasizes the importance of being open and willing to change, and how you can do that by being sincerely curious and learning to set boundaries. Find out more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

YOU ONLY TALK 30% OF THE TIME

“If you go into a sales call sincerely curious, understanding that you can learn something from every single person you ever meet, no matter where they are, you can learn something about yourself if you'll just take the time. Don't go in with your own pre-programmed, ‘I'm going to tell them this.’ go with the idea ‘I'm here to learn’, and maybe you set up boundaries around that.”

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.

WHAT THE HELL SHOULD I ASK?

Time and time again, sales mentors, gurus, and so-called experts keep telling sellers that they have to only ask open-ended questions. Open-ended questions are actually really good for collecting data from your prospect, but there’s a whole lot more to selling than just collecting data. 

In this episode, Walker talks about what you should really ask aside from the usual what-when-where-who-how. Stay tuned until the end as Walker breaks down some questioning strategies you can use to go deeper than the tip of the iceberg, only here in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

YOU ONLY TALK 30% OF THE TIME

“You should talk 30% of the time in a sales call, 30%, and most of that time should be asking questions. Okay, so here I am saying that, and not just open-ended questions, because open-ended questions will get you data, and data is helpful. But what I learned was that even I was asking the wrong question of myself.” 

ASKING QUESTIONS BEYOND DATA COLLECTING

“When I'm asking what are the right questions, the right question is, what am I trying to learn? What do I need to learn from a sales call to see if the person I'm talking to is gonna be the right fit for me and what I'm doing? Are they going to be the right fit?”

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.