WHAT ARE YOU WAITING FOR? GET MOVING!

Many sellers feel that their pipeline is moving really slowly. What most of them are not considering is that they might be causing it because of the lack of sense of urgency. What is a sense of urgency? What’s the 90-day lag time? What is it that you need to be doing about it? Tune in and learn about this with Walker in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

THE BEST PEOPLE HAVE A SENSE OF URGENCY

“The best producers in the world, and probably some of the smartest, most successful people in the world have a sense of urgency. They have a sense of urgency because they have a sense of purpose or reason to move forward.”

FIND A SENSE OF URGENCY TO GET THINGS DONE TODAY

“Find a sense of urgency or reason why it makes sense for your prospect today, To get help today, to move towards getting a yes or a no today. Great selling is getting 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.

STOP TALKING ABOUT YOUR PRODUCT!

One of the most common mistakes in selling is talking too much about the product. We talk too much about it that we forget the importance of making a connection with the prospect. Walker is back and breaks down the reasons why we should focus on our prospects, know who they are, what they are looking for, and what they tell you. It’s from this conversation that you can really learn what it is your prospect needs. Stop focusing on product training and focus on your prospect. Learn more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

DON’T MISTAKE PRODUCT TRAINING FOR ACTUAL SALES TRAINING

“So much training that happens is product training, which talks all about the features and benefits of our stuff that we sell, features, benefits of our service features, the benefits of our products, blah, blah, blah, blah, blah, and that often gets mistaken for, switched up for, or is done in place of actual sales training. Product training is not sales training, product training is just that, and often, learning so much about the product will keep you from being good at sales.”
 

IT’S NOT WHAT YOU’RE SELLING, IT’S WHO YOU’RE TALKING TO

“If you get really excited at what you're selling, you may forget that what you really need to be excited about is 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.

STOP WASTING TIME WITH BEING NICE. BE KIND AND GET IT OVER WITH

As sellers, we often tend to keep saying things like YES, lemme help you, my pleasure, and many affirming statements. But do we really need to do that all the time? Why keep saying yes if it’s not gonna be a good fit after all? In this episode, Walker talks about the difference between being nice and being kind, and which one sellers should be focusing on in their sales process. Learn more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

THE NICE, THE KIND, AND THE INADEQUATE

“Nice is ‘my pleasure.’ Kind is ‘hey, come here.’ Kind is you're letting somebody else in. Kind is you're willing to give a little bit to somebody else. ‘My pleasure,’ it's a fun sentiment, but that's just being nice. Oftentimes, need for approval is rooted in inadequacy, we don't think we're good enough.”

WHAT IT MEANS TO BE KIND

“Kind means you have to have a little bit of vulnerability. If you're kind, you tell somebody what they need to hear, not often what they want to hear. That's just being nice, not being kind, and I think about that in sales, maybe what you have to say if you're kind is, you know what, I don't think we're gonna be the right fit. I don't think we're gonna be the right one to help you.”

BE KIND, NOT NICE

“Cut the BS. Cut the niceness out of your sales process. Be kind, and get to the point. Don't waste people's time. Dig in deeply to figure out what's wrong without trying to solve.”

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.

SOLD ANY LATELY?

Walker is down with some real talk today, saying that being a consultant doesn’t mean anything if you haven’t sold your service. He breaks down that no matter how brilliant an idea is, it means absolutely nothing if you don’t have people paying for it. Stop doing the easy things and start selling, get some tips from Walker in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

YOU BRILLIANT IDEA IS NOTHING IF YOU’RE NOT SELLING IT

“Nothing happens until somebody sells something around here, you could have the greatest idea in the whole world, a brilliant idea, but until you get somebody to give you money for it until you get hired or somebody buys your product or service, you don't have sh*t, you certainly don't have a business.”

YOU RAN OUT OF MONEY? REALLY?

“Maybe the reason they ran out of money was because they couldn't sell sh*t fast enough to cover their expenses.”

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 SO EMOTIONAL!

Welcome back to the Me vs. Me series. In this 2nd installment, Walker talks about emotions. It is right that every seller has to form a bond or relationship with his/her buyer, but it doesn’t mean you have to be emotional when the sale fails. Walker emphasizes that the goal of every sales call is to get a YES or a NO. Tune in as Walker breaks down more of this in the latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WE ONLY MAKE WHAT WE BELIEVE WE DESERVE

“When you go into a sales call, you can't care whether you live or die.”

YOU DESERVE WHAT YOU BELIEVE YOU SHOULD HAVE

“I want us to begin to redefine victory. I want us to define victory as getting a YES or a NO. It's not making the sale. Making a sale is good, but so is getting a NO in your first meeting or your second meeting…”

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.

THE ONLY ONE WHO TRULY LIMITS YOU IS YOURSELF

In this episode, Walker talks about his coaching call with a client who runs a marketing agency. He shares his findings that this client actually lacks the belief of putting up a higher price for his work. Walker discusses the importance of putting a price that aligns with what you believe you deserve. Learn more about making the price right in this latest episode of No BS Sales School

NON-BS WORDS TO THE WISE

WE ONLY MAKE WHAT WE BELIEVE WE DESERVE

“We're making the money that we believe we deserve right now. Each of us has put ourselves in a position to make the money we believe that we're worth…”

YOU DESERVE WHAT YOU BELIEVE YOU SHOULD HAVE

“Think about the best people in your company, the people who make the most money in your company, they're making that money because they believe they deserve to they set themselves up to do that.”

INSPECT WHAT YOU EXPECT

“inspect what you expect. What do you expect to happen? How much money do you expect to make? Really? let's think about this. This word is so hypercharged. How much money do you deserve to make?”

Where to find Walker:

• LinkedIn | Twitter | Instagram | Free training course | 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 BEATING AROUND THE BUSH

Many sellers waste their time by just assuming that they can keep hunting down their prospects. Well, that doesn’t anymore. Walker emphasizes that it’s very important to just simply ask the prospect what the deal really is, if they are really willing to do some changes to solve their problems, ask when to call back, if not, don’t hold back and ask if you should ever be calling back. Learn more from Walker in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

ASK WHEN YOU SHOULD CALL BACK

“Next time before you send anything in the mail before you do anything to help. Say, let's pretend that do this. What's the next step? Or when? When should I call you back? Ask right? No BS, straight up.”

A GREAT SELLER LISTENS TO UNDERSTAND

“Get to the damn, point it. Because really, if they're just being nice, do you really want to call them back? Don't waste your time there. We should be talking to people who are ready to make a change. If they can't prove they're ready to make a change, stop wasting time.”

Where to find Walker:

• LinkedIn | Twitter | Instagram | Free training course | WalkerMcKay.com

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

HEARING, LISTENING, ACTIVE LISTENING… THEY’RE ALL THE SAME RIGHT?

NOPE, THEY’RE NOT. In today’s episode, Walker talks about the difference between the three and breaks down the types of listening, 1) Listening to Win, 2) Listening to Fix, and 3) Listening to Understand. Stay tuned to learn how each type of listening helps you win or lose a sale, and which one delivers the best value for your prospect… only here, in the latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

LISTEN AND UNDERSTAND, BEFORE PROCESSING

“If you're listening to understand, it means you wait is when somebody's saying something, you wait until the last word of their last sentences over, until you can process another question.”
 

A GREAT SELLER LISTENS TO UNDERSTAND

“As a salesperson with great selling skills, does not mean you can talk to anybody. A salesperson, a seller with great skills is somebody who can listen to anyone with the ability to understand where that person's coming from.”

Where to find Walker:

• LinkedIn | Twitter | Instagram | Free training course | WalkerMcKay.com

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

Are you ready?

Nope. That’s not the problem.

ARE THEY READY?

Sometimes, sellers are too eager and excited to make a sale, that all they are trying to do is to qualify a prospect, getting hellbent on pleasing them and getting a YES. However, some of these “buyers” are not really ready yet for the solution you are offering and end up empty-handed, and time wasted. Walker talks to us about the importance of setting our minds to DISQUALIFY a prospect, not qualify them. Find out how you can do this in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

IF THEY ARE NOT READY FOR YOU, DISQUALIFY

“I want you to drop the word “convince”, you got nothing to do with convincing, I want you to even take the idea of “sell” out of your thoughts about selling. Your job is to disqualify those people that aren't ready for your solution yet.”

Where to find Walker:

• LinkedIn | Twitter | Instagram | Free training course | WalkerMcKay.com

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

KNOWLEDGE IS POWER, BUT GETTING DRUNK ON THAT POWER IS DANGEROUS

Walker talks about product knowledge and what really matters the most by sharing a little story about a boy who’s good at asking questions, who got ruined after learning from product school. Walker emphasizes that no amount of product knowledge can make a sale if you don’t understand your customer’s needs. Understand more about why it’s not about your product or service in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

IT HAS NOTHING TO DO ABOUT THE PRODUCT

“It's not until somebody becomes a professional, that they realize it's not about the product. It's about understanding people, where they come from understanding what's their perspective, and why are they here. What are they hoping will happen? What's the problem they're trying to solve?”

WALKER: TAKE CONTROL OF THE CALL RIGHT FROM THE START

“Best fit is absolutely in the eyes of the beholder. It has nothing to do with you, stop selling, start listening, start asking questions, not just about data, but what it is that motivates them? What are their opinions about why they are in the situation they're in the situation they are and how it should be fixed.”

Where to find Walker:

• LinkedIn | Twitter | Instagram | Free training course | WalkerMcKay.com

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