PROSPECTING CAN BE TAKEN FOR GRANTED A LOT OF TIMES

Many sellers would only focus on prospecting when they are either out of new clients to work on or when they are already on the brink of starvation. But these things can be avoided if we are consistently prospecting EVERY. SINGLE. DAY. Walker shares his 6 reasons why you should consistently prospect everyday. Learn all these 6 reasons in the latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: WORK THAT MUSCLE WITH CONSISTENT HUSTLE

“Prospecting is like a muscle. The more you do it, the better you get at it, you got to keep working it if you don't prospect every day, it just gets harder and harder and harder.”

HERE’S AN OFFER YOU CAN’T REFUSE!

Walker has a special offer for listeners who are wondering what they do in No BS Sales School. Just send an email to [email protected] with the subject line “Free Class” and get Walker will reach out to you for a free class. 

Where to find Walker:

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

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EXCUSES. EXCUSES.

Have you ever experienced being given a bunch of excuses, postponing, delaying tactics, and falling for it? 

STOP FALLING FOR THIS BS.

Walker talks about calling it a NO. According to Walker, if it’s not a YES, it’s a NO. He further discusses how you can determine if it’s time to call it a NO, how you can properly end it with the prospect, and what’s next for you. Find out more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: SALES IS A LIFELONG JOURNEY OF LEARNING

“You have 50% control, you're the one y'all are negotiating the rules at the beginning of your sales call. If you're not negotiating rules at the beginning of your sales call, you're going by the prospect's rules, which often you don't know what they are.”

Where to find Walker:

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

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TODAY WE GO 3 ON 3.

Are you thinking about getting a career in sales?

Are you figuring out if sales is suitable for you?

What are the things you get in sales other than a job and money?

Walker talks about the 3 reasons you should get into sales, and the 3 reasons not to go into sales. Find out more about these reasons in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: SALES IS A LIFELONG JOURNEY OF LEARNING

“I think one of the main things, qualities you need to have if you're going to go into sales, is the idea that you are a lifelong learner, you're somebody that loves learning new things. Sales is never static, and there's constant learning as necessary…”

Where to find Walker:

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

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WHAT ARE YOUR PLANS  TO HIT YOUR QUOTA THIS YEAR?

HAVE YOU FIGURED OUT HOW YOU’RE GOING TO PROSPECT?

Well, it’s your lucky day! Walker has a 3-way prospecting game plan to prospect his way to 2023, and he will be sharing it with us and breaking them down one by one so that we can all have a quicker prospecting season this year. Learn more about these 3 ways of prospecting by tuning in to the latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: REACH FOR YOUR DEAD FILES, CALL THEM

“Reach out to your dead files. My guess is there's at least $100,000 in my dead files. My guess is there's is at least that much in yours as well. If you just got the guts to pick up the phone and call them reach out. Don't send a damn email, pick up the phone.”

Where to find Walker:

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

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THERE ARE 2 THINGS YOUR PROSPECT HAS TO ANSWER FOR THEMSELVES

Before you can ever sell to a prospect, he/she has to answer these two questions.

The first question a prospect has to answer for themselves before any kind of sale is made is am I going to do something? The second question is what am I going to do? and most salespeople only focus on the second question. If you can help your prospect answer the first question, you will be much more successful. Walker breaks down how you can do this, so tune in to the latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: MOVE FORWARD, TAKE RESPONSIBILITY

“Before you serve on tell them how you're going to fix the problems, you need to figure out why in the world, would they change what they're doing now? Is it really that bad? Because chances are, it's not that bad. It's really not, they'd have to prove to you why it's bad.”

WALKER: REASON FOR CHANGE

“The only reason somebody would make a change a hard change is that they have a personal, compelling reason why they have to do something.”

Where to find Walker:

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

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HAVE YOU EVER WOKEN UP AND STARTED RANTING ABOUT YOUR MISERABLE LIFE?

Are you a sucker for blaming everyone else except yourself? Do you spend most of your time whining and bitching about everything? If yes, then you might have the 47-year-old problem. Tune in as Walker talks about this problem and how you can get rid of it by cutting the excuses, getting in shape, moving forward, and taking responsibility, only here in the latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: STOP MAKING EXCUSES

“Stop making excuses. Stop blaming somebody else, take responsibility for who I was and what I was doing, and where I currently was right because where you are right now in almost everything is a compilation of the decisions you've made up till now.”

WALKER: MOVE FORWARD, TAKE RESPONSIBILITY

“I want to be moving forward, feeling like I'm taking responsibility for I'm going doing the work getting it done.”

WALKER: QUIT BITCHING AND START IMPROVING YOURSELF

“If you're miserable right now, take ownership of where you are. work on improving your current situation. If you can't change jobs for whatever reason, then change your situation. work to improve yourself. get in better shape. Either jump or stay but here's the thing. Quit bitching. Take ownership of it.”

Where to find Walker:

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

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ARE YOU ALL SET FOR THE NEW YEAR?

One of the most important things to do with the upcoming new year is to plan ahead. Walker is here to give us some sure-fire tips on goal setting, not just for the new year, but for everything, you plan for. Tune in further as Walker talks about the importance of goal setting, how it’s done right, and what to do when you have setbacks, all these in the latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: SMART PEOPLE PLAN AHEAD

“The good ones, the people that are smart, that are successful, they probably are setting goals or already have set goals for the year.”

WALKER: THINK ABOUT POSSIBLE FAILURES

“We cannot control what happens to us, all we can control is what we do about it. So if you think ahead of time, where could you mess up your goals? Where's this gonna go off the tracks? And what are you gonna do next? All of sudden, things come and you're prepared.”

Where to find Walker:

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

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SELLING IS BEYOND THE REALM OF EMOTIONS

In this episode, Walker explains why you should never let your emotions get the best of you when you are selling. Emotions will only lead you to react to a situation instead of thinking over it, and nothing’s better in emphasizing this than a good’ol story from Walker’s own experience. Find out more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: EMOTIONS HAVE NO PLACE

“If you're the salesperson, if you're the seller in the situation, emotion has no place there.”

WALKER: IT’S YES OR NO. IF IT’S NO, SHUT IT

“Sales is about getting YESes and NOs. Does this person trust me enough to give me money to make a problem go away? If not, then we need to call it a NO sooner rather than later.”

WALKER: NOBODY WANTS A NEEDY SELLER

“If you appear needy. People will flee from you. Nobody wants to deal with a needy salesperson.”

Where to find Walker:

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

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BE AT YOUR HIGHEST LEVEL ALWAYS

In today's episode of the No BS Sales School podcast, Vaughn Granger and Walker discuss how to perform at the highest level consistently. Vaughn is an entrepreneur and sales guy who lives what he talks about, and in this conversation, he and Walker discuss how he turns 40 this year and his goal to be in the best shape of his life, find out more about Vaughn in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: Staying in peak physical condition

“It requires me to do a bunch of sh*t I don't want to do like, first and foremost, the discipline to stay in top physical condition. That mindset that it creates is the same mindset that pushes and frames everything else I do during the day.”

WALKER: Don’t be afraid to make mistakes

“If you're not making mistakes, it means you're not trying anything new, it means that you're not progressing. You're going to make mistakes. That's a good thing. What's bad is when you won't make a mistake, because you're afraid of making mistakes, and therefore you won't take any action.”

Where to find Vaughn:

Vaughn Granger | Liam John USA | LiamJohnUSA.com

Where to find Walker:

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

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DON’T ALWAYS GO FOR A “YES”, GO FOR A “NO”

How does Instant Gratification play out in sales? Walker answers this question by explaining that either a YES or a NO can give you instant gratification after every meeting or sales call. Walker discusses further that a NO is desirable depending on what you decided as your expected outcome for every meeting, so always set yourself to get a YES or a NO. Learn more by tuning in to this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: How a NO can give you instant gratification

“Sure you can get a YES, but also getting a NO at the first meeting, or the second meeting is a sh*t ton better than getting one at the sixth meeting, or never getting a return phone call.”

WALKER: Practice to be a better decision maker

“NO is my second favorite word I hear all the time. No means here we should celebrate NOs you don't have to waste your time there anymore. All this crap about salespeople having to be persistent and hunt people down till they get a YES, that's terrible advice.”

Where to find Walker:

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

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