No BS Sales School

SALESPEOPLE SUCK AT BEING BUYERS. PERIOD.

Walker takes us again on another ride as he explains how salespeople tend to be the biggest competitors to themselves, and it’s because they suck at being buyers. Tune in today and learn that being a good buyer who is capable of making decisions can help you become a good seller as well, in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: Who is your biggest competitor?

“Your biggest competitor is between your ears. We are our own biggest competitor, we hurt ourselves the most were competing with ourselves, and giving ourselves short shrift is what could happen. So one of the things that we do to hurt ourselves as salespeople is that we suck at being buyers.”

WALKER: Practice to be a better decision maker

“Be able to say yes or no, that's a test. Practice getting better at making Yes or No decisions have that become your norm.”

WALKER: Don’t be so scared of making a mistake

“Most decisions we make are not life-changing. And they're also not. And most of them are reversible in one way or another. So if you make a bad mistake, most of the time, you can change your mind and get out of it.”

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.

JULIE BROWN: SHE KNOWS EVERYBODY

In today’s episode, Walker welcomes Julie, an author and speaker who specializes in networking. In this conversation, she discusses her book This Shit Works, how she ended up with her tagline “she knows everybody”, and the importance of networking to someone’s career. So let’s all cut the BS and tune in to learn more in this latest episode of No BS Sales School.

NON-BS WORDS TO THE WISE

JULIE: Her definition of networking (but wishes it’s not called that)

“When you build the kind of relationships where you're invested in other people's success, and they're invested in your success, and you become friends, you don't have to work with people you don't respect or people you don't like. And that's what I wish for everybody.”

JULIE: Stigma of networking for young people

“Younger people always go into networking events, from a place of like, thinking that they don't belong, where you belong in every room you walk into, you just have to realize what you have to give you might not be you know, at a position been in your career as long as somebody else in that room, but you always have something to give.”

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.

LET’S TALK ABOUT THE HOLIDAY SICKNESS, OR IN WALKER’S WORDS, THE NATIONAL SCREW-OFF MONTH

Many sellers have this sickness where they tend to stop working on their deals, their pipelines, and even their plans once the last quarter of the year hits. Walker discusses the problem with this sickness and shares his own personal story where he learned to never slack off in the holidays because it’s gonna cost you, big time. Watch out for this latest episode of the No BS Sales School.

NON-BS WORDS TO THE WISE

WALKER: Fight your ego, hurt it, hurt it bad

“Your ego is always trying to protect itself. Your ego never wants to be hurt, embarrassed, or let down, and so your ego says things like ‘ ‘Well, nobody's buying. Hey, at this point in your career people should be calling you anyway, and if nobody's calling you then clearly nobody's buying right or cost you're just getting no everybody's gonna say call me after holidays anyway, so let's just wait to call them after the holidays.”

WALKER: Plan now and keep going

“Continue with your foot on the accelerator and your prospecting in from now to the beginning of the year, keep going, make your goals for 2023 and start working on your 2023 behavior plan now, DO IT NOW.”

Where to find Walker:

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

#sales, #business, #salesadvice, #planahead, #dontstopworkingonholidays, #nationalscrewoffmonth, #screwoff, #keepplanning, #plan2023

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

MOST SALES ADVICE OUT THERE TODAY IS OUTDATED, CHEESY, AND CAN EVEN KEEP YOU FROM GETTING THE DEALS

Walker goes solo in today’s show, as he talks about some sales advice causing sellers trouble instead of success because of its outdated and cheesy nature. We will also be tapping into the problems with some clients and why there are times that we also have to decline them. Tune in and learn more about how to spot these problems and stop them in this latest episode of the No BS Sales School podcast.

HIGHLIGHTS

WALKER: Sales training has been sold the wrong way all this time

“A lot of people have been raised to believe and they've seen that sales training is an event, it's not a process, and again, this is common. This is how sales training has been sold for a long time, we're gonna come in and rev your people up and give them some great ideas and send them on their way. Reality is that doesn't change sh*t.”

WALKER: What do you really have to do on a sales call

“Your job when you're on a sales call is to understand why they need your help. What are they really looking for? Does it really matter? Do they have to fix it? Or is it something that would be nice to fix it? Maybe not? Because if something would be nice to fix, maybe not, whatever you show him is way too damn expensive. If your sales cycle is really long, chances are you're going after people who say ‘ ‘yeah, that'd be nice, but I don't have to.”

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• 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.

Digging your way out of a dark place is challenging for everyone, so don’t ever think that you don’t have the strength to make it out. In this episode of the No BS Sales School, your host Walker McKay talks to Gabe Ricks of Fulcrum Risk Solutions about surviving the mental hardships of running your own business and making it through the challenges that come your way. 

HIGHLIGHTS

• Your situation right now is 100% your fault 
• Stop making excuses and start making things work 
• The sacrifice that Walker had to make for his business
• Entrepreneurship is hard but fulfilling 
• Getting diagnosed with ADHD and battling depression 
• Advice for sellers during unpredictable markets 
• Get yourself a vision and a plan
• You must be willing to do the work

QUOTES

Walker on how getting called out for his excuses changed his life: "The times in my life where I have grown the most, the pivot points, have been where I have caught myself or have been pointed out to me that I was making excuses. That's the time when all of a sudden, things change for the better in the big picture." 

Walker's advice for would-be entrepreneurs: "The advice I give to entrepreneurs and founders and people that are going out on their own is if you're dumb enough to do it like I was — it takes longer than you think, it's harder than you think, and at least in my case and most people I talk to, I would do it again."

Walker's advice to sellers for surviving unpredictable markets: "Don't hang out with people that are bitching, whining, and complaining because they're gonna create their own reality. Somebody in your business is gonna crush it. It might as well be you."

Connect to Gabe through the link below:

• LinkedIn: https://www.linkedin.com/in/gabe-ricks/

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• 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.

Walker didn’t have the luxury of an actual sales education when he was starting out, so he went on to start the sales program that he wished he had. In this episode of the No BS Sales School podcast, your host Walker McKay talks about his humble beginnings as a seller, the horrible advice that passed as sales training during those days, and why he eventually started his own sales coaching program. 

HIGHLIGHTS

• Looking back at Walker's first days in real estate sales 
• What Walker's sales training (or lack thereof) looked like
• Walker's life-changing meeting with an actual sales coach
• Why Walker started to teach sales on his own 
• What Walker's sales education program looks like

QUOTES

Walker recalls his first piece of actual sales education: "He started showing me the psychology of sales. Why people buy, how to build rapport with people, how to build trust, why does it matter if somebody doesn't like you. They don't have to like you, they need to trust you and respect you. But that didn't mean you could cuss at them."

Walker's impetus for starting his sales education program: "I wish that I had access to really good consultative selling skills early in my career so I wouldn't have botched around for 15 years being a  jerk, or being a wimp, or being everybody's friend. All those things don't work worth a damn. It didn't work worth a damn for me."

What Tuesdays with Walker might look like: "Tuesday, over Zoom, for an hour, people come together and we teach skills. It's questioning strategies, it's how you manage expectations, and it's effective networking. How do you use your damn telephone? How do you deal with objections? How do you make sure people don't get buyer's remorse?"

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• 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.

Most sellers are people pleasers. While this can help you be perceptive about the needs of your prospects, this can also translate into having a high need of approval, often to the detriment of the sales process. In this episode of the No BS Sales School podcast, Walker talks about separating your identity from your sales job, and why nobody wins if you can’t be honest with your prospect. 

HIGHLIGHTS

• Being a 'Yes-Man' doesn't serve anybody
• Having a high need for approval makes selling harder 
• You can't skip real conversations with your prospect
• You need to separate yourself from your job
• Your prospect doesn't need more friends

QUOTES

The challenge with having a high need for approval, says Walker: "Having a high need for approval means you don't ever want to walk away from an opportunity. It also means that prospecting is super freakin' hard. Because if you're doing it worth the damn, you're gonna hear “no” a lot. And if you have a high need for approval, you take that personally."

Walker on why you need to ask your prospect the difficult questions: "In my mind, the essence of transparency, the essence of being human is having real conversations with people, where you're asking a lot of questions [and] you're getting feedback from your prospect. You're getting opinions from your prospect and then you're helping them think through those opinions."

The one thing your customer doesn't need, according to Walker: "Don't go into sales to make friends. Your prospect doesn't need more friends. What they need is somebody who can help them with a business problem. That's all that matters."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• 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.

As sellers, we've often heard of the saying, “Never take no for an answer.” Unfortunately, this is actually bad advice. A lot of the time, getting a no makes perfect sense because not everyone will buy from you. In this episode of the No BS Sales School podcast, your host Walker McKay talks about the harm of misplaced persistence, when to take no for an answer, and how to regain control as a seller. 

HIGHLIGHTS

• No is a really good answer some of the time
• Take The Hint: Being persistent doesn't always help 
• Stop leaving more unnecessary voice messages 
• Just close the file 

QUOTES

Walker on why you should absolutely take 'No' for an answer: "No is a really good answer some of the time. It's my second favorite word, I hear it a lot. And gotta be honest with you, 95% of the time I welcome 'No'". 

Walker's thoughts on how many is too many voice messages: "When you are calling someone and leaving a voice message -- once you've left a voice message, they're in control. They've got your information. They're in control... You will not get control back by leaving more voice messages."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• 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.

Most people, but sellers in particular, are afraid of silence because it makes us uncomfortable. This discomfort often leads us to try and talk more to ‘take control’ of a conversation. If you’re a seller, try not to give in to this temptation. Because the moment you start talking more than your client, you will have already lost the deal. 

In this episode of the No BS Sales School podcast, Walker McKay shares a deceptively simple and almost contrarian take on selling that if applied correctly, should help you 10x your goals and become a better seller overall. Spoiler alert: it involves shutting the hell up. 

HIGHLIGHTS

• Your customer doesn't actually care about your product
• Let the customer do the talking 
• You're missing a lot of important information by talking too much
• How sellers can use the discomfort of silence 
• Don't be afraid of a little vulnerability 
• Don't have every answer; be quiet

QUOTES

Walker on why your product doesn't actually differentiate you from other sellers: "People will buy mediocre and pay more if they like the experience, if they like the person that they're dealing with." 

Walker's tips for differentiating yourself from other sellers: "Shut the hell up. Be quiet. Shut your pie hole. Stop talking."

Why sellers should let the customer do the talking: "The whole time she was talking, I was thinking, 'Nope, don't wanna do it. Has nothing to do with me. Not where I want to spend my time. Nope, nope nope.' Meanwhile, she is having none of that because her brain is figuring out what words to say next. There's no processing going on when you're talking. It's just what words are you gonna say next."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• 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.

Most people will not be ready to buy from you, so don’t pressure them to say yes. However, that doesn’t mean you should be sheepish about asking them to make a decision. 

In this episode of the No BS Sales School podcast, Walker McKay talks about shortening a needlessly long sales cycle for the good of both you the seller and the customer as well. 

HIGHLIGHTS

• Time kills deals 
• Your sales cycle is long because you make it 
• Most people will not be ready to buy from you
• Don't put pressure on people to say yes

QUOTES

Why time kills deals, says Walker: "The longer your sales cycle, the longer you make your sales process, the less likely it is to close."

Walker on why sales cycles are long for no reason: "What we need to be doing is disqualifying people that aren't ready to buy. A lot of times the reason our sales cycle is so long is because we make it that long. We as a salespeople, we make people go through three, four, five, six, however many meetings because we're afraid to ask somebody to make a damn decision."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course
• 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.