As you try to rack up your sales numbers, it can be tempting to say yes to everything to seem nice and accommodating as a seller. However, as Walker demonstrates, this can do more harm than good in some situations and should be avoided. In this episode of the No BS Sales School podcast, Walker talks about the pitfalls of being nice, and advises us sellers to be kind instead. 

HIGHLIGHTS

• Being nice is overrated, be kind instead
• Being kind is respecting somebody else's time 
• Nice people accept what their prospect says at face value
• Being willing to walk is kind
• Be skeptical that you're the right fit

QUOTES

Walker: "I don't want to be a nice guy. Nice sucks. Nice is weak. Here's what I want you to focus on: in sales, nice will get you killed." 

Walker: "Nice is doing something what the other person wants you to do — being agreeable. Kind is doing the right thing on behalf of the other person despite your or the prospect being short-term uncomfortable with it." 

Walker: "Walking away when you don't hear what you need to hear is kind. Not being an asshole, but just say, look, it seems I'm wasting your time. Sounds like this is not the right fit right now. Completely okay with that."

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.

The best way to deal with any form of anxiety is to understand your triggers in a way that allows you to address them fully. In this episode of the No BS Sales School podcast, Walker breaks down the three main triggers of sales anxiety, and what you can do to deal with them. 

HIGHLIGHTS

• Sales demands constant personal improvement 
• What triggers anxiety in sales, and what you can do about it
• Don't go into sales to make friends 
• Come up with responses for the most basic rejections
• Start asking questions to maintain control

QUOTES

Walker: "Sales is hard. No doubt about it. I have some people that ask, when's this gonna get easier? And I tell you, don't ask for it to get easier, 'cause it won't. Just work on getting better at it." 

Walker: "If you get a no in the first sales call, when it would have been a no in the sixth sales call, that's  a win in my book." 

Walker: "Sales is never about you, it's always about the prospect. If you're making it about you in any way, even if you walk in with your personal pride on the line, and you're afraid. What if they don't like me, if they don't like me this is bad. Recognize, it's not personal. This is not about you." 

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.

The way you are now can drastically improve if you just work on getting one percent better each day. In this episode of the No BS Sales School podcast, Walker shares about the lessons he gained from his dad on developing a growth mindset and having an endless curiosity and desire for learning.

HIGHLIGHTS

• The growth mindset vs fixed mindset
• Reflections on what Walker's dad taught him
• It's not too late to do something you've never learned
• What are you working hard on right now to get better 

QUOTES

Walker: "A growth mindset means that things can change, that we can change who we are, what we do, and what we know, at any point in our lives."

Walker: "My father believed that there was so much to learn from everybody around him. My dad would invite the guy who'd help clean up our yard on the front porch and they would laugh and he became dad's friends. My father was eternally and always curious."

Walker: "What about you? What are you learning? Are you decided that you know all there is to know about everything? Ask yourself, do you have twenty years of experience? Or do you have one year experience twenty times?"

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.

One of the most important ways to preserve your value is to not give them away. Creating a proposal is hard work, so don’t hand them out for free. In this episode of the No BS Sales School podcast, Walker talks about being skeptical of your customers to avoid getting tricked into doing free work. 

HIGHLIGHTS

• Never give out a free proposal 
• Be aware of your buyer's decision making process
• You can't differentiate with your product or service 
• 5 questions to ask before handing out your information

QUOTES

Walker: "It's not the questions that matter. It's what you are trying to learn."

Walker: "I go back to the idea that your prospect doesn't know how to buy from you. Even if they've been buying your stuff from you or somebody else for a long time, they don't know how to buy. They'll always go back to their process." 

Walker: "We need to be more skeptical. Hold on to your pricing. Hold on to your information. That's your leverage. As soon as you give that away, you got nothing."

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.

Technology has allowed us to network despite the circumstances that the COVID-19 pandemic has put us in. But with the world opening up gain, it’s time to do networking the old way again. If you feel like you’ve gone rusty, Walker shares some tips on how you can exercise the networking muscle again so that you can get back on the road in no time. 

HIGHLIGHTS

• We need to do networking the old way again
• Start reaching out to people and be genuinely curious 
• Just go and call somebody 
• Most people naturally want to tell their story

QUOTES

Walker: "We spend a fair amount of time on LinkedIn, talking to people, connecting with people, reading articles. I want you to try and do that in person. I know that's scary. Oh my God, we can't go outside and talk to people because that don't make any sense. We're past that excuse now." 

Walker: "You can practice some of your selling questions even though you're not selling them. You can get out and meet people face to face and try to understand how you can help them. For example, when you walk around your world, who's somebody that you know, who's somebody that you see out and about? Maybe you see them at lunch, maybe you see them at church. Maybe you've known them for a long time ago but you don't know exactly what they do. Pick up the phone."

Walker: "Do you know how few people ever got to tell their story have somebody just listen? It is a huge compliment to have somebody tell their story and then you listen and ask questions that are interesting. It is freaking huge. So take the time to listen to their story. You may learn something from that." 

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.

If you ever find yourself getting aggressive in a sales deal, you’re probably already losing control. This is your cue to reel it in. In this episode of the No BS Sales School podcast, Walker McKay talks about having the  cojones to walk away from any sales deal, especially if it looks like the customer is just looking for free consultation. Don’t fall into the trap of the buyer’s process. Keep calm, and don’t participate in the chase. 

HIGHLIGHTS

• Don't be available all the time 
• Stop participating in the chase
• Look for a problem big enough to cause pain
• Always be willing to walk

QUOTES

Walker: "I like closing deals. I like making sales. I don't like the chase. I don't chase." 

Walker: "If you don't find a problem, you say look, sounds like you're fine. And get the hell out of there. If you find a problem but they don't admit any kind of pain, any kind of personal consequences and then impacts from the problem, which means there's no commitment to fix it, get the hell out of there." 

Walker: "Always be willing to walk. If you want the sale more than they want the fix, you're screwed."

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.

In this episode of the No BS Sales School podcast, Walker talks about shutting off the news to focus on something more productive. If you can’t do something about it, you might as well tune it out because you’re just wasting your precious time. Even worse, subscribing to the endless cycle of negativity can distract you from running your business. Go pick up a book, listen to a podcast, or actively try to find a solution to whatever it is that’s holding you back. Do anything, just stop watching the damn news.  

HIGHLIGHTS

• You can't change anything, so just stop watching
• The recession is an emotional thing, don't participate
• Reading the news is like eating junk food 
• Pick up a book and actually learn something 
• Focus on searching for a solution

QUOTES

Walker: "You can't change it and it's not helping you, and chances are it is hurting you. The more we take in negative information, whether we buy into it or not, subconsciously you begin to tell yourself, everything is going to hell, why does it matter anyway." 

Walker: "Watching the news is like watching a car crash. Not helpful for you, nothing good comes out of it. A lot of bad can come out of it. You'll waste a lot of time talking to people about the shitty news, reading about the shitty news, going at all the different rabbit holes of those companies that get paid the more you spend on their channels, the more time that you spend on the links that they put out, that's how they get paid." 

Walker: "How do you figure out what to do when the shit goes down. When nothing goes what you want it to, what do you do next? That's what we need to focus on."

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.

You worked hard all year, and you’ve earned enough to cover the bills. You’ve even saved some for a rainy day, and then some. What do you do with the extra money that’s now burning a hole in your pocket? Here’s something you should do: take some time off. Everybody needs a vacation, and if you’ve earned it, then you should take it. 

In this episode of the No BS Sales School podcast, Walker McKay talks about his ideal vacation, why you need it, and how you should enjoy it. Even if you haven’t been having the best year so far, you probably still should take a vacation if you can. This way, you can come back feeling refreshed and ready to start again. 

HIGHLIGHTS

• Try to disconnect from the grid from time to time 
• The definition of vacation changes as you grow up 
• Pursue what you want to do, go where nobody knows you

QUOTES

Walker: "To me, this is the greatest place because I can rest my brain. I can get away from the junk food that is the instant-on, instant gratification and think back bigger picture about who I am and what I wanna do and who I want to be, and what are the kind of conversations I want to have?" 

Walker: "You can find a way to get away for  at least three or four days in a vacation. Let your mind rest. Get on a detox from the email, the text, the social media, the stuff that takes you away from where you are."

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.

The first thing that a salesperson needs to do is to believe in their product and their company. But what happens when you end up working with one that is going through some rough patches? It might be tempting to not go all out in selling your product for fear of disappointing your prospects. However, Walker argues the opposite of that. 

In this episode of the No BS Sales School podcast, Walker McKay talks about identifying whether you’re in this situation making this specific excuse, and what you can do to snap out of it. 

HIGHLIGHTS

• Stop making this specific excuse
• You can move, but everywhere else is a mess too
• Be empathetic, not defensive 

QUOTES

Walker: "It is an excuse to say to yourself, to anyone else: 'I'm not sure that I believe enough that we can deliver, so I really shouldn't go sell anything'. If you feel that way, then quit. Take another job." 

Walker: "Nobody has a perfect process. Nobody's inside of their company is perfect. Nobody. Yours is just like everybody else. But are you willing to get out and go sell it anyway?" 

Walker: "Be empathetic. Don't be defensive. Get over yourself." 

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.

In this episode of the No BS Sales School podcast, Walker McKay talks about a few surefire ways to gain trust from prospects. Gaining trust can be a long and arduous process, but Walker boils it down to one thing: just listen. Ask, don’t tell. They’re the hero of their story, not you. 

HIGHLIGHTS

• It's easier to lose trust than it is to gain it
• You need to earn the right to provide a solution 
• Condense back to them what they just told you

QUOTES

Walker: "Trust is a funny thing. It's something that can take a really, really long time to gain. It can take a really long time to gain trust and it just takes seconds to lose it. And then it takes 42 times as long to build trust back if you even can do it." 

Walker: "The number one way to build trust then is for them to see, for them to feel like you understand them. That you have walked a mile in their shoes, to take an old Indian proverb." 

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.