No BS Sales School

In this episode of the No BS Sales School podcast, Walker McKay talks about keeping your opinion and emotions out of the sales pitch. Sure, you need to believe in your product first, but the customer doesn’t care about the seller’s opinion. To get around this fact, Walker proposes an alternative solution to help avoid unnecessary confrontation and improve how a customer receives information from you. 

HIGHLIGHTS

• Customers don't care about a salesperson's opinion
• Everybody says they're the best 
• Don't go to sales call to convince people
• Keep your emotions out of the sale

QUOTES

Walker: "When you're a salesperson, and don't take this the wrong way, but your prospects don't give a shit about your opinion. They don't freaking care how great you think what you sell is. They don't care."

Walker: "Everybody's got the best product, best service, best people, best everything. But if you think about it, back when radio stations were a thing, how many number one radio stations were probably in your town? I bet at least five." 

Walker: "Do go to your sales call to educate, but I want you to be the one who's getting an education. I want you to go in with the idea that 'I'm not so sure these folks want what I have, I'm not so sure they're ready for it. But I'm here to understand them.'"

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 speeding past rejections and not turning back. As  a seller, you can only control 50% at best of any sales outcome, and getting a string of NOs doesn’t always mean that you’re a bad seller. However, getting several YESs doesn’t always mean that you’re excellent either. Walker also talks about keeping your emotions in check, as well as facing rejection head on by always having an excellent pipeline at the ready. 

HIGHLIGHTS

• Don't include your emotions in any sales situation
• You can't control 50% of the outcome of a sale
• Don't sell from 'Hope Island'
• Strive to get a 'No' in the early stages 
• Prospect, prospect, prospect 

QUOTES

Walker: "As soon as you get your emotions involved in the sales process where you get pissed or you get really happy or whatever, you go from being professional to absolute rank amateur." 

Walker: "What needs to happen is that the prospect explains to you how badly they need your help. And if you're good at sales, somebody can do that. Now here's the thing, not anybody's gonna do that because they may not need your service. They may not wanna pay what it is that you'd charge because they don't have to have it because you hadn't done a good job of finding their pain." 

Walker: "You can't convert people. You can't convince people. You just need to find people that are willing to have conversations to see if do they have a problem and have a personal compelling reason to fix it? That's what sales is: having somebody to trust you enough to give you money to make that problem go away."

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, Walker McKay talks about why you shouldn’t be worried about recessions and depressions too much. Walker argues that they are just business cycles but they don’t necessarily spell doom for you as long as you keep working. It’s just change: just figure it out, stop complaining and you’ll be okay. 

HIGHLIGHTS

• The news is junk food: stop consuming it
• Plenty of people make their fortune during lower economic cycles
• Don't be afraid of change; just figure it out 
• Stop complaining and just put in the work 
• Hire a coach

QUOTES

Walker: "We're going through a business cycle. Some are worse than others. We have no idea what this is gonna be. But I will tell you, in general, recessions and depressions are generally personal. Not everybody struggles."

Walker: "The most valuable skill that you can have as an adult is how to figure shit out. And right now what you need to figure out is how am I going to not only survive but thrive during this time of economic change. And that's what it is, it's just change." 

Walker: "Find something constructive to do with your time. Listen to podcasts. Read books about people who have succeeded and what they did to succeed and how the horrible things that people have been through, much worse than whatever it is we're gonna go through that have come to the other side with flying colors." 

Walker: "One more thing I'd suggest that sounds very self-serving: hire a coach. Hire somebody whose interests and yours are completely aligned. All they want to do, their focus is to help you get better, to not let yourself talk into whatever shitty economy or not is coming up. Remember, recessions and depressions are personal. You don't have to have one yourself."

Additional Resources: 

• Founders by David Senra (Podcast): https://founders.simplecast.com/
• LinkedIn (David Senra): https://www.linkedin.com/in/david-senra-278843236/

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, Walker McKay talks about making sure that you’re not spending too much time on relationships that don’t make you better for it. The old adage “Birds of the same feather, flock together” may sound cliche, but it’s true: the people you hang out with affect your life tremendously. Their energy becomes your energy, their truth becomes your truth. Your front row seats are limited: make them count. 

HIGHLIGHTS

• Be intentional with your relationships
• Let go of people that don't lift you up
• Be busy proving negative people wrong

QUOTES

Walker: "I realized there were several people I was hanging around that they weren't going anywhere. And they were complaining and bitching about bad things were. And all they were doing was making excuses. And I realized that if I kept hanging out with them, that that was gonna be my normal." 

Walker: "Don't say yes often. Push back. Be busy. Even better, be busy proving them wrong. Be busy showing them that you have figured out how to make things work and to succeed despite the news, despite everything going around you, despite what they think."

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, Walker McKay talks about standing out from your competition by being skeptical. Fact is, most people are not ready to buy from you and it’s logical that you prioritize those who are. However, being skeptical also allows you to be more honest with your clients by pointing out why they may not be the right fit. If they’re not ready to buy from you, then at least you didn’t waste your time. 

HIGHLIGHTS

• Don't be afraid to point out the negatives right away 
• Most people are not ready to buy from you 
• You need to be remarkable to be memorable
• Hold your information close to your chest 

QUOTES

Walker: "What Cliff knew, which is what I had to be trained for, was to be skeptical — to be skeptical that this person was ready to take a step forward. To be skeptical that you've reached them at the right time. To be skeptical that they're gonna be the right fit."

Walker: "Even if somebody buys what you sell every day, they may not be the right fit. Even if somebody has the money in a suitcase and they're begging you to sell it to them, it may not be the right fit." 

Walker: "Remember, all your competitors are promising better quality, better service, better people, better whatever. Everybody's saying the same damn thing. Why should our prospects believe us?" 

Walker:  "We gotta be different. Nobody can see that we're better until they see that we are different. One way that you can be different is to honestly be skeptical that what you have is the right fit."

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, Walker McKay talks about determining whether you really have an entrepreneurial spirit or if you just have a business idea. He argues that running a business entails sacrifice and an entirely different skill set than holding down a corporate job with benefits and a stable paycheck. 

The only real way to know is to go out and sell something, so go do it. And if the troublesome work of figuring out scaling, logistics and temporary financial instability doesn’t faze you, then perhaps you really do have that entrepreneurial spirit after all. 

HIGHLIGHTS

• How many people will pay for your business idea? 
• Entrepreneurship entails sacrifice
• Just go sell something
• If it doesn't excite you, don't do it

QUOTES

Walker: "I can do anything I want. That's the good news and the bad news. I can sell anything I want, but I gotta figure out what it is I want to focus on. And then I gotta go find somebody to buy it from me. And then I gotta go deliver it. And at some point, I gotta figure out how to scale it." 

Walker: "I'm so glad that you have these skills to do whatever it is that you do, but how can you try and package those things and make them so somebody else says, man, not only do I want that, I want you to help me with that. Otherwise, it's just an idea and you walk through your life thinking you have entrepreneurial spirit but you've always had a corporate job and you've always gotten a paycheck, and you've always had benefits, and you've always had somebody else telling you what to do." 

Walker: "If you're wondering if you've got what it takes to be an entrepreneur, go sell. Go sell whatever it is. Get in front of people who can buy what it is you want to sell." 

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, Walker McKay talks about how we should be more comfortable with making yes or no decisions. Walker argues that sometimes, pushing a prospect to say no is more beneficial for all parties involved than needlessly prolonging a sales cycle. If the customer is not a good fit for you, then it's better to move on to the next one instead of spending more time on a deal that was never going to happen anyway. 

HIGHLIGHTS

• You need to make better yes or no decisions
• When 'let me think it over" actually means 'No'
• You're not the right fit for everybody

QUOTES

Walker: "At the end of every sales call, you need to get a yes or no to something. Doesn't mean that you have a one-call close, many of us don't have one-call closes. Many of you do have one-call closes, you just take five or six calls to make it close. Part of that is probably because you suck at making yes or no decisions."

Walker: "When somebody tells us, hey, I need to think it over, I need to process this, why don't you call me in a week, or let me sleep on it, or I need to pray about it. All those things, those are fine. But also I want you to understand those are all slow NOs." 

Walker: "A quick no is so much better than a damn long no. Long NOs suck."

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 the seven things that need to break if you want to grow out of your complexity ceiling and get to the next stage of development. 

At some point, everybody hits their complexity ceiling. This means that as you experience growth in your business or career, you’ll eventually hit a point where sheer will and hard work will no longer be enough to get to the next level. Instead, you’ll need to assess and tweak a few things to see how you can escape the rut that you’ve found yourself in. 

To receive a document containing the information discussed in this podcast, send an email to [email protected]. 

HIGHLIGHTS

• Get new goals 
• Redefine your relationships 
• Inspect your structures
• Assess your existing skills then acquire more
• Streamline your processes and update your technology
• Optimize your time 
• Revise your strategy

QUOTES

Walker: "Here's the hard one: sometimes it's your friends that need to change. Because your friends, maybe they're not believing in you. Maybe they're giving you a hard time. Maybe they're trying to hold you back -- not on purpose, but they're giving you s*** or they're small thinkers. And you realize, if I'm gonna grow, I've got to surround myself with people that think bigger." 

Walker: "If you want to make more money, if you want to be more valuable, you need to be doing more valuable things." 

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 to the founder and Principal at McMillion Consulting, Lindsey McMillion Stemann. Lindsey shares her deep insight on the use of LinkedIn in your sales activities. While many other consultants might focus on understanding the algorithm that drives engagement, Lindsey says it’s best to err on the side of intentionality and human to human relationships. When posting your content, ensure that you’re doing it to reach out and help other people. Be intentional, sincere, and most importantly, human. 

HIGHLIGHTS

• LinkedIn is just a tool, use it as intended
• I may take up to 11 reach outs before you book a meeting
• Be more human when talking to a client
• Dealing with impostor syndrome
• Don't focus too much on the 'gaming' the LinkedIn algorithm
• Which content should you post on LinkedIn?

QUOTES

Lindsey: "Just keeping in mind that LinkedIn is not that LinkedIn is just a tool. It is an entry point for conversation. The goal is to get offline, schedule a Zoom meeting or the phone call or the in-person meeting. And so I've seen more and more often, people forgetting that, they get frustrated with LinkedIn more easily. "

Walker: "You gotta do the work. There is no easy button. Because there are even people that try and create the automation to fake that, which is 'I've enjoyed seeing your stuff on LinkedIn, would you like for me to help you find 50 new prospects a month.' It's b*******, and you can see this b*******."

Lindsey: "LinkedIn, of all of the online platforms, is very hush hush about their algorithm. I, personally, because I err on the side of intentionality and human to human relationships, perhaps, whether it's the right or wrong approach, it's just the one I take with my business and my clients."

Where to find Lindsey and other resources:

• LinkedIn: https://www.linkedin.com/in/lindseystemann/
• Website: https://www.mcmillionconsulting.com/
• Twitter: https://twitter.com/lindseystemann
• FREE Guide to Optimize your LinkedIn Profile: https://www.linkedintoit.com/freeprofileguide

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 why there’s no need to be friends with everybody you do business with. While it’s true that relationships are a big part of sales, Walker argues that it’s much better to create healthy business relationships where you both help each other move forward in business. You want to build trust and good rapport, but there’s no need to hang out and have dinner with them. 

HIGHLIGHTS

• There's no need to be friends with everybody 
• Creating a healthy business relationship 
• Somebody you trust vs somebody you like

QUOTES

Walker: "If you want to know about their kids, sure. If you want to know about if they like football or whatever, sure. But that cannot be the focus. Because a healthy business relationship is all about helping you both move forward in business. It's got to be a two-way street." 

Walker: "Don't go to work to make friends. don't go on sales call to make friends. Go on sales calls to see if somebody will trust you enough to give you money to make a problem go away." 

Walker: "Do people do business with people they trust and people they like? Yes. But when ships are down, it's people they trust over people they like."

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.