No BS Sales School

HIGHLIGHTS

• Most people will not be ready to make a change 
• Make sure someone has a problem they want to solve 
• No pain, no personal impact, no sale
• Don’t give your price out right away
• Figure out their decision-making process

QUOTES

Walker: “How much information do you need to give them if they’re not ready to make a change? I would say, not very much. Them being qualified or ready has very little to do with you and everything to do with them.”

Walker: “People are comfortable staying where they are. If there Is no pain, chances are, the only reason they would change is if your product is significantly cheaper.”

Walker: “Learn their budget before you give your price. You have to know what their ready, willing, able to spend, where that money would come from, before you give your price.”

Walker: You get to choose. Not everybody deserves a proposal from you. Be skeptical that they’re ready and hold on to your proposals, don’t just give that s*** away. Because it will be used against you time and time again if they’re not ready to buy. 

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.

HIGHLIGHTS

• Problems are intellectual, but often the responses are emotional
• The nature of pain and its consequences
• It's your job to help clients discover what their pain points are
• No pain no sale
• 10 Questions to ask to discover your client's pain

QUOTES

Walker: "This is not manipulation. You do not create pain, you don't cause pain, they've got it. Or they don't. But you're helping them figure this out for themselves."

Walker: "By going through the process and digging deep enough, and having real in-depth conversations, that's how we can make the biggest impact on our prospects. And that's how we can figure out how time should I spend here."

Walker: "If there is not pain that your prospect has, chances are, the best thing you're gonna get, the way you're gonna get the sale is because you're cheaper. The way we can take it off of price, off of term, sometimes where prices become irrelevant, is if somebody has pain." 

Walker: “By taking your prospect through this questioning process too, you begin to earn the right to solve the problem. Because oftentimes, if you just jump right in with the solution, you haven't earned the right. Maybe they've already tried that before and it didn't work. Maybe they're just not ready to hear it yet  because they don't feel like you fully 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.

HIGHLIGHTS

• Let them infer, don't you imply 
• Always make your customers comfortable with their choices
• Ask what they really like about the service that they're already receiving
• Ask for one thing that they want to do better

QUOTES

Walker: "Point out what good looks like. Show what you would do without saying 'we do this.' Let them infer, don't you imply."

Walker: "I've got problems, we all have a million problems we just got to figure out which ones are important enough to fix. Not everybody has got the bandwidth or the time or the energy or the money to fix all of them. Nobody does." 

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• Free training course

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

HIGHLIGHTS

• Ask for information that you want to learn
• Customers often don't know good service
• Practice second-level thinking
• Use third-party stories to demonstrate a good reputation
• Ask your 'Let's Pretend' questions to solicit opinion

QUOTES

Walker: “Better service, or great service is in the mind of the receiver. It's not in your mind. So how do we really differentiate ourselves? It comes from asking our prospect's opinions, that's the key. It's not just asking questions, but soliciting our prospect's opinions about their situation."

Walker: “It's not just thinking about what's happening or what a decision is, but what happens after you make that decision, what are the possibilities then? Really good salespeople are great at helping your prospect think through the second level thinking, answering the second level questions.”

Walker: “Your sharing your opinion early is just at best is free consulting, at worse you're kicking yourself out of a deal. If you're sharing your opinion on what they should do to fix it before you fully understand, before they think you fully understand their problem, you're wasting time. They're just qualifying you at every breath."

Walker: "Let's pretend I can't cut the price down. Let's pretend I can't cut my price. Any reason we should keep talking. Let's pretend that you go to your boss and talk to him about this. What's he likely to say? How do you think he'd respond, right? Learn your prospect's opinions about stuff that hasn't even happened yet."

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.

HIGHLIGHTS

• We need to have better conversations
• Know how much time you have 
• Ask for permission to cover certain topics 
• Always ask for a decision 
• Create a dialogue, not a monologue 
• Figure out and disclose your biggest fear

QUOTES

Walker: "Every time you have a sales call you need to establish that there needs to be YESs or NOs. We're supposed to be calling on decision makers and so their job is to make decisions, right? So set at the beginning where you say, `Let's figure this out.’" 

Walker: "This has got to be a dialogue, not a monologue. It's got to be actually engaging, you're asking questions, you're waiting for the response to see whether you're moving forward or not. We can't just will these things into being, we've got to ask our way through these things."

Walker: "Make sure that they understand. Make sure that you're on the same base. This is where we begin to get 50% control. By getting an agreement like this they agree to use our process, not their process."

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.

HIGHLIGHTS

• Equal business stature with everybody you deal with
• Be the guide and not the hero

QUOTES

Walker: "You have just as much right to walk away from any deal as your prospect does, and that scares the hell of a lot of salespeople. Like, oh I can't push back, I can't tell him I'm not gonna do that because they can buy from somebody else. Well, maybe so. But you've got your process that you need to follow and some of your prospects won't want to follow it. And you can make a business decision if you want to continue." 

Walker: "If somebody asks you to do something, one thing you can get in return is to find out what happens next. Because if you say, I'm happy to send you a proposal, what do you see happening next and [they] say, well I'm getting four or five more in and I'm gonna pick, then you can make a business decision if you want to do that or not. I would say, hell no." 

Walker: Make your client the hero for choosing you. Make them the hero. Celebrate them. sales is never about you, the salesperson. Sales is always about the prospect, giving them what they want, what solves their pain, in a way that they want it. And if you can't accommodate those things then you're not 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.

HIGHLIGHTS

• You're not the right fit for everybody
• Ask, don't tell and never assume

QUOTES

Walker: "You need to be very discerning about who you take on as a client. Not everybody is gonna be the right fit. Not everybody is gonna be the right fit right now. Sometimes people get  into sales and they're either told 'everybody is a prospect' or 'don't take not for an answer'. Quite frankly, that's a bunch of bullshit." 

Walker: "Your job on a sales call, in multiple sales calls, is not so much to tell other people what you do or why they should do business with you, but to ask what they're hoping you could do." 

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.

HIGHLIGHTS

• Customers manipulate sellers all the time 
• 4 steps in the buyer's process 
• Step 1: Ask for a price
• Step 2: Get free consulting
• Nobody wants to wrestle with salespeople 
• Step 3: Say nice things and get rid of you
• It's not a buying signal if it's not in the form of a check
• Step 4: Leave you in voicemail
• Sellers and buyers should have the fair amount of control 

QUOTES

Walker: "The only effing buyer signal that you should ever pay attention to, the only thing that is a buying signal is when somebody gives you a check or a credit card. Otherwise, there's no such thing as a buying signal."

Walker: "If you follow the prospect system, you will not be in control. Your buyer will have all the control. Why should your buyer have all the control? When I teach people that yous hould ahve the same amount of control as your buyer does. You should have the same, 50-50 control. Because if you have that, then your job is to disqualify the prospect, to work to figure out why this might not be the right fit."

Walker: "We need to have a system that countermands the buyer's system. You know the buyer's system works because you've done it to other people. You know you have." 

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.

HIGHLIGHTS

• What happens after you get the meeting?
• Planning can save you weeks or sometimes months
• Pre-call planner: 11 questions you need to ask yourself before a meeting
• Think about the ideal outcome
• Write down the places where you normally screw things up

QUOTES

Walker: "Your prospect needs to know why exactly you are meeting with them before they meet with you."

Walker: "Remember that your job is to understand your prospect and for them to know that you understand them." 

Walker: "Think about what those objections are and be prepared to bring them up at the beginning of the meeting. Bring them upfront at the beginning because if that's gonna kill your deal, how long do you wanna stand there talking to somebody who's not gonna do business with 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.

HIGHLIGHTS

• A healthy dose of skepticism never hurt anybody
• Your prospect overcomes the objection, not you
• Slow people down to ensure that the experience is good
• Always ask how they think you can help

QUOTES

Walker: "If you're not skeptical, you're gonna start having what we call happy ears. Which means you're just gonna hear what you want to hear. And when your prospect pushes back, maybe gives you some opposition, maybe tells you something that should slow you down, you might think, ‘oh hell I can just overcome that.’"

Walker: "The only person who can overcome an objection in a sales call is your prospect. You're not smart enough to do it yourself because you've never walked in their shoes. You don't know what that other person is really thinking." 

Walker: "Go have real conversations with people. Go have adult conversations with adults. People do make decisions emotionally than they justify it. Make them justify to you why it matters to them. Slow them down, slow yourself down."

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.