HIGHLIGHTS

Andy's early career: from tech to sales

There's not just one way to sell products

Developing your own sales strategies

What is the role of a sales manager?

Selling in vs Selling out

Connect with someone on a human level

Think about the buyer's experience of you

Using engineers as sellers

QUOTES

Andy: "You have to be deliberate and intentional in saying, 'yeah how do I become the best version of myself as a seller'? I don't think it comes from blind obedience from one methodology or another. I think it's taking what works for you and continually pushing yourself to experiment and do new things."

Andy: "You want to give people a sense of agency over the choices they make on how they conduct themselves when they're with buyers."

Walker: "You have to establish not only what their problems are, but what their opinions are about their problems, right? Like what they think... because the key to understanding is getting their opinions, more than just data." 

Andy: "At the end of the day, the single most important factor in the buyer's mind when they make a decision is their experience of you."

Andy: "Having the customer feel understood is perhaps the biggest source of value that you can provide to them as a seller."

Where to find Andy:

• LinkedIn
• Website
• Podcast
• Book

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

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HIGHLIGHTS

01:36 Liz's professional journey to becoming a sought-after consultant and coach

04:26 Re-engineer language to stand out: Remove fillers, minimizers 

08:14 Voice mails, like emails, need to be straight to the point

11:49 Being nice versus being real

15:11 People buy from people they like and trust is BS — it's about value

20:21 Turning attorneys into human beings who know how to connect with others

24:29 Connect with Liz and work with her

QUOTES

03:10 Liz: "It truly is about the approach and the language that we use. And when we drop the BS and this crap from the past and step into the world of now, not what we use to do, what we need to do today, that's where people can change their results forever."

06:52 Liz: "If you don't get anyone's attention, you're never going to get their business. Leave that crap out. It doesn't belong in the beginning of an email, get to the point, right? We have what three seconds now in this day and age to get someone's attention."

14:06 Walker: "Nice is doing what somebody else wants you to do and kind is doing the right thing on behalf of them, and that nice is weakness and kind is strength. And so, I think the way you just matched kind with authentic, meaning, caring."

Where to find Liz:

• LinkedIn
• Website
• Email
• Amazon author page

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

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HIGHLIGHTS

02:45 Transitioning from the sales guy to the sales trainer guide

06:37 Training his team how to run sales and make discovery calls

015:15 Reaching out to the decision-maker of a company

021:01 Being trained by crappy salespeople

15:48 Transparency: When some don't want processes to be transparent

30:52 Enjoy your work more and make more money

QUOTES

08:29 “If you don't have a million, I'm happy to lend you some of mine to get up to a million. Right. But there's only so much bandwidth they can have. And so the second part is, is once they admit that that's a problem and they admit, um, that, or then they can realize that they need to, they can make this a priority one.”

013:09 “So we say, okay, we'll look real time in your calendar and say, Hey, okay, why don't we start with you? … Let's see what they will commit to because, if they're still blowing you off at that point, they won't even commit just you and them.”

15:33 “And if that kid, if they can't say, I think this is a great idea. Then it ain't gonna fly. And so one of the things that we talk about, and I think you probably do it too, is the person you're talking to… if they don't think it's a great idea to do it, then chances are, it's not going to happen.”

26:26 “So it really is all about that being intentional. Focusing on what your buyer cares about the most to see if you can make a match, but they got to take action as well to make a match a hundred percent.”

Where to find Brent:

• LinkedIn 
• Website

Where to find Walker:

• LinkedIn
• Twitter
• Instagram

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HIGHLIGHTS

00:44 National Screw Off Month: From Thanksgiving to January

03:45 Tip 1: Go through your dead files

05:44 Tip 2: Call your existing clients

08:45 Tip 3: Call and fire the customers that are time wasters

10:48 Tip 4: Reach out to your network

QUOTES

00:43 "National screw off month runs from about week of Thanksgiving until maybe the first week in January. So it's a special month. It's a long month. This is a time when a lot of salespeople... say nobody buys anything from Thanksgiving to Christmas or New Year's."

05:32 "If you've called somebody one time, it's no longer a cold call. And if they've talked to you one time, they're no longer a cold prospect, right? They're a warm prospect or at least a warm suspect.

05:50 "Call your existing clients, the ones that are right in your sweet spot, your deer clients. Call them. Get a report card for how you've been doing. It's questions like tell me something, have we helped you?"

09:02 "You've got some clients right now, some customers that are a pain in your butt, don't value you, cause a lot of drama, beat you up, don't pay on time, don't pay at all, always want low price, never happy. They're a customer service nightmare that make your heart sink whenever the phone rings. Bless them and release them." 

10:48 "Reach out to your network, to your referral partners, the people that send you business, that refer you business, that you refer them business to and find out how you can help them. Who are they looking for?"

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

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HIGHLIGHTS

00:58 A story of a man who hunts squirrels, deer, and elephants

02:50 See clients and prospects as any one of these animals

06:17 Dilute the elephants, find the deer, raise prices with squirrels 

09:42 Grab your customer list and identify the squirrels, deer, or elephants

10:20 4 questions to ask your deer clients

QUOTES

03:56 "The first thing that happens in the cycle of an elephant is, the first thing they'll do is go for scope creep, which means, hey, can you do this service for us at no extra charge?"

06:17 "I want you to consider anybody that's more than say 20, maybe 25% of your revenue, I want you to consider them an elephant. I don't want you to fire them necessarily, but I want you to know that those are ones you have to dilute." 

06:41 "Deer are the ones that are right in your sweet spot. You can handle them very well with the infrastructure that you had. Let's pretend you had somewhere in between 12 and, could be depending on your business, a hundred of them. You'd have a hell of a nice business."

07:16 "Deer, they need to be lots in your marketplace. They need to be easy to find. Doesn't mean they're easy to close, but they're easy to find. They work within their realm that you have. They're appreciative of what you have and it doesn't cost you a whole lot more money to take care of them."

08:14 "People are comfortable and are effective at referring you to people like themselves or smaller. So deer customers will refer you to other deer customers. Squirrels beget squirrels beget squirrels beget squirrels."

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

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HIGHLIGHTS

01:52 Deep conversations as a child caused Livi to grow up at an early age

03:06 Chicken Noodle Soup fan and taking initiative at 13

06:41 Living in alignment: Heal from your past, rewiring your brain, know your non-negotiables

09:23 How to know if you're in or out of alignment 

15:48 Livi's body telling her to take time for herself: A breakthrough, anxiety problems just before sleeping, taking a moment to pause

28:04 Final thoughts and how to reach Livi

QUOTES

07:54 "You need to know where your non-negotiables are. And I think that for life, for business, you have to know where you won't budge, where your core values are. One of the values I hold really dearly is honesty, I will not budge on honesty. If I have to lie to do anything, I'm out."

08:37 "Once you learn about your own emotions and how to convey them and how to create healthy relationships. You're able to live more as your full self, your loving self. And you're able to attract better people that are aligned with you in your life and you're able to create a life that's more aligned with you. Because you know how to express how you feel and that doesn't scare you."

14:52 "I think some people, there's just such a variety of the way people are built and mentally wired. I think college is great for some people, I just don't think it's my thing and I had the capability to be structured and opportunity to come in my life and it made sense."

17:12 "The way you're aligned to yourself, this is not an exciting thing. You are killing yourself, you need to chill out. And it was just my body trying to tell me, 'you haven't spent any time with us lately, we need you and you haven't done any hobbies.' I can't remember the last time I didn't work all weekend and it was my body telling me."

27:33 "It's gonna be really hard to reach your goals or actual things you want to achieve if you're not in a good space yourself. And you need to figure out how to be in a better place, and it s****, it's really hard and it hurts but man is it so good for you."

Where to find Livi:

• LinkedIn
• Instagram
• Email
• Podcast

Where to find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

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HIGHLIGHTS

01:14 The ending of a life: A desperate sadness that many can relate with

03:47 Mental illness caused a brutal back pain and terrible loneliness

06:31 Reaching out for medical help and taking medication

09:32 Mental stress affects everyone and is caused by many triggers

15:07 Someone who reveals their mental health problems needs your help

17:25 A career in sales is hard on mental health, so take care of yourselves

QUOTES

02:13 "When somebody said to me, how in the world could they do that? How selfish. I thought to myself, I know exactly how they could do that and why they would do that. And it scared the shit out of me."

06:37 "I don't know anything clinically about this anxiety, depression thing. I just know what I've experienced. But it's weird that one of the best cures for this that people say, get outside, do exercise, lift weights, go work on yourself. The problem with that advice I found, for me, was that I didn't want to do that."

11:42 "I've heard people say, not to me, but to other people you just need to snap out of it. Go have some fun. And the weird thing is you just can't. Somebody who's dealing with this shit just can't snap out of it, can't just go have some fun, because nothing feels like fun."

16:19 "Being depressed, anxious, where you're worried about everything, where you can't make decisions, where you're afraid, where you're up and your heart's racing. I mean, it's crippling, but there is help out there." 

18:06 "If you know somebody that's struggling with this, have patience with them and encourage them to go get help. If it's you yourself, have patience with yourself. Know that this is a phase. Go see your doctor to get through the phase. Since you can get back up on top to be your real self. We all want to be our real selves."

Where to find find Walker:

• LinkedIn
• Twitter
• Instagram
• www.walkermckay.com

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It's a Walker Rant: Why "no" is my 2nd favorite word in sales, plus why and how you should embrace it too!

LinkedIn

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www.walkermckay.com

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This week on the podcast, Walker talks through some ideas he has for scaling his business. 

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Twitter

Instagram

www.walkermckay.com

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Forrest Dombrow is Founder of Solve Sales and the author of Clone your Ace, a book that shows sales leaders how to duplicate their top salespeople's results in the rest of the sales team.

Forrest believes the right process can help mediocre salespeople grow to be excellent producers.

We also talk about the Zen of Selling and other cool stuff.

Listen. Rate. Review!

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