You need a process for prospecting and my guest, Bob Howard, is an expert at creating prospecting processes. Bob is the founder and president of Contact Science. Contact Science helps companies design, implement and manage telephone prospecting programs that are custom to their specific prospecting challenges.

Bob and I talk about why a prospecting process is important and what you need to do to create one, and he’s sharing a great resource with the No BS Sales audience for free! Check out his Prospecting Efficiency Checkup that you can use in your prospecting process. Bob is an interesting guy, very fun to talk to, and definitely No BS!

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In this episode, Walker shares how buyers are manipulating you to get free information and what you need to do about it now to make more money and get your life back. It’s all about the process you follow, wittingly or unwittingly.

 

Show Notes:

The No BS Sales System Course

The No BS Sales System Course will launch on July 1 and is priced at $497, but I'm offering a deal to the first 10 people to reach out to me for $347. Only a few more slots left! Email me at [email protected] to get the discounted price.

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ou need to listen to this podcast to understand the power of opinions. By sharing what you think the correct solution is to your prospect’s problem before they know you truly get them and their situation, at best you will be doing free consulting. At worst, someone may think you are an idiot. Your job is to gather your prospect’s opinions before you share your own. In this episode, Walker shares a series of questions that will help you understand your prospect, and helps your prospect know you understand them.

 

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The No BS Sales System Course will launch on July 1 and is priced at $497, but I'm offering a deal to the first 10 people to reach out to me for $347. Only a few more slots left! Email me at [email protected] to get the discounted price.

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

Wendy Weiss is a pro ballerina turned pro phone prospector, and she’s the nationally acclaimed Queen of Cold Calling™. Listen to learn how Wendy trains sales teams to target the right audience, get their message on point, and to close for an appointment. She’s the founder and principal of Cold Calling Results in NYC, and the author of several books on sales and prospecting. Wendy is fun and funny and her style is absolutely NO BS!

Also be sure to check out her 2 Ebooks:

The Cold Calling Survival Guide ($27 value). Start setting appointments with highly qualified prospects in the next 24 hours! Soon you’ll be wondering how you ever survived without it! Download your complimentary copy here:

https://wendyweiss.isrefer.com/go/CC-911/WM/

 

A Practical Guide to Getting Sales Teams to Prospect

Discover How to Jump-Start Your Sales Team’s Prospecting

Too often, sales reps fail because they can’t (or won’t) generate enough leads to build their pipeline. Wendy shows you how to jump-start your team’s prospecting and have them scheduling new business appointments right away. Get your complimentary copy here:

https://wendyweiss.isrefer.com/go/CCMANAGERS2013/WM/

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My guest today is Christine Schlonski, “Queen of the Sales Success Mindset.” Listen to learn some top notch mindsets that will help you improve your approach and results in sales and in life. Christine is the creator of Heart Sells Academy, a coaching program for sales professionals. She is a great guest and absolutely No BS!

Podcast

Heart Sells Podcast

 

Social

Facebook: @IamChristineSchlonski

Twitter: @newsalesmindset

YouTube: Christine Schlonski

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My guest, Karen Briscoe is a top notch salesperson, entrepreneur, and author. She tells you how you can spend just 5 minutes per day to dramatically improve your business and life. Karen is the principal of HBC Group KW, a Keller Williams office in Northern Virginia. Last year, they sold $90 mm in homes and other real estate. She is fun and real. Take 25 minutes to learn how 5 mins per day can change your life! No BS.

To learn more about Karen’s 5 minute strategies, dive into her books, check out her podcast, and connect with her on social!

 

http://www.5minutesuccess.com/

 

Books

Real Estate Success in 5 Minutes a Day

Commit to Get Leads:  66 Day Challenge®

Flip Time / Love Life:  A Heroine's Journey

 

Podcast

5 Minute Success – The Podcast

 

Social

Facebook & Twitter: @5MinuteSuccess

Instagram: 5_Minute_Success

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Today’s podcast is a rant. Warning: Lots of cussing. NSFW, NSFYC. I am sick and tired of people using the excuse that “sales is all about the relationships” and therefore they can’t just go get business b/c they have to make friends first. It’s a cop out. Its BS. Don’t fall for it.

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Walker shares some hard learned lessons from recessions past and some things you need to know to not only survive, but thrive in today’s strange environment. He talks about the importance of prospecting now and specifically how to do it so you can build trust more quickly and not come across as tone deaf. 

 

Walker also mentions the No BS Behavior Tracking worksheet that you can download for FREE if you subscribe to the No BS Sales mailing list.

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My guests this week are Tracie Broom and Debi Schadel, founders and partners at Flock and Rally, a digital marketing and advertising agency. I want you to listen b/c they have a cool entrepreneurial journey and b/c they talk a lot about how to pick an agency to help you grow your business.

 

These two entrepreneurs are smart and fun to be around. Definitely No BS!

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Deb Calvert is the President of People First Productivity Solutions, has written several books on sales, and was named as one of the “65 most influential women in business.” Listen to this episode to learn the 8 purposes of asking questions. Deb has done a ton of research with buyers and sellers and shares great insight. Deb is great and NO BS

“Stop Selling & Start Leading” – Order your copy today

“Discover Questions” – download the first chapter here

Let me know what you thought of the episode -- leave a review on your podcast or reach out on social. Let's talk about it! @walkermckay on IG & Twitter https://www.facebook.com/coachwalkermckay https://www.linkedin.com/in/walkermckay/ http://www.nobssalesschool.com/

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