Sales expert Walker McKay joins Fire at Will to talk about why most salespeople approach selling the wrong way. He shares why skepticism beats optimism, how to handle rejection like a pro, and why you need to stop convincing and start qualifying. If you’ve ever struggled with closing deals, getting ghosted, or feeling stuck in the sales process, this episode will change how you think about selling forever.

01:45 Walker’s book

03:17 The True Source of Self-Worth

06:15 Harnessing Rejection

08:24 Thinking Well About Sales

13:53 The Role of Skepticism In Sales

20:26 What Sales Is and Is Not

29:58 It’s Not About You

32:54 The Danger of Making Excuses

39:21 The Gift of A Mentor

42:42 Final Takeaway

Filmed and recorded at the 9/8 Central Studio in Greenville, SC. Learn more about our video podcast studio.