No BS Sales School

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...

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...

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...

In this episode of the No BS Sales School podcast, Walker gives excellent points on why you shouldn't be doing free consultations anymore. While it can be an effective marketing tool, giving away free information hurts your business because it devalues your products and/or services. As an alternative, Walker talks about a way to gauge your customer's commitment that also allows you to get somethin...

In this episode of the No BS Sales School podcast, Walker talks to Jason Marc Campbell. Jason talks about selling from a place of love, what it means, and why doing so helps create a more efficient and fair marketplace for all. For him, sales is an exchange of energy, and if nothing else, that energy should come from a place of caring about its impact to the buyer, to you, and the world at large. ...

Despite what some self-styled sales experts say, outbound sales is not dead, it is very much alive and should be a part of any good sales strategy. In this episode of the No BS Sales School podcast, Walker McKay talks to MonsterConnect founder and CEO Brad Seaman. Brad talks about the importance of doing research before doing cold-calls and finding out what your prospect really cares about. The mo...

In this episode of the No BS Sales School with Walker McKay, Walker talks to psychiatrist Dr. Raynia McGee about a mental condition that Walker himself lives with: Attention Deficit and HyperActivity Disorder (ADHD). They go through the tell-tale signs of ADHD, its causes, and how people living with the condition can best address it. Dr. Raynia and Walker also talk about some of the ways that mana...

In this episode of the No BS Sales School with Walker McKay, Walker talks to performance psychologist Dr Robyn Odegaard. Robyn is an expert on performance psychology, and offers us insight into why we make excuses. For Robyn, making an excuse is part of the human condition. However, he also contends that this instinct can be controlled via intensive therapy from an expert coach.  HIGHLIGHTS A trau...

In this episode of the No BS Sales School with Walker McKay, Walker talks to sales coach Justin Cunningham. Justin talks about how he shifted from a life in entertainment to marketing and sales. Justin also talks about his sales philosophy called ‘Connect and Solve’, which is centered around finding solutions to solve a client’s problems, instead of persuasion.  In another life, Justin was a famou...

HIGHLIGHTS From communications to recruitment  Jumping ship to entrepreneurship  Are employees nowadays just lazy and entitled? Employers need to move fast to secure qualified talent Setting expectations is key in the recruitment business QUOTES Erin : "I think that the perception is that people are just choosing not to work, but that's not my experience when I talk to candidates. I think that the...

HIGHLIGHTS Warn client that the incumbent that you just replaced may call them  Address buyer's remorse before it comes  Prepare them for possible issues with implementation  QUOTES Walker : "Nobody likes change. How are you gonna handle it when they give you blowback and say, hey, we don't like this. We don't want to do this, we think this is a bunch of crap. Get them prepared for that. Tell them...

HIGHLIGHTS Sell today, educate tomorrow  Look for confirmation along the way  Ask for feedback using the 10-scale  QUOTES Walker : "Remember, before you give something, get something in return." Walker : "Hey, look I'm happy to talk to you about price. Let's pretend we agree on price, that you're okay with it. What do you see happening next? Because I want to find out, is there a hidden decision m...

HIGHLIGHTS Close the deal before you present your solution Confirm what you've heard them tell you Use their language to show that you're paying attention If they're not committed, you ain't going to fix it Take no pressure, give no pressure QUOTES Walker : "What we're closing for is not for a purchase. That comes later. That happens more organically. What we're closing for is a decision: yes or n...

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 littl...

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...

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...

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...

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 i...

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 n...

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...

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 e...

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 j...

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 y...

HIGHLIGHTS Concept of rescue Go in humbly and act as if it hurts you just as badly. Be open with people and don’t be defensive.  Let them get their emotions out and don’t take it personally. QUOTES Walker : "When you gotta deliver bad news, act like it hurts you worse.” Walker : "Take responsibility. Act like it hurts. Don’t get upset with your prospects if they get upset with the problem. Remembe...

HIGHLIGHTS Networking is a lost art To give is better than to receive Be sincerely interested in people The present, past, and future are good conversation starters Look forward to helping people QUOTES Walker : Pick up the phone. Remember that thing that you look at Snapchat on? Pick up the damn phone and call somebody. Pick up the phone and say 'Hey John, Hey Susan, you know I've known you for 6...