No BS Sales School

STOP WASTING TIME WITH BEING NICE. BE KIND AND GET IT OVER WITH As sellers, we often tend to keep saying things like YES, lemme help you, my pleasure, and many affirming statements. But do we really need to do that all the time? Why keep saying yes if it’s not gonna be a good fit after all? In this episode, Walker talks about the difference between being nice and being kind, and which one sellers...

SOLD ANY LATELY? Walker is down with some real talk today, saying that being a consultant doesn’t mean anything if you haven’t sold your service. He breaks down that no matter how brilliant an idea is, it means absolutely nothing if you don’t have people paying for it. Stop doing the easy things and start selling, get some tips from Walker in this latest episode of No BS Sales School.   NON-BS WOR...

DON’T BE SO EMOTIONAL! Welcome back to the Me vs. Me series. In this 2nd installment, Walker talks about emotions. It is right that every seller has to form a bond or relationship with his/her buyer, but it doesn’t mean you have to be emotional when the sale fails. Walker emphasizes that the goal of every sales call is to get a YES or a NO. Tune in as Walker breaks down more of this in the latest...

THE ONLY ONE WHO TRULY LIMITS YOU IS YOURSELF In this episode, Walker talks about his coaching call with a client who runs a marketing agency. He shares his findings that this client actually lacks the belief of putting up a higher price for his work. Walker discusses the importance of putting a price that aligns with what you believe you deserve. Learn more about making the price right in this la...

STOP BEATING AROUND THE BUSH Many sellers waste their time by just assuming that they can keep hunting down their prospects. Well, that doesn’t anymore. Walker emphasizes that it’s very important to just simply ask the prospect what the deal really is, if they are really willing to do some changes to solve their problems, ask when to call back, if not, don’t hold back and ask if you should ever be...

HEARING, LISTENING, ACTIVE LISTENING… THEY’RE ALL THE SAME RIGHT? NOPE, THEY’RE NOT. In today’s episode, Walker talks about the difference between the three and breaks down the types of listening, 1) Listening to Win, 2) Listening to Fix, and 3) Listening to Understand. Stay tuned to learn how each type of listening helps you win or lose a sale, and which one delivers the best value for your prosp...

Are you ready? Nope. That’s not the problem. ARE THEY READY? Sometimes, sellers are too eager and excited to make a sale, that all they are trying to do is to qualify a prospect, getting hellbent on pleasing them and getting a YES. However, some of these “buyers” are not really ready yet for the solution you are offering and end up empty-handed, and time wasted. Walker talks to us about the import...

KNOWLEDGE IS POWER, BUT GETTING DRUNK ON THAT POWER IS DANGEROUS Walker talks about product knowledge and what really matters the most by sharing a little story about a boy who’s good at asking questions, who got ruined after learning from product school. Walker emphasizes that no amount of product knowledge can make a sale if you don’t understand your customer’s needs. Understand more about why i...

PROSPECTING CAN BE TAKEN FOR GRANTED A LOT OF TIMES Many sellers would only focus on prospecting when they are either out of new clients to work on or when they are already on the brink of starvation. But these things can be avoided if we are consistently prospecting EVERY. SINGLE. DAY. Walker shares his 6 reasons why you should consistently prospect everyday. Learn all these 6 reasons in the late...

EXCUSES. EXCUSES. Have you ever experienced being given a bunch of excuses, postponing, delaying tactics, and falling for it?  STOP FALLING FOR THIS BS. Walker talks about calling it a NO. According to Walker, if it’s not a YES, it’s a NO. He further discusses how you can determine if it’s time to call it a NO, how you can properly end it with the prospect, and what’s next for you. Find out more i...

TODAY WE GO 3 ON 3. Are you thinking about getting a career in sales? Are you figuring out if sales is suitable for you? What are the things you get in sales other than a job and money? Walker talks about the 3 reasons you should get into sales, and the 3 reasons not to go into sales. Find out more about these reasons in this latest episode of No BS Sales School.   NON-BS WORDS TO THE WISE WALKER:...

WHAT ARE YOUR PLANS  TO HIT YOUR QUOTA THIS YEAR? HAVE YOU FIGURED OUT HOW YOU’RE GOING TO PROSPECT? Well, it’s your lucky day! Walker has a 3-way prospecting game plan to prospect his way to 2023, and he will be sharing it with us and breaking them down one by one so that we can all have a quicker prospecting season this year. Learn more about these 3 ways of prospecting by tuning in to the lates...

THERE ARE 2 THINGS YOUR PROSPECT HAS TO ANSWER FOR THEMSELVES Before you can ever sell to a prospect, he/she has to answer these two questions. The first question a prospect has to answer for themselves before any kind of sale is made is am I going to do something? The second question is what am I going to do? and most salespeople only focus on the second question. If you can help your prospect an...

HAVE YOU EVER WOKEN UP AND STARTED RANTING ABOUT YOUR MISERABLE LIFE? Are you a sucker for blaming everyone else except yourself? Do you spend most of your time whining and bitching about everything? If yes, then you might have the 47-year-old problem. Tune in as Walker talks about this problem and how you can get rid of it by cutting the excuses, getting in shape, moving forward, and taking respo...

ARE YOU ALL SET FOR THE NEW YEAR? One of the most important things to do with the upcoming new year is to plan ahead. Walker is here to give us some sure-fire tips on goal setting, not just for the new year, but for everything, you plan for. Tune in further as Walker talks about the importance of goal setting, how it’s done right, and what to do when you have setbacks, all these in the latest epis...

SELLING IS BEYOND THE REALM OF EMOTIONS In this episode, Walker explains why you should never let your emotions get the best of you when you are selling. Emotions will only lead you to react to a situation instead of thinking over it, and nothing’s better in emphasizing this than a good’ol story from Walker’s own experience. Find out more in this latest episode of No BS Sales School.   NON-BS WORD...

BE AT YOUR HIGHEST LEVEL ALWAYS In today's episode of the No BS Sales School podcast, Vaughn Granger and Walker discuss how to perform at the highest level consistently. Vaughn is an entrepreneur and sales guy who lives what he talks about, and in this conversation, he and Walker discuss how he turns 40 this year and his goal to be in the best shape of his life, find out more about Vaughn in this...

DON’T ALWAYS GO FOR A “YES”, GO FOR A “NO” How does Instant Gratification play out in sales? Walker answers this question by explaining that either a YES or a NO can give you instant gratification after every meeting or sales call. Walker discusses further that a NO is desirable depending on what you decided as your expected outcome for every meeting, so always set yourself to get a YES or a NO. L...

SALESPEOPLE SUCK AT BEING BUYERS. PERIOD. Walker takes us again on another ride as he explains how salespeople tend to be the biggest competitors to themselves, and it’s because they suck at being buyers. Tune in today and learn that being a good buyer who is capable of making decisions can help you become a good seller as well, in this latest episode of No BS Sales School.   NON-BS WORDS TO THE W...

JULIE BROWN: SHE KNOWS EVERYBODY In today’s episode, Walker welcomes Julie, an author and speaker who specializes in networking. In this conversation, she discusses her book This Shit Works, how she ended up with her tagline “she knows everybody”, and the importance of networking to someone’s career. So let’s all cut the BS and tune in to learn more in this latest episode of No BS Sales School.  ...

LET’S TALK ABOUT THE HOLIDAY SICKNESS, OR IN WALKER’S WORDS, THE NATIONAL SCREW-OFF MONTH Many sellers have this sickness where they tend to stop working on their deals, their pipelines, and even their plans once the last quarter of the year hits. Walker discusses the problem with this sickness and shares his own personal story where he learned to never slack off in the holidays because it’s gonna...

MOST SALES ADVICE OUT THERE TODAY IS OUTDATED, CHEESY, AND CAN EVEN KEEP YOU FROM GETTING THE DEALS Walker goes solo in today’s show, as he talks about some sales advice causing sellers trouble instead of success because of its outdated and cheesy nature. We will also be tapping into the problems with some clients and why there are times that we also have to decline them. Tune in and learn more ab...

Digging your way out of a dark place is challenging for everyone, so don’t ever think that you don’t have the strength to make it out. In this episode of the No BS Sales School, your host Walker McKay talks to Gabe Ricks of Fulcrum Risk Solutions about surviving the mental hardships of running your own business and making it through the challenges that come your way.    HIGHLIGHTS Your situation r...

Walker didn’t have the luxury of an actual sales education when he was starting out, so he went on to start the sales program that he wished he had. In this episode of the No BS Sales School podcast, your host Walker McKay talks about his humble beginnings as a seller, the horrible advice that passed as sales training during those days, and why he eventually started his own sales coaching program....

Most sellers are people pleasers. While this can help you be perceptive about the needs of your prospects, this can also translate into having a high need of approval, often to the detriment of the sales process. In this episode of the No BS Sales School podcast, Walker talks about separating your identity from your sales job, and why nobody wins if you can’t be honest with your prospect.    HIGHL...