No BS Sales School

As sellers, we've often heard of the saying, “Never take no for an answer.” Unfortunately, this is actually bad advice. A lot of the time, getting a no makes perfect sense because not everyone will buy from you. In this episode of the No BS Sales School podcast, your host Walker McKay talks about the harm of misplaced persistence, when to take no for an answer, and how to regain control as a selle...

Most people, but sellers in particular, are afraid of silence because it makes us uncomfortable. This discomfort often leads us to try and talk more to ‘take control’ of a conversation. If you’re a seller, try not to give in to this temptation. Because the moment you start talking more than your client, you will have already lost the deal.  In this episode of the No BS Sales School podcast, Walker...

Most people will not be ready to buy from you, so don’t pressure them to say yes. However, that doesn’t mean you should be sheepish about asking them to make a decision.  In this episode of the No BS Sales School podcast, Walker McKay talks about shortening a needlessly long sales cycle for the good of both you the seller and the customer as well.    HIGHLIGHTS Time kills deals  Your sales cycle i...

The cold, hard truth is that what you’re selling is not unique. In fact, there’s probably dozens of other products and services in the market that do the same exact thing. Therefore, the only way to differentiate yourself as a seller is the way you engage with your customers.  In this episode of the No BS Sales School podcast, your host Walker McKay gives some tips on how to differentiate yourself...

Sales is a lot like hunting for food; you don’t want to depend on squirrels that take too much work but yield little meat, nor should you always aspire for elephants because you might not have the capacity to handle them alone. In this episode of the No BS Sales School podcast, Walker argues that you should go for deer: they are easier to hunt than elephants, and they yield a lot more meat than sq...

You’ve got your vision, you’ve sorted out your attitude. Now you need to define your approach. In this episode of the No BS Sales School, Walker talks about having a well-defined strategy to guide you and your sales team towards success so that no matter the situation, you have a way to get to your ideal outcome. Whether it’s closing the deal or disqualifying an unfit prospect early on so as not t...

Believe that you can, and you’re already halfway there. In this episode of the No BS Sales School podcast, Walker McKay talks about working on the one thing that holds most people back: their attitude. While most people complain about external factors for their own predicament, Walker insists that we look inward and find confidence within. Tune in to listen to Walker’s tips on changing your mindse...

Success in sales does not fall from the sky nor does it grow on trees; you need to work hard and work right. But first, you need to know why you want to succeed. In this episode of the No BS Sales School podcast, our host Walker McKay invites us to refine our vision and goals for the future by going beyond the numbers and using that to propel us forward into doing the hard work and perfecting the...

The unfortunate truth is that your prospects, even those that reached out to you first and seemed to be very enthusiastic, are taking advantage of you. It doesn’t mean that they’re bad people, it’s just the way they were taught to buy by countless generations of bad sellers and their slimy tactics. It’s time we sellers correct this situation.  In this episode of the No BS Sales School podcast, Wal...

Get rid of the 'About Us' section in your slide deck. Nobody cares about your company history, and the whole point of selling is not about you anyway. In this episode of the No BS Sales School, our host Walker McKay turns the sales process upside down with this one piece of advice: don’t educate your customer before you see a signed check. Ask questions, tell them stories of a similar situation an...

Even the most positive prospects, the type that come running to you and say that they are ready to buy are not always qualified to actually buy from you. Maybe they’re not the real decision-makers, they don’t have the purchasing power, or maybe they’re just shopping around. In this episode of the No BS Sales School, Walker talks about always slowing your prospect down and assuming that there’s a p...

Many sellers feel squeamish at the prospect of getting rejected, so much so that they’re willing to waste precious time and effort delaying the inevitable. For Walker, it’s always better to get the rejection sooner than later, saving both the seller and the prospect time and effort. In this episode of the No BS Sales School podcast, Walker talks about making your intentions known, not being afraid...

As inflation drives prices up, sellers are hearing the objection “your price is too high” more and more. Given this reality, sellers might find it difficult to meet their quota. Thankfully, this isn’t Walker’s first rodeo. In this episode of the No BS Sales School podcast, our host Walker McKay offers several ways to overcome this objection, and why it’s almost always never just about the price. ...

In this episode of the No BS Sales School, our host Walker McKay and David Senra continue talking about the life of successful founders, specifically Sam Zemurray of the United Fruit Company. He also talks about the virtue of putting the work in, and being conscious of the bad and good about the founders who’ve also committed mistakes in the name of growing their business.    HIGHLIGHTS How Sam Ze...

In this episode of the No BS Sales School, our host Walker McKay and David Senra continue their conversation about biographies. David zeroes in on the rapper and businessman Jay-Z, who believed he could make it in the music business before anybody else did. David also talks about how biographics are actually treasure troves of knowledge accumulated across lifetimes, all yours for the taking.    HI...

Combining his love for learning new things and uncovering the secrets of successful people, David started the Founders podcast where he reads and analyzes the biographies of several successful entrepreneurs such as Steve Jobs, Bill Gates, and more. In this episode of the No BS Sales School, our host Walker McKay talks to David about his fascination with biographies, and how it has allowed him to u...

Even the best sellers have their own horror stories about the time they lost a deal that they were counting on, or that they thought were already good as closed. Even the best fall down sometimes. But what matters is how we get up and what we do so that it doesn’t happen again. In this episode of the No BS Sales School podcast, our host Walker McKay shares a personal story about a sales deal that...

When he quit his job in the real estate business to strike out on his own, Walker recalls that he knew nothing of what lay ahead of him as an aspiring entrepreneur. Thankfully, after a period of uncertainty he eventually figured things out, but not on his own.  In this episode of the No BS Sales School podcast, Walker shares the six most important lessons that he has learned in the past eight year...

We all have a vision of where we want to be in the future, but not everybody has the willingness and tenacity to do whatever it takes to reach that destination. Unfortunately, while some decisions might make sense in the short-term might end up hurting us in the long term. In this episode of the No BS Sales School podcast, our host Walker McKay talks about the 47-year old problem, envisioning your...

SHOW SUMMARY Working in sales or running a business (or both) is incredibly stressful. In this kind of work, having a sound mind and body is important to achieve your goals and enjoy the fruits of your labor. The question is, how do you begin healing? In this episode of the No BS Sales School podcast, Livi Redden joins our host Walker McKay about mindfulness, healing, and why living in alignment i...

SHOW SUMMARY The hallmark of a great seller is in the ability to keep emotions out of every sales deal. This type of seller knows that a string of rejections only means that they are separating the grain from the chaff. Because they spent their time building a healthy pipeline, they are confident that they will eventually get to the right clients and will waste no time with those that aren’t the r...

SHOW SUMMARY The step to addressing a problem is to admit that there is one. If you had a physical ailment, you would have no qualms seeking medical attention. Unfortunately, this is not always the case with mental health issues.  In this episode of the No BS Sales School podcast, Walker talks about seeking professional help to address your mental health problems. Despite the good progress that ha...

To do sales is to help people, but you don’t necessarily need to be the hero who saves everyone. Instead, you need to be the guide that helps people find the appropriate solution for their problems. In this episode of the No BS Sales School podcast, our host Walker McKay continues his conversation with Rob Napoli about listening to the customer carefully, whether you’re selling a product to solve...

If there was only one sales advice that you could take with you, let it be this: don’t make it about you. In this episode of the No BS Sales Podcast, Walker talks to entrepreneur, podcaster, and author Rob Napoli about forming healthy business relationships, practicing the giver mindset, and putting your client first.  Whether you’re a seller trying to meet quota or a new entrepreneur learning the...

It’s the cold, hard truth: most people aren’t qualified to buy your product or service. Maybe they’re just not in enough pain, or they may not have the buying power yet. So why treat every single prospect with equal effort and time? In this episode of the No BS Sales School podcast, Walker talks about the need for sellers to be better at disqualifying prospects and what to do to keep your pipeline...