No BS Sales School

Recent supply chain issues have made salespeople complacent. Just because demand is higher than current inventory doesn’t mean you should stop prospecting! In this episode of the No BS Sales School podcast, Walker talks about having the urgency to prepare for the next economic cycle. Because nobody knows what’s next, but it probably won’t be for the better.  HIGHLIGHTS You should definitely be pre...

Networking events are often a waste of time. Usually, it’s just an excuse for salespeople to hang out, drink free beer and pretend that they’re working. That being said, if you have a plan, it is possible to get business from these events. In this episode of the No BS Sales podcast, Walker McKay talks about the kinds of people you should meet, the right state of mind to have, and what you should l...

Deals fall apart all the time, but that doesn't mean they hurt any less. In this episode of the No BS Sales School, Walker talks about getting over the frustration of losing a deal, and making sure that your pipeline is healthy enough to cushion the impact. As long as you're setting more appointments with the correct mindset, you'll probably be just fine. HIGHLIGHTS Sellers lose deals all the time...

Most people know that LinkedIn is a powerful tool to find, connect, and engage with your prospect clients. What most people miss is how to do it in a way that actually gets you results. In this episode, Walker talks to LinkedIn expert and the founder and Principalof McMillion Consulting, Lindsey McMillion Stemann to reveal how she actually uses the platform, and how you can replicate her success. ...

In this episode of the No BS Sales School podcast, Walker shares two lessons in sales which if applied correctly, are game changing advice. Stop relying on old cliches that don’t work or may even negatively impact your bottom line. This is the correct way to sell: the No BS way.  HIGHLIGHTS The customer is not always right  Always ask for something return Be the guide, not the hero Always listen t...

In any sales situation it’s always good to come prepared. And there’s no better way to do that than to arm yourself with everything there is to know about your product. However, try not to overdo it. In this episode of the No BS Sales Podcast, Walker warns sellers about bombarding their customers with too much information about the product or service that they’re selling instead of letting them te...

In case you’re wondering, it’s not the economy: it’s you. You and your lack of commitment to success is the only thing standing between you and success. In this episode of the No BS Sales School podcast, Walker talks about pursuing your dreams by committing yourself to it with everything you’ve got. There’s no sugarcoating it: there will be a lot of setbacks, it’s going to take longer than you’ve...

Maybe it’s true that nobody buys during the holidays, but that doesn’t mean that you can stop selling. The work you do (or lack thereof) from Thanksgiving all the way to the end of the year will dictate how well you do during the first quarter of next year. So before you decide to take it easy, heed Walker’s warning first and maybe you won’t have to learn the lesson like he did.  HIGHLIGHTS The wo...

As you try to rack up your sales numbers, it can be tempting to say yes to everything to seem nice and accommodating as a seller. However, as Walker demonstrates, this can do more harm than good in some situations and should be avoided. In this episode of the No BS Sales School podcast, Walker talks about the pitfalls of being nice, and advises us sellers to be kind instead.  HIGHLIGHTS Being nice...

The best way to deal with any form of anxiety is to understand your triggers in a way that allows you to address them fully. In this episode of the No BS Sales School podcast, Walker breaks down the three main triggers of sales anxiety, and what you can do to deal with them.  HIGHLIGHTS Sales demands constant personal improvement  What triggers anxiety in sales, and what you can do about it Don't...

The way you are now can drastically improve if you just work on getting one percent better each day. In this episode of the No BS Sales School podcast, Walker shares about the lessons he gained from his dad on developing a growth mindset and having an endless curiosity and desire for learning.   HIGHLIGHTS The growth mindset vs fixed mindset Reflections on what Walker's dad taught him It's not too...

One of the most important ways to preserve your value is to not give them away. Creating a proposal is hard work, so don’t hand them out for free. In this episode of the No BS Sales School podcast, Walker talks about being skeptical of your customers to avoid getting tricked into doing free work.  HIGHLIGHTS Never give out a free proposal  Be aware of your buyer's decision making process You can't...

Technology has allowed us to network despite the circumstances that the COVID-19 pandemic has put us in. But with the world opening up gain, it’s time to do networking the old way again. If you feel like you’ve gone rusty, Walker shares some tips on how you can exercise the networking muscle again so that you can get back on the road in no time.  HIGHLIGHTS We need to do networking the old way aga...

If you ever find yourself getting aggressive in a sales deal, you’re probably already losing control. This is your cue to reel it in. In this episode of the No BS Sales School podcast, Walker McKay talks about having the  cojones to walk away from any sales deal, especially if it looks like the customer is just looking for free consultation. Don’t fall into the trap of the buyer’s process. Keep ca...

In this episode of the No BS Sales School podcast, Walker talks about shutting off the news to focus on something more productive. If you can’t do something about it, you might as well tune it out because you’re just wasting your precious time. Even worse, subscribing to the endless cycle of negativity can distract you from running your business. Go pick up a book, listen to a podcast, or actively...

You worked hard all year, and you’ve earned enough to cover the bills. You’ve even saved some for a rainy day, and then some. What do you do with the extra money that’s now burning a hole in your pocket? Here’s something you should do: take some time off. Everybody needs a vacation, and if you’ve earned it, then you should take it.  In this episode of the No BS Sales School podcast, Walker McKay t...

The first thing that a salesperson needs to do is to believe in their product and their company. But what happens when you end up working with one that is going through some rough patches? It might be tempting to not go all out in selling your product for fear of disappointing your prospects. However, Walker argues the opposite of that.  In this episode of the No BS Sales School podcast, Walker Mc...

In this episode of the No BS Sales School podcast, Walker McKay talks about a few surefire ways to gain trust from prospects. Gaining trust can be a long and arduous process, but Walker boils it down to one thing: just listen. Ask, don’t tell. They’re the hero of their story, not you.  HIGHLIGHTS It's easier to lose trust than it is to gain it You need to earn the right to provide a solution  Cond...

In this episode of the No BS Sales School podcast, Walker McKay talks about keeping your opinion and emotions out of the sales pitch. Sure, you need to believe in your product first, but the customer doesn’t care about the seller’s opinion. To get around this fact, Walker proposes an alternative solution to help avoid unnecessary confrontation and improve how a customer receives information from y...

In this episode of the No BS Sales School podcast, Walker McKay talks about speeding past rejections and not turning back. As  a seller, you can only control 50% at best of any sales outcome, and getting a string of NOs doesn’t always mean that you’re a bad seller. However, getting several YESs doesn’t always mean that you’re excellent either. Walker also talks about keeping your emotions in check...

In this episode of the No BS Sales School, Walker McKay talks about why you shouldn’t be worried about recessions and depressions too much. Walker argues that they are just business cycles but they don’t necessarily spell doom for you as long as you keep working. It’s just change: just figure it out, stop complaining and you’ll be okay.  HIGHLIGHTS The news is junk food: stop consuming it Plenty o...

In this episode of the No BS Sales School, Walker McKay talks about making sure that you’re not spending too much time on relationships that don’t make you better for it. The old adage “Birds of the same feather, flock together” may sound cliche, but it’s true: the people you hang out with affect your life tremendously. Their energy becomes your energy, their truth becomes your truth. Your front r...

In this episode of the No BS Sales School, Walker McKay talks about standing out from your competition by being skeptical. Fact is, most people are not ready to buy from you and it’s logical that you prioritize those who are. However, being skeptical also allows you to be more honest with your clients by pointing out why they may not be the right fit. If they’re not ready to buy from you, then at...

In this episode of the No BS Sales School, Walker McKay talks about determining whether you really have an entrepreneurial spirit or if you just have a business idea. He argues that running a business entails sacrifice and an entirely different skill set than holding down a corporate job with benefits and a stable paycheck.  The only real way to know is to go out and sell something, so go do it. A...

In this episode of the No BS Sales School, Walker McKay talks about how we should be more comfortable with making yes or no decisions. Walker argues that sometimes, pushing a prospect to say no is more beneficial for all parties involved than needlessly prolonging a sales cycle. If the customer is not a good fit for you, then it's better to move on to the next one instead of spending more time on...