In this episode of the Creative Potential Podcast, host Chris Decker speaks with sales expert Walker McKay. They discuss the importance of developing a healthy business relationship with clients rather than seeking friendships. Walker outlines a four-step process commonly experienced in consultative sales, emphasizing the need to set boundaries and manage expectations to avoid free consulting and failed deals. They share personal stories, highlighting the importance of recognizing when a prospect is not the right fit and how to regain control by professionally closing files. Walker also introduces his book, which conveys his sales philosophy of 'Some will, some won't, so what? Who's next?'
KEY TAKEAWAYS
- Healthy Business Relationships Over Friendships: Walker McKay emphasizes the importance of developing professional, healthy relationships with clients instead of seeking personal friendships. This approach keeps the business dynamic clear and productive.
- The Four-Step Process in Consultative Sales: Walker outlines a four-step process for consultative sales that helps professionals navigate client interactions. The focus is on managing expectations, setting boundaries, and avoiding offering free consulting.
- Setting Boundaries and Managing Expectations: It’s essential to set clear boundaries with clients to prevent the situation from devolving into unpaid consulting. Managing expectations early in the process helps avoid failed deals.
- Recognizing Bad Fits and Closing Files: Knowing when a prospect isn't the right fit is critical. Walker shares the importance of professionally closing those files and moving on, rather than continuing to pursue non-ideal clients.
- Walker’s Sales Philosophy: He introduces his book and sales philosophy: “Some will, some won’t, so what? Who’s next?” This mindset helps to stay focused and avoid frustration after a failed deal.
QUOTES
- “You can breathe. It's a beautiful moment because you were honest. Honest. You don't have to compromise.”
- “We’ve got to manage people’s expectations. We have to set boundaries and manage expectations about everything…”
- “One of the things that’s very empowering is to recognize at the beginning of your sales call that there should be a decision made at the end about something.”
- “I believe a lot of times trust isn’t earned. I think trust is given and I’m just going to assume people give me trust.”
- “If they trusted you completely, surely they could do that.”
- By selling, using the No BS process that I created, it gets some power back, right, it makes it a whole lot more fun, you’re not victimizing yourself anymore, you're not becoming a victim.”
Connect and learn more about Walker McKay.
https://www.linkedin.com/in/walkermckay/
Timecodes
00:00 Introduction to Creative Potential Podcast
00:34 Understanding Business Relationships
01:10 A Fun Failure Story
02:00 Introducing Walker and His Sales Methodology
04:25 The Four-Step Sales Process
10:49 Building Genuine Business Relationships
19:14 Setting Boundaries and Managing Expectations
24:20 Conclusion and Final Thoughts
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