Introduction
Walker McKay is the host of the NO BS Sales School Podcast, a podcast for entrepreneurs and salespeople who want to master the skill of selling without all the BS. In this episode, he shares his experience of mentoring a rising junior at The Citadel named Ryan Lester, who got a summer job in sales by cold calling B2B companies in Columbia, South Carolina.
Overview
In this episode, Walker McKay talks about the importance of sales and how young people can develop the skills to become successful salespeople. He shares his insights on cold calling, mental toughness, and how to approach business owners as an equal.
Timestamped Chapter Summary
- Introduction to Ryan Lester and his story (0:00:05)
- Walker's offer to mentor young people who want to learn about sales (0:01:38)
- The entrepreneurial mindset of young people and their desire to run their own businesses (0:02:56)
- The goal and purpose of a cold call (0:03:51)
- Seeing yourself as an equal to the business owner (0:04:21)
- Mental toughness and the importance of handling rejection (0:05:08)
- The power of storytelling in sales (0:06:18)
- The importance of listening and asking questions (0:07:22)
- The difference between selling and helping (0:08:10)
- The importance of building relationships and following up (0:09:10)
- The role of technology in sales and the importance of using it effectively (0:10:18)
- The importance of having a process and a plan (0:11:36)
- The role of mindset in sales and the importance of staying positive (0:12:41)
- The ideal length and content of a voicemail message (0:05:24)
- The importance of confidence and making the dials (0:06:02)
- The value of being a doer and not just a talker (0:06:34)
Quotable Phrases
- "The goal of a cold call is solely to get a meeting." (0:03:51)
- "You've got to see yourself as an equal." (0:04:21)
- "No's are great." (0:05:08)
- "People buy from people they like and trust." (0:06:18)
- "If you're not asking questions, you're not selling." (0:07:22)
- "You're not selling, you're helping." (0:08:10)
- "Follow up until they buy or die." (0:09:10)
- "Technology is a tool, not a crutch." (0:10:18)
- "If you fail to plan, you plan to fail." (0:11:36)
- "Your attitude determines your altitude." (0:12:41)
- "If you sound all wishywashy and candy ass, you won't get a call back." (0:05:24)
- "I would rather have somebody who will make the dials, who has shitty, I mean just freaking terrible approach than somebody who is a killer classroom giver back classroom stud who can tell everything, how the great techniques and then they don't pick up the damn phone." (0:06:02)
- "There are a lot of people like that, a lot of empty suits out there, boy. They got all the technique, but they never pick up the damn phone." (0:06:34)
Conclusion
In this episode of NO BS Sales School Podcast, Walker McKay shares his experience of mentoring a young salesperson and offers to mentor other young people who want to learn about sales. He emphasizes the importance of mental toughness, storytelling, listening, and relationship-building in sales. He also stresses the role of technology, planning, and mindset in achieving success in sales. Additionally, he provides valuable insights on the ideal length and content of a voicemail message, the importance of confidence and making the dials, and the value of being a doer and not just a talker.
Where to find Walker:
TAGS: No BS Sales School, Walker McKay, sales, self-talk, growth, mindset, motivation, development
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