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Walker McKay

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No BS Sales School
No BS Sales SchoolThe Sales Closing Mistake That Makes Prospects Walk AwayMost salespeople are taught to push for the yes.And that’s exactly why prospects push back.In this episode of No BS Sales School, Walker McKay breaks down one of the most overlooked principles in modern selling: giving your prospects agency.Nobody wants to be cornered. Nobody wants to be pressured. And when prospects feel forced, they walk. Even if your product is great.Walker explains why outdated pressure tactics damage trust, ruin your reputation, and quietly kill deals before they ever close. You’ll learn:Why...
2025-12-1307 minNo BS Sales School
No BS Sales SchoolSome Will. Some Won't. So What. Who's Next?In this episode of No BS Sales School, host Walker McKay announces that he has finished a project he's been working on for three years: writing a book! Walker talks the audience through the WHY behind his book, what the book covers, and where to purchase.Buy the Book Here:https://www.amazon.com/dp/B0DMFQ7TB6 WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http...
2024-11-1907 minNo BS Sales School
No BS Sales SchoolTeaching an Engineer to SellIn this episode of No BS Sales School, host Walker McKay teaches the audience how to "ask, don't tell". Walker talks through three levels of questioning strategies to use in a sales call. By getting to the problem and the personal impacts of the problem, you can begin understanding your potential clients on a deeper level. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our...
2024-10-2212 minNo BS Sales School
No BS Sales SchoolHow to Get a Report Card from Your ClientIn this episode of No BS Sales School, host Walker McKay addresses one common fear with clients.. "What if they think they don't need me anymore?" Walker walks the audience through some practical steps and questions to getting honest feedback from clients. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.
2024-09-0509 minNo BS Sales School
No BS Sales SchoolYou Can't Convince Your ProspectsIn this episode of No BS Sales School, host Walker McKay walks the audience through three questions to ask as a sales person. In the third tier of questions, Walker emphasizes arguably the most important thing you can find out: your potential client's opinions about their current situation. What are the emotional, compelling reasons that they MUST make a change? WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com ...
2024-08-2708 minNo BS Sales School
No BS Sales SchoolHow to Break the Norm with Cold CallingIn this episode of No BS Sales School, host Walker McKay walks the audience through a coaching call on cold calling. His specific client, like most of us, was tired of sounding like every other sales guy. Want to start switching it up? Tune in to hear a few ways to conquer the daunting task of cold calling. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information...
2024-07-3008 minNo BS Sales School
No BS Sales SchoolOvercoming Roller Coaster PerformanceIn this episode of No BS Sales School, host Walker McKay walks the audience through a problem someone recently reached out to him about. He answers the question by reminding sales people that they always need a very strong 'why' to keep making progress. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.
2024-07-2506 minNo BS Sales School
No BS Sales School2 Questions a Prospect Must Answer Before They BuyIn this episode of No BS Sales School, host Walker McKay talks about why people buy. By using a personal example, Walker emphasizes his point: buyers buy emotionally not logically. As a sales person, it's crucial to understand two questions that a buyer must answer before they will actually buy from you. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of...
2024-07-2305 minNo BS Sales School
No BS Sales SchoolBeing Too Smart is Costing You MoneyIn this episode of No BS Sales School, host Walker McKay walks through a concept he calls the dummy curve. The dummy curve often happens when someone spends too much time on product information, and not enough time on the person and the problem they're trying to solve. Tune in to hear the story of how this played out for a young man at his first job. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an...
2024-07-1609 minNo BS Sales School
No BS Sales SchoolGet Out of Your HeadIn this episode, host Walker McKay walks the audience through a recent Linkedin question he received. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.
2024-07-1107 minNo BS Sales School
No BS Sales SchoolDouble Your Income With This One ChangeIn this episode, host Walker McKay introduces the concept of pay time. He urges the audience to focus in on pay time activity, the activity that ACTUALLY makes money and brings in business. What are those for you? Tune in to this episode to hear about how to identify these income producing activities. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use...
2024-07-0908 minNo BS Sales School
No BS Sales SchoolIf You Own a Business, You Need to Know How to SellIn this episode, host Walker McKay takes the audience through a conversation he had recently with an overwhelmed business. After wanting to hire sales people to solve the problem, Walker shared what may sound like shocking advice: Don't do it! He boldly encourages business owners to learn how to feel confident selling before passing the role to someone else. WHERE TO FIND WALKER: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for...
2024-07-0205 minNo BS Sales School
No BS Sales SchoolWhat's Your Time Worth?In this episode of No BS Sales School, host Walker McKay helps differentiate between what's worth your time and what's not. As a business person, one of the worst things we can do is try to do it all. Instead, learn to delegate and do work that is truly worth your time and generating the revenue you're capable of. Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for...
2024-05-1607 minNo BS Sales School
No BS Sales SchoolQuestions From a LawyerIn this episode of No BS Sales School, host Walker McKay wants to help the audience stop having BS conversations. He shares with the audience two questions to figure out if the client even needs to make a change. What do they think about their current situation? Walker walks through a specific scenerio with a lawyer, sharing exactly how to ask the right questions and help your client think for themselves. Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com...
2024-05-0913 minNo BS Sales School
No BS Sales SchoolYou've Overcorrected: How Salespeople Have Missed the MarkIn this episode of No BS Sales School, host Walker McKay suggests that one of the worst things we can do in sales is to overcorrect. We often overcorrect from the sleezy, pushy sales guy to the wimpy guy that has no backbone. That’s not sales; that’s order taking! This episode encourages listeners to be okay with being direct and see how it increases value for yourself and the company you work for. Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https...
2024-05-0709 minNo BS Sales School
No BS Sales SchoolHow to Turn Conversations into ConversionsIn this episode of No BS Sales School, host Walker McKay dives into the concept of sales reluctance. He encourages the audience to skip the BS and simply be more direct. After sharing two scenerios, Walker gives the audience some direction on how to get past sales reluctance and stop unnecessarily lengthening your sales cycle. Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/Free Training Couse: http://www.7salesmistakes.com/ Host...
2024-03-2109 minNo BS Sales School
No BS Sales SchoolHow Long Until Sales Gets Easier?In this episode of No BS Sales School, host Walker McKay challenges the audience to look at sales as a long term game. No matter how savvy you are in sales, there's simply no cheat code for putting in the work over time. With time (and probably a few failures), you'll find yourself looking back and seeing the progress you've actually made. Keep going, friends! Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free...
2024-03-1409 minNo BS Sales School
No BS Sales SchoolHow to Get StartedIn this episode of No BS Sales School, host Walker McKay debunks the myth that there's a short cut to being successful in sales. The truth is this: you have to start by doing the hard work! You have to start by doing the behavior that a successful sales person would do. Over time, it may never get easier but you will get BETTER. Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Train...
2024-03-0513 minNo BS Sales School
No BS Sales SchoolNo Excuses Sales: Creating Accountability with Underperforming RepsIn this episode of No BS Sales School, host Walker McKay shares the key to creating accountability with underperforming sales people. Walker emphasizes the importance of finding the 'why' behind their goals; what will accomplishing these goals allow them to do that they otherwise wouldn't be able to? From there, your sales people can create a realistic plan with behaviors that lead to true sales success. Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Fre...
2024-02-2912 minNo BS Sales School
No BS Sales SchoolThree Ways to Manage a Sales TeamIn this episode of No BS Sales School, host Walker McKay walks the audience through three ways to manage a sales team. Out the of the three, Walker emphasizes the method that he believes leads to the  most success to a sales team. This episode may help you identify flaws in leadership of your sales team and tweak your system to produce consistent results.Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http...
2024-02-2210 minNo BS Sales School
No BS Sales SchoolWinning with the Long GameIn this episode of No BS Sales School, host Walker McKay explains why playing the long game is super important in sales. Walker gives a few quick tips for newer sales people when it comes to playing the long game. Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and u...
2024-02-2010 minNo BS Sales School
No BS Sales SchoolFrom Similar to Singular: Strategies to Differentiate YourselfIn this episode of No BS Sales School, host Walker McKay walks through strategies to differentiate yourself from your competition.  Through confidently owning your product or service and managing expectations with the prospect, you'll find yourself leading the conversation in a way that's completely different from other companies. Tune in to hear a few practical ways to BE DIFFERENT in sales. Where to Find Walker:Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7...
2024-02-1508 minNo BS Sales School
No BS Sales SchoolHow Your Prospect is Using YouIn this episode of No BS Sales School, host Walker McKay warns the audience of falling victim to the prospect's process.  By walking through four specific scenarios, Walker introduces clear ways to know you've fallen into the dreaded prospect's process. If you find yourself continually giving out free consulting or getting ghosted by your prospects, tune in to learn how to  fine tune your approach. Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/
2024-02-0113 minNo BS Sales School
No BS Sales SchoolJust Don't Suck at Customer ServiceIn this episode of No BS Sales School, host Walker McKay encourages the audience to just not SUCK at customer service. He says by doing this one thing, you'll already be ahead of everybody else.  Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for ad...
2024-01-3007 minNo BS Sales School
No BS Sales SchoolWhat Stories Do You Tell YourselfIn this episode of No BS Sales School, host Walker McKay walks the audience through an exercise he commonly uses in sales coaching. After the exercise, Walker addresses how excuses keep us from living and accomplishing what we want to accomplish in our lives. The big dreams, the goals, and the success is all squandered by what we believe about ourselves. When we make decisions based on the negative stories we're telling ourselves, we miss out on the life we really want to live. So what do we do? We change the stories we tell ourselves. Tune in to...
2024-01-2509 minNo BS Sales School
No BS Sales SchoolRethinking Sales: A New Approach to Big DecisionsIn this episode of No BS Sales School, host Walker McKay asks an important question pertaining to relationships: What do you expect? He walks the audience through a conversation he had with one of his own clients who consistently had a drawn out sales cycle. After implementing Walker's advice, his client closed a 22 MILLION dollar deal in just one phone call. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/Free Training Couse: http://www...
2024-01-1807 minNo BS Sales School
No BS Sales School4 Critical Elements of SuccessIn this episode of No BS Sales School, host Walker McKay introduces four critical elements of success: desire, commitment, outlook, and responsibility. Through many personal stories, Walker walks the audience through how each of these elements plays out in your day to day and how to apply them as we go into a new year. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simp...
2024-01-1111 minNo BS Sales School
No BS Sales SchoolHow to Handle 'We Need References'In this episode of No BS Sales School, host Walker McKay addresses the response of 'we need references'. What does that response ACTUALLY mean? In Walker's opinion, it's just another stall. He walks the audience through navigating this scenerio and pushing through to get a 'yes' or 'no'.Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com...
2024-01-0908 minNo BS Sales School
No BS Sales SchoolThe Power of ForgivenessIn this episode of No BS Sales School, host Walker McKay opens up the New Year with some timely advice on forgiveness. What are you carrying into this year that it's time to let go of? Tune in to hear Walker's personal story testifying to the power of forgiveness in his life. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an Ad...
2024-01-0411 minNo BS Sales School
No BS Sales SchoolBe SkepticalIn this episode of No BS Sales School, host Walker McKay deconstructs a coaching call with one of his clients. He urges the audience to be more skeptical and make  clients explain to them why they need their help.  Learning this one tactic will change everything about your sales relationships. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See pcm.ad...
2023-12-2110 minNo BS Sales School
No BS Sales SchoolThree Pillars of SuccessIn this episode of No BS Sales School, host Walker McKay shares three pillars of success in sales: action, attitude, and approach.. After going in depth on each pillar, he strongly urges the audience to pick one pillar to spend time working on in the next season to become "more than mediocre" sales. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simpl...
2023-12-1922 minNo BS Sales School
No BS Sales SchoolWhat is a Natural Born Sales Person?In this episode of No BS Sales School, host Walker McKay teaches the audience what really matters in being a sales person. More than just being a "natural" at sales, being willing and able to be rejected, to pick up the phone time and time again, and to be more than the life of the party is essential. Walker walks the audience through a few areas that sales people can grow outside of just their "rizz". Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/wal...
2023-12-1210 minNo BS Sales School
No BS Sales SchoolSell Today Educate TomorrowIn this episode of No BS Sales School, host Walker McKay walks the audience through the important components of the sales process. Walker spends time explaining three important components that need to be a part of a successful sales conversation.  Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and us...
2023-12-0510 minNo BS Sales School
No BS Sales SchoolBoy Did I Screw UpIn this episode of No BS Sales School, host Walker McKay shares his pain with one of his worst sales calls. During the call, he fell for a positive prospect (something he always warns against!) When we fall for a positive prospect, we often think we can't mess up, skip over our normal process, and lose the sale. Tune in to learn from Walker's experience and avoid making this common mistake in sales.Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckayInstagram: https://ww...
2023-11-2810 minNo BS Sales School
No BS Sales SchoolDon't Lose a Sale After You've Made ItIn this episode of No BS Sales School, host Walker McKay relates losing a sale to a personal story of fishing with his two sons. Walker goes on to reveal three common reasons sales people often lose a deal once they've got it. After a few tips, Walker encourages the audience to be honest and straight forward with their prospects, creating an open conversation around expectations.Where to find Walker:Linkedin: https://www.linkedin.com/in/walkermckay/Twitter: https://twitter.com/walkermckayInstagram: https://www.instagram.com/walkermckay/Free...
2023-11-2112 minNo BS Sales School
No BS Sales SchoolNational Screw Off MonthIn this episode of No BS Sales School, host Walker McKay introduces the concept of "National Screw Off Month". He describes it as the time at the end of the year when we believe people just aren't buying and consequently stop prospecting. Walker walks the audience through his experience with National Screw Off Month and what can happen if you choose to NOT participate.Where to find Walker:Linkedin: https://www.linkedin.com/in/walkermckay/Twitter: https://twitter.com/walkermckayInstagram: https://www.instagram.com/walkermckay/Free Training Couse...
2023-11-1607 minNo BS Sales School
No BS Sales SchoolFind Your 'Why' to Crush Sales GoalsIn this episode of No BS Sales School, host Walker McKay reminds the audience that what you're doing right now will impact if you meet your goals this year and even how your first quarter will go. How do you meet your goals as we're approaching the business of the holiday season? Focus on your WHY. Don't be afraid to make those calls.Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/walkermckay/Free Training Couse: htt...
2023-11-0910 minNo BS Sales School
No BS Sales School'Think It Over' Means NoIn this episode of No BS Sales School, host Walker McKay warns against the phrase 'let me think it over'. What does that actually mean? Walker tells the audience that it means no! Where to find Walker:Linkedin: https://www.linkedin.com/in/walkermckay/Twitter: https://twitter.com/walkermckayInstagram: https://www.instagram.com/nobssalesschool/Free Training Couse: http://www.7salesmistakes.com/   Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of per...
2023-11-0707 minNo BS Sales School
No BS Sales School4 Ways to Improve ProfitabilityIn this episode of No BS Sales School, host Walker McKay gives the audience 4 ways to improve profitability. If you haven't met your profitability goals year after year, chances are something needs to change. From changing your rates to brushing up on your sales process, Walker takes a deep dive into some easily correctable mistakes that will help you hit your targets. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/nobssalesschool/ Free Training Couse: http...
2023-11-0207 minNo BS Sales School
No BS Sales SchoolI Slayed the DragonIn this episode of No BS Sales School, host Walker McKay takes the audience through a vulnerable story of his healing journey after failing in the commercial real estate business. From external validation to internal processing, he shares how he came to  forgive himself for his past business failures and walk forward. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/nobssalesschool/ Free Training Couse: http://www.7salesmistakes.com/ Hosted by Simplecast, an Ads...
2023-10-2611 minNo BS Sales School
No BS Sales SchoolWhat's an Ideal Outcome for Your Sales Call?In this episode of No BS Sales School, host Walker McKay focuses on the ideal outcome of a sales call. Have you ever thought about what the outcome would be if the call went perfectly? Walker emphasizes that if you don't have an ideal outcome at the beginning of the call, it's probably unnecessarily drawing out your sales cycle. Tune in to learn more about shortening your sales cycle and achieving an ideal outcome with each call. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com...
2023-10-2407 minNo BS Sales School
No BS Sales SchoolWhy You Should Let People Pick Your BrainIn this episode of No BS Sales School, host Walker McKay urges the audience to help those around you in business. Let them pick your brain. Introduce them to people. Help them make connections. He also addresses the simple truth of what to do if you don't want to or don't have the time to meet with someone. HIGHLIGHTS:"Imagine if you spent time and actually invested in other people, because you didn't get to where you are with no help." Where to find Walker: Linkedin: https://www.lin...
2023-10-1907 minNo BS Sales School
No BS Sales SchoolTake Care of Your Clients Before You Take Care of Your ProspectsIn this episode of No BS Sales School, host Walker McKay points out the mistake of giving gifts and entertainment to prospects but not doing the same for clients. Your prospects can earn those things once they start doing business with you. For now, invite your customers, because if you don't, your competitors will be. Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/nobssalesschool/ Free Training Couse: http://www.7salesmistakes.com/ Hoste...
2023-10-1704 minNo BS Sales School
No BS Sales SchoolBeware the Positive ProspectIn this episode of No BS Sales School, host Walker McKay warns the audience against the prospect that comes in optimistic and ready to roll. You may be thinking they are giving you all the "buying signals", but there are no true buying signals until a check has cleared. Walker guides the audience through slowing down, asking a  few questions, and finding out if you're the best person to help them.  Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/Twitter: https://twitter.com/walkermckayInstagram: https://www...
2023-10-1008 minNo BS Sales School
No BS Sales SchoolSales Is About Getting Others To Make A Yes Or No DecisionIn this episode of No BS Sales School, host Walker McKay  delves into the core principles of successful sales, emphasizing that the key to greatness in sales lies in the ability to get others to make yes or no decisions. He highlights the outdated and ineffective approaches often associated with sales, such as pressure and tricks, and instead promotes transparency and upfront decision-making criteria.Walker encourages salespeople to embrace both yeses and nos, recognizing that wasting time on unqualified leads can hinder their success. Practical advice is given for conducting effective sales conversations and making the most o...
2023-09-0612 minNo BS Sales School
No BS Sales SchoolWhat Sales Managers Need To MeasureIn this episode of No BS Sales School, host Walker McKay discusses the critical importance of effective sales strategies in today's competitive business landscape. He shares a real-life case study involving a company struggling with its sales and provides valuable insights into improving sales performance. Walker emphasizes the significance of tracking essential sales metrics, such as the number of new touches, the quantity of no's received, the volume of quotes or proposals, and the total sales closed each week. He highlights that successful salespeople generate their own leads and underlines the importance of accountability in driving sales success.
2023-09-0111 minNo BS Sales School
No BS Sales SchoolWhat You Don't Know That You Don't Know Will Hurt You The WorstIn this episode of No BS Sales School, host Walker McKay shares his personal journey of self-improvement, drawing parallels between his fitness goals and sales performance. He highlights the importance of recognizing what we don't know and offers insights into the psychology and processes of successful sales. The podcast targets individuals who are eager to improve their sales results, build trust quickly, and achieve better outcomes in their sales efforts.HIGHLIGHTS QUOTESThe Importance of Self-Improvement - "It's the stuff we don't know that we don't know that'll kill you."Sales: An Athletic...
2023-08-3009 minNo BS Sales School
No BS Sales SchoolYou've Already Got Enough FriendsIn this episode of No BS Sales School, host Walker McKay emphasizes the significance of mastering the art of sales in a world saturated with outdated and ineffective advice. He introduces the core concept of "some will, some won't, so what, who's next?" as a critical mindset for success. Walker explains that emotional detachment is key to overcoming the heartbreak of rejection and highlights the fact that not every prospect is the right fit. He addresses the two main reasons people struggle with this concept: scarcity mentality and the need for approval. Walker encourages listeners to focus on their...
2023-08-2510 minNo BS Sales School
No BS Sales SchoolHow To Be A Pro At NetworkingIn this episode of No BS Sales School, host Walker McKay explores the intricacies of effective networking for entrepreneurs and salespeople. He contends that sales is a valuable skill and emphasizes the outdated and ineffective nature of much sales advice. Walker introduces the concept of networking as an opportunity to give rather than take, sharing tips for successful interactions. He outlines six types of individuals to connect with at networking events, including ideal prospects, colleagues, and trusted advisors. Walker introduces a conversation pattern that encourages meaningful discussions and transitions to potential business conversations. He underscores the significance of genuine...
2023-08-2314 minNo BS Sales School
No BS Sales SchoolHow to Start and Hold a Conversation with Almost AnyoneIn this episode of No BS Sales School, host Walker McKay unveils a unique strategy for having meaningful conversations and making genuine connections. He introduces the "Present Past Future" framework, which involves diving into a person's present situation, exploring their past experiences, and delving into their future aspirations. By being sincerely curious, asking thoughtful questions, and actively listening, you can create engaging interactions that leave a lasting impression. Walker emphasizes that focusing on the other person's story rather than trying to impress them with your own anecdotes is the key to being perceived as charming and charismatic. Whether you're...
2023-08-1810 minNo BS Sales School
No BS Sales SchoolIt's Not About Your ProductIn this episode of No BS Sales School, host Walker McKay shares a captivating story that highlights the importance of understanding customers and their motivations in sales. He recounts the tale of a young salesperson who, despite his lack of product knowledge, excels by focusing on the customer's needs and engaging in meaningful conversations. Walker emphasizes the shift from traditional features and benefits selling to a more customer-centric approach. He underscores the significance of building trust, discovering customer motivations, and establishing emotional connections to drive successful sales outcomes. Walker also invites listeners to explore his training and resources to...
2023-08-1610 minNo BS Sales School
No BS Sales SchoolBooze and the NewsIn this episode of No BS Sales School, Walker McKay reveals two significant changes he recently made to enhance his well-being and sales performance. He discusses the negative impact of immersing himself in politics and news, leading to anger, worry, and a lack of control. Walker explains his decision to cut ties with the news and politics, highlighting the four things we can control: preparation, effort, attitude, and response. He also shares his personal journey of giving up alcohol and how it has resulted in improved mental clarity, energy, and engagement. Walker emphasizes the importance of identifying and eliminating...
2023-08-1111 minNo BS Sales School
No BS Sales School3 Parts of SuccessIn this episode of No BS Sales School, Walker McKay Walker McKay dives into the essential elements of achieving sales success without falling into outdated or ineffective strategies. He challenges listeners to question false narratives and to embrace continuous learning. Walker introduces a comprehensive framework for success, which involves three core components: activity, attitude, and approach. He emphasizes that success stems from a combination of personal drive, clear goals, and consistent behaviors. Additionally, Walker explores the power of one's beliefs about themselves, their company, and their market, urging listeners to challenge self-limiting thoughts and excuses. He breaks down the...
2023-08-0914 minNo BS Sales School
No BS Sales SchoolOnly offer advice after doing thisIn this episode of No BS Sales School, Walker McKay emphasizes the importance of understanding prospects' opinions and past experiences before offering any advice or solutions. Sharing a personal anecdote about a friend's house fire, the podcast illustrates the need for salespeople to slow down, ask relevant questions, and fully comprehend the prospect's needs, fears, and expectations. By putting themselves in the prospect's shoes and tailoring solutions accordingly, sales professionals can build trust and credibility.HIGHLIGHTS QUOTES"Sales is the most lucrative skill in the world. Period.""Most sales advice out there today is outdated, cheesy...
2023-07-2608 minNo BS Sales School
No BS Sales SchoolLearn their decision making processIn this episode of No BS Sales School, Walker McKay shares his perspective on sales calls and the valuable insights they provide. Rather than focusing on whether someone is the decision-maker, he emphasizes the importance of understanding the prospect's decision-making process. He provides six questions that can help uncover this process: determining the timeline for the decision, understanding the reasons behind it, identifying key decision influencers, knowing the necessary information for decision-making, exploring other competitors in consideration, and understanding the criteria for choosing a solution. By asking these questions, sales professionals can tailor their approach and provide the right...
2023-07-1409 minNo BS Sales School
No BS Sales School7 Lessons I've Learned In The Past 9 YearsIn this episode of No BS Sales School, Walker McKay shares his personal journey of leaving a comfortable yet toxic job to pursue a new path. He discusses the challenges he faced, including dealing with depression and overcoming financial obstacles. Walker emphasizes the importance of taking responsibility, eliminating excuses, and embracing behavior that leads to growth. He highlights the value of true friendships, the power of consistency, and the significance of investing in oneself. Ultimately, Walker encourages listeners to put themselves out there, share their stories, and attract like-minded individuals who resonate with their message. H...
2023-07-1215 minNo BS Sales School
No BS Sales SchoolDo It Now: Sales Strategies for Immediate ResultsIn this episode of No BS Sales School, Walker McKay emphasizes the importance of urgency in sales. He highlights the fleeting nature of time and urges salespeople to take immediate action towards their goals. Drawing from personal experiences, he discusses the value of genuine conversations and deep friendships. Walker encourages listeners to overcome excuses and fear, emphasizing the need to call potential clients, follow up on proposals, and invest in personal and professional growth. He emphasizes that waiting for external factors to change is futile and empowers individuals to take charge of their own success. The speech concludes with...
2023-07-0715 minNo BS Sales School
No BS Sales SchoolHow To Clean Up Your PipelineMANAGE AND STRATEGIZE EFFECTIVELYIn this episode of No BS Sales School, Walker McKay discusses the importance of evaluating and managing your sales pipeline effectively. He emphasizes the need to distinguish between genuine prospects and futile deals based on hope. Walker shares practical strategies such as the "eight-word email" and phone calls to determine a prospect's interest and regain control of the sales process. He advises against incessant follow-ups and highlights the significance of understanding that unforeseen circumstances may be the cause of delayed responses. By implementing these tactics, sales professionals can streamline their pipeline and focus...
2023-07-0507 minNo BS Sales School
No BS Sales School5 Reasons To Hold Salespeople Accountable For BehaviorSales teams are accountable for their controllable behavior.Behavior is a leading indicator of results, and increasing positive behaviors can lead to better outcomes. Measuring behavior allows for identifying the level of effort put in by salespeople. Developing good habits, such as effective prospecting, is essential for sales success. Measuring behavior helps identify problems and areas for improvement in the sales process.In this episode of the No BS Sales School podcast, Walker McKay discusses the importance of holding sales teams accountable for their behavior rather than just focusing on results. He emphasizes that behavior...
2023-06-3008 minNo BS Sales School
No BS Sales SchoolSpecial Message to High School and College StudentsIntroductionWalker 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.OverviewIn 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...
2023-06-2808 minNo BS Sales School
No BS Sales SchoolMastering Sales in a Shifting MarketIntroductionWalker McKay is a successful entrepreneur and sales expert. He is the host of the No BS Sales School podcast, which is dedicated to helping entrepreneurs and salespeople master the skill of selling without the BS.OverviewIn this episode, Walker discusses the changing sales environment and the importance of adapting to these changes. He shares a story about a marketing and advertising firm that is struggling to find new clients outside of the tech sector, and how they are spending a significant amount of money on pitches and proposals that are...
2023-06-2113 minNo BS Sales School
No BS Sales SchoolWALKER’S DYNAMICS: Methods, Markets, Empathy, and Guidance with Guest Host Jonathan Peeples, Part 2DON’T BE A HERO, BE THE GUIDE INSTEADWe are back to the conversation between Walker and Jonathan Peeples. The two discuss topics such as maintaining a positive mindset, the importance of empathy and lifting others up, sales methodologies, and the changing market. Walker emphasizes the importance of treating buyers with empathy and respect and being a guide instead of a hero in sales. Learn more of this in detail in this latest episode of No BS Sales School. NON-BS WORDS TO THE WISEWALKER: FORGIVE YOURSELF BECAUSE YOU ARE IMPERFECT
2023-04-0627 minNo BS Sales School
No BS Sales School3R: Responsibility, Relationships, and Redemption with Guest Host Jonathan Peeples, Part 1STOP BLAMING PEOPLE FOR YOUR FAULTSIn this episode, we welcome Jonathan Peeples, a Business Growth Consultant and host of Success in South Carolina, as he joins Walker as today’s guest host. Walker shares his insights on sales and the importance of building healthy business relationships. He discusses his journey in sales, highlighting the critical role a sales coach played in his success. Walker also emphasizes the distinction between fault and responsibility and how taking responsibility for one's actions is essential in sales. Jump in and learn more in this latest episode of No BS...
2023-04-0427 minNo BS Sales School
No BS Sales SchoolIt’s Always Darkest Before Dawn: Strategies for Surviving the Mental Hardships of Entrepreneurship feat. Gabe RicksDigging 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.  HIGHLIGHTSYour situation right now is 100% your fault Stop making excuses and start making things work The sacrifice that Walker had to make for his business...
2022-11-1737 minNo BS Sales School
No BS Sales SchoolWhat We Do Around HereWalker 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.  HIGHLIGHTSLooking back at Walker's first days in real estate sales What Walker's sales training (or lack thereof) looked likeWalker's life-changing meeti...
2022-11-1517 minNo BS Sales School
No BS Sales SchoolHow To Regain Control When You've Been GhostedAs 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 seller.  HIGHLIGHTSNo is a really good answer some of the timeTake The Hint: Being persistent doesn't always help Stop leaving more un...
2022-11-0909 minNo BS Sales School
No BS Sales SchoolA Simple Secret To 10x Your SalesMost 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 McKay shares a deceptively simple and almost contrarian take on selling that if applied correctly, should help you 10x your goals and become a better seller...
2022-11-0810 minNo BS Sales School
No BS Sales SchoolYour Sales Cycle Is Long Because Of YouMost 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.  HIGHLIGHTSTime kills deals Your sales cycle is long because you make it Most people will not be ready to buy from youDon't put pressure on people...
2022-11-0109 minNo BS Sales School
No BS Sales SchoolOne Easy Way to Differentiate Yourself on a Sales CallThe 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 on a sales call, and why you should never ever compete on price.  HIGHLIGHTSYour product won't make you stand o...
2022-10-2611 minNo BS Sales School
No BS Sales SchoolThe Second of Three Keys to Sales SuccessBelieve 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 mindset and business outlook for the better. HIGHLIGHTSMaybe it's you, not the companyDon't ask for things to get easier, get better instead The problem is most l...
2022-10-1317 minNo BS Sales School
No BS Sales SchoolAction: 1 Of 3 Keys To Sales SuccessSuccess 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 necessary skills.  HIGHLIGHTSDon't watch the speedometer, just push the gas pedalNow is not the ti...
2022-10-1118 minNo BS Sales School
No BS Sales SchoolSell Today, Educate TomorrowGet 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 and a snapshot of what you did then. But don’t tell them what you plan to do with the present problem, because that’s just free c...
2022-10-0410 minNo BS Sales School
No BS Sales SchoolHow to Handle "Your Price is Too High."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.  HIGHLIGHTSYour price is NOT too highUse guts and humor to take control of the conversationQuick ways to counteract the most common objectionsCheap customers are not good...
2022-09-2008 minNo BS Sales School
No BS Sales SchoolWhat You Can Learn From Dead and Dying Entrepreneurs with David Senra, Part 3In 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.  HIGHLIGHTSHow Sam Zemurray reinvented then dominated the banana tradeLearn from, but do not idolize successful founders Does intelligence matter in business? Keep narrowing your focus until you know b...
2022-09-1520 minNo BS Sales School
No BS Sales SchoolWhat You Can Learn From Dead and Dying Entrepreneurs with David Senra, Part 2In 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.  HIGHLIGHTSJay-Z is a business geniusA calculation based on arroganceReading is theftEntrepreneurs love passing down their knowledge How Sam Walton inspired Jeff BezosRead biographies, your success may depend on it ...
2022-09-1312 minNo BS Sales School
No BS Sales SchoolWhat You Can Learn From Dead and Dying Entrepreneurs with David Senra, Part 1Combining 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 uncover frameworks and strategies that everyone can apply to become successful.  HIGHLIGHTSDavid's gateway drug to entrepreneurship How David got the idea for his own podcastStudy the personality to...
2022-09-0820 minNo BS Sales School
No BS Sales SchoolWhat To Do After You've Lost A Sale, A Personal StoryEven 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 blew up, and the lessons that everyone should learn from it.  HIGHLIGHTSBusiness is hard, get over...
2022-09-0613 minNo BS Sales School
No BS Sales SchoolHow And Why To Play The Long GameWe 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 yourself in the next five years, and doing whatever it takes to achieve that vision. Tune in to know more about Walker’s new sales training pro...
2022-08-3013 minNo BS Sales School
No BS Sales SchoolWhy Mindfulness and Healing Matter In Sales And Business with Livi ReddenSHOW SUMMARYWorking 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 is essential to work your best in sales and in business.  HIGHLIGHTSHave the initiative to take the seatGet he...
2022-08-2528 minNo BS Sales School
No BS Sales SchoolThe Best Seller Is The One With Nothing To LoseSHOW SUMMARYThe 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 right fit. In this episode of the No BS Sales School, our host Walker McKay talks about handling rejections, not letting your emo...
2022-08-2310 minNo BS Sales School
No BS Sales SchoolGo And Get Help with Walker McKaySHOW SUMMARYThe 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 has been made recently, there’s still a lot of work to be done in getting the stigma out of mental health. But as someone who has experienced men...
2022-08-1818 minNo BS Sales School
No BS Sales SchoolBe a Guide, Not a Hero with Rob Napoli, Part 2To 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 a customer’s pain or as a founder trying to grow their business. HIGHLIGHTSNever stop listening to your customers You have to know when to stop...
2022-08-1613 minNo BS Sales School
No BS Sales SchoolHow To Get Business From A Networking EventNetworking 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 look forward to doing in a networking event. HIGHLIGHTSNetworking events are often a waste of timeAlways set a goal befor...
2022-08-0211 minNo BS Sales School
No BS Sales SchoolDon't Be The Aggressor With Your ProspectIf 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 calm, and don’t participate in the chase. HIGHLIGHTSDon't be available all the time Stop participating in the chaseLook for a problem big...
2022-06-2110 minNo BS Sales School
No BS Sales SchoolWhy You Need A VacationYou 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 talks about his ideal vacation, why you need it, and how you should enjoy it. Even if you haven’t...
2022-06-1507 minNo BS Sales School
No BS Sales SchoolOne Excuse That's Costing You Big $ And What You Can Do About ItThe 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 McKay talks about identifying whether you’re in this situation making this specific excuse, and what you can do to snap out of it. HI...
2022-06-1008 minNo BS Sales School
No BS Sales SchoolA Quick, Simple Way To Build Trust With Your Prospects (and other people too!)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. HIGHLIGHTSIt's easier to lose trust than it is to gain itYou need to earn the right to provide a solution Condense back to them what they just told youQUOTESWalker: "Trust is a funny thing. It's someth...
2022-06-0807 minNo BS Sales School
No BS Sales SchoolNo One Cares What You ThinkIn 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 you. HIGHLIGHTSCustomers don't care about a salesperson's opinionEverybody says they're the best Don't go to sales call to convince peopleKeep your emotions out of the saleQUOTESW...
2022-06-0210 minNo BS Sales School
No BS Sales SchoolSome Will, Some Won't, So What, Whose Next?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, as well as facing rejection head on by always having an excellent pipeline at the ready. HIGHLIGHTSDon't include your emotions in any sales situationY...
2022-06-0110 minNo BS Sales School
No BS Sales SchoolRecessions Are Personal - Don't Participate.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. HIGHLIGHTSThe news is junk food: stop consuming itPlenty of people make their fortune during lower economic cyclesDon't be afraid of change; just figure it out Stop complaining and just put in the work Hire...
2022-05-2511 minNo BS Sales School
No BS Sales SchoolWho's In Your Front Row?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 row seats are limited: make them count. HIGHLIGHTSBe intentional with your relationshipsLet go of people that don't lift you upBe busy proving negative people wron...
2022-05-1904 minNo BS Sales School
No BS Sales SchoolBe Skeptical That You're The Right FitIn 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 least you didn’t waste your time. HIGHLIGHTSDon't be afraid to point out the negatives right away Most people a...
2022-05-1808 minNo BS Sales School
No BS Sales SchoolSo You Want To Become An Entrepreneur? Go Sell Something.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. And if the troublesome work of figuring out scaling, logistics and temporary financial instability doesn’t faze you, then perhaps you really do have that ent...
2022-05-1208 minNo BS Sales School
No BS Sales SchoolWhy Your Sales Cycle Is So Long And What You Can Do About ItIn 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 a deal that was never going to happen anyway. HIGHLIGHTSYou need to make better yes or no decisionsWhen 'let me think i...
2022-05-1108 minNo BS Sales School
No BS Sales School172: Why Outbound Sales Is Not Dead! - Brad SeamanDespite what some self-styled sales experts say, outbound sales is not dead, it is very much alive and should be a part of any good sales strategy. In this episode of the No BS Sales School podcast, Walker McKay talks to MonsterConnect founder and CEO Brad Seaman. Brad talks about the importance of doing research before doing cold-calls and finding out what your prospect really cares about. The more you know about your prospect prior to the call, the better your chances are at closing a deal afterwards. HIGHLIGHTSThe founding of MonsterConnect and how it w...
2022-04-2037 minNo BS Sales School
No BS Sales School171: The Gift Of ADHD with Dr. Raynia McGeeIn this episode of the No BS Sales School with Walker McKay, Walker talks to psychiatrist Dr. Raynia McGee about a mental condition that Walker himself lives with: Attention Deficit and HyperActivity Disorder (ADHD). They go through the tell-tale signs of ADHD, its causes, and how people living with the condition can best address it. Dr. Raynia and Walker also talk about some of the ways that managers can deal with employees that exhibit behavior typical of ADHDs, and how people with this condition can be some of the most creative and effective problem solvers with the right motivation...
2022-04-1540 minNo BS Sales School
No BS Sales School170: Why We Make Excuses And What You Can Do About It with Dr. Robyn OdegaardIn this episode of the No BS Sales School with Walker McKay, Walker talks to performance psychologist Dr Robyn Odegaard. Robyn is an expert on performance psychology, and offers us insight into why we make excuses. For Robyn, making an excuse is part of the human condition. However, he also contends that this instinct can be controlled via intensive therapy from an expert coach. HIGHLIGHTSA traumatic experience that led to performance psychologyYour body is designed to be antifragileWhat's the difference between real and excuse?Making excuses is part of the human conditionGrowth mindset vs Fixed m...
2022-04-1335 minNo BS Sales School
No BS Sales School169: Why MIndset Shifts Change Everything with Justin CunninghamIn this episode of the No BS Sales School with Walker McKay, Walker talks to sales coach Justin Cunningham. Justin talks about how he shifted from a life in entertainment to marketing and sales. Justin also talks about his sales philosophy called ‘Connect and Solve’, which is centered around finding solutions to solve a client’s problems, instead of persuasion. In another life, Justin was a famous skateboarder and freestyle rapper. Make sure to make it to the end for a demonstration of Justin’s freestyle genius. HIGHLIGHTSFrom skateboarding and rap battles to sales coac...
2022-04-0834 minNo BS Sales School
No BS Sales School151: Turn Off The News with Walker McKayHIGHLIGHTSTurn off the news for now Avoid doom scrolling and focus on the things you can controlEmotion is the root of recessionTake the time to learn new things through books and podcasts Stay away from negativity, just keep on workingQUOTESWalker: "As stones fall, we create a recession for ourselves. Now does it happen after a natural business cycle, normal human behavior, yes but you don't have to participate." Walker: "Read books. I don't care if they're business books, I don't care if they're history books, I don't care if they're per...
2022-02-0314 minNo BS Sales School
No BS Sales School147: Stop Trying To Sell Your Product with Walker McKayHIGHLIGHTSSales guy starts as an excellent rookieNewbie sales guy gets sales trainingNow well-trained sales guy fails at salesThink like a beginner: ask questions like you don't know any better Make your audience feel understoodQUOTESWalker: "When you sell a product or even a service, what we do is we let the damn product or service get in the way. We want to talk way too much about the service or the product and not nearly ask enough about the prospect."Walker: What do you know about professional salespeople? Guess what they d...
2022-01-0609 min