No BS Sales School

Fresh Start Sales Tactics

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What I Do For My Clients

In this episode of No BS Sales School, host Walker McKay advises his audience to skip the pity party. You can be sad (for a moment), but then you must keep moving forward. 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/

Depression is a Bitch

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What'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 Tr...

Questions From a Lawyer

In 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: h...

You've Overcorrected: How Salespeople Have Missed the Mark

In 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: ...

Ask Better Questions

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/

Learn to Play Offense

How to Turn Conversations into Conversions

In 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/walker...

How 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...

How to Get Started

In 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/walk...

No Excuses Sales: Creating Accountability with Underperforming Reps

In 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...

Three Ways to Manage a Sales Team

In 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:...

Winning with the Long Game

In 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/

From Similar to Singular: Strategies to Differentiate Yourself

In 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://twi...

How Your Prospect is Using You

In 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/walkermc...

Just Don't Suck at Customer Service

In 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/

What Stories Do You Tell Yourself

In 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...

Rethinking Sales: A New Approach to Big Decisions

In 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:...

4 Critical Elements of Success

In 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/  F...

How 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.7s...

The Power of Forgiveness

In 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.7salesmista...

Be Skeptical

In 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:/...

Three Pillars of Success

In 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...

What 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: ...

Sell Today Educate Tomorrow

In 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/

Boy Did I Screw Up

In 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:...

Don't Lose a Sale After You've Made It

In 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/walkermc...

National Screw Off Month

In 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/walkermckay Instag...

Find Your 'Why' to Crush Sales Goals

In 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/...

'Think It Over' Means No

In 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/walkermckay Instagram: https://www.instagram.com/nobssalesschool/ Free Training Couse: http://www.7salesmistakes.com/    

4 Ways to Improve Profitability

In 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  ...

I Slayed the Dragon

In 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...

What'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...

Why You Should Let People Pick Your Brain

In 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....

Take Care of Your Clients Before You Take Care of Your Prospects

In 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/nobssalesschoo...

Beware the Positive Prospect

In 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...

5 Step Sales Process with Guest Stoyan Yankov

In today's episode, we welcomed special guest, Stoyan Yankov, about time management for sales people. While we don't often bring on guests, Stoyan is a global speaker, productivity and performance coach, fellow podcaster, and author, who specializes in coaching entrepreneurs and helping companies create more productive and mindful environments. For more on Stoyan, listen to the episode and subscribe to his podcast, Productivity Mastery. You can connect with Stoyan here: Website: https://st...

How Not to Sell to Me

In today's episode, Walker shares his recent experience of being a prospect while looking for a new office. During his time as a prospect, he's encountered a few ways he recommends against selling. Whether it's just a simple change of verbiage or having a good grasp of what your prospect wants, these small tweaks can make a huge difference in your sales. Where to Find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://ww...

Your World Changes Every 90 Days

In this episode, Walker talks about the difference 90 days can make. Your prospect's world (and your world) changes every 90 days: the things that are important, the things that are bothering you, the things you need fixed. He reminds the audience that a prospect may be scratching their head looking for the solution that you offered them 90 days ago.     Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://w...

Don't Put Up With Toxic Bullshit

In this episode of the No BS Sales School, Walker addresses the toxic relationships in business. Whether it's a prospect, client, or coworker, Walker emphasizes that you're never a victim of toxic relationships.   Where to find Walker: Linkedin: https://www.linkedin.com/in/walkermckay/ Twitter: https://twitter.com/walkermckay Instagram: https://www.instagram.com/nobssalesschool/ Free Training Course: http://www.7salesmistakes.com/ Website: https://www.walkermckay.com/

Sales Is About Getting Others To Make A Yes Or No Decision

In 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...

What Sales Managers Need To Measure

In 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 s...

What You Don't Know That You Don't Know Will Hurt You The Worst

In 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 QUOTES The Importance...

You've Already Got Enough Friends

In 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 ...

How To Be A Pro At Networking

In 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, colleag...

How to Start and Hold a Conversation with Almost Anyone

In 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 em...

It's Not About Your Product

In 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 bu...

Booze and the News

In 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 ho...

3 Parts of Success

In 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 consist...