In 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 jo…

In 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/…

In 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.linke…

In 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 som…

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/By Walker McKay

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.7sale…

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/By Walker McKay

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: htt…

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 r…

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 increas…

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/By Walker McKay

In this episode of No BS Sales School, host Walker McKay encourages the audience to stay ahead of the game. From you health to your sales skills, being proactive keeps us from being out of control before it's too late. A big part of staying on offense on a sales call is asking a few essential questions before you ever give away your information. Tu…

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:…

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 goi…

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 Walke…

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 reali…

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 re…

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…

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 …

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,…

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/walk…

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 ours…

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 …

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: Linkedi…

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/w…

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/ …

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 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.linke…

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 t…

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/w…

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 exper…

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 c…

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 choos…

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…

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/ Fr…

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 …

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:…

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 mo…

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 an…

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: Linkedi…

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 fi…

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…

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 …

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 ag…

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.i…

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 promot…

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 trac…

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…

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 overcomin…

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, shari…