167 episodes

A modern take on professional selling with Walker McKay

No BS Sales School Walker McKay

    • Business
    • 5.0 • 81 Ratings

A modern take on professional selling with Walker McKay

    In Sales, It's Never About You with Rob Napoli, Part 1

    In Sales, It's Never About You with Rob Napoli, Part 1

    If there was only one sales advice that you could take with you, let it be this: don’t make it about you. In this episode of the No BS Sales Podcast, Walker talks to entrepreneur, podcaster, and author Rob Napoli about forming healthy business relationships, practicing the giver mindset, and putting your client first.

    Whether you’re a seller trying to meet quota or a new entrepreneur learning the ropes, it’s best to let the other person do most of the talking. Just remember: in sales, it’s never about you.

    HIGHLIGHTS

    Friendships vs Healthy Business Relationships
    How to balance the business and personal side of relationships
    Be more of a giver instead of a taker
    In sales, it's never about you
    The challenge of being an entrepreneur
    Always be validating your idea

    QUOTES

    Walker on making friends vs healthy business relationships: "The same people that say 'I want to make friends with my prospects' would say with the other side of their mouth, 'you can't do business with friends.' What they're really saying is: 'I don't want to have to sell anybody anything, I want them to just to come to me and buy it.'"

    Rob recalling his time as a younger seller: "I've always been a good networker. But there was a time when I was a taker versus when I became a giver. That giver mentality, that is making it about them, always. Because I used to bring it back to me."

    Rob on the challenges that new founders face: "Founders have a lot of pressure as an entrepreneur learning the business. If you're not a native seller, if you're trying to sell in a new market that's not your native language, all these challenges, it's really easy to do the exact thing you're talking about not to do, which is making it about me. Like, practice this, I can save you time. I can save you money. I can do this."

    Where to find Rob and other resources:

    LinkedIn: https://www.linkedin.com/in/robnap/
    The Bear Necessities of Entrepreneurship (Podcast): https://podcasts.apple.com/us/podcast/the-bear-necessities-of-entrepreneurship/id1569103336
    Book: https://www.amazon.com/Social-Soul-Professional-Intentionality-Authenticity/dp/1513690299

    Where to find Walker:

    LinkedIn
    Twitter
    Instagram
    Free training course
    www.walkermckay.com

    • 15 min
    The Secret To Sales Success Now

    The Secret To Sales Success Now

    It’s the cold, hard truth: most people aren’t qualified to buy your product or service. Maybe they’re just not in enough pain, or they may not have the buying power yet. So why treat every single prospect with equal effort and time? In this episode of the No BS Sales School podcast, Walker talks about the need for sellers to be better at disqualifying prospects and what to do to keep your pipeline filled.

    HIGHLIGHTS

    Sellers need to get better at disqualifying prospects too
    Most people are not qualified to buy from you
    Look for prospects are motivated enough to do something
    Search for and play up to your unfair advantage
    Don't just be a quote shop
    Scared of disqualifying clients? Build your pipeline

    QUOTES

    Walker on disqualifying incompatible prospects: "Everybody talks about qualify, qualify, qualify. Great, fine. That's neat. Qualify intends — that word means that we've got to do some work to qualify them. Well, let me share something with you: most people aren't qualified."

    Walker on ensuring that you get a response from prospects: "Before you give your proposal, before you give your numbers, tell them how you're gonna fix their problem — make sure that you know that you're gonna get a yes or a no once they see it."

    Walker's advice for sellers who are scared of disqualifying prospects: "Go prospect. Get in front of people. Build your pipeline. Differentiate yourself. Some will buy, some won't, so what, who's next? The scariest part is when you don't have a 'who's next'."

    Where to find Walker:

    LinkedIn
    Twitter
    Instagram
    Free training course
    www.walkermckay.com

    • 11 min
    Here's What You Need To Be Doing Right Now To Thrive In This Next Economic Cycle.

    Here's What You Need To Be Doing Right Now To Thrive In This Next Economic Cycle.

    Recent supply chain issues have made salespeople complacent. Just because demand is higher than current inventory doesn’t mean you should stop prospecting! In this episode of the No BS Sales School podcast, Walker talks about having the urgency to prepare for the next economic cycle. Because nobody knows what’s next, but it probably won’t be for the better.

    HIGHLIGHTS

    You should definitely be preparing for the next economic cycle
    Salespeople have become lazy order takers
    Inflation is making things more difficult, but sellers can always work harder
    The time to build healthy relationships with people is now

    QUOTES

    Walker's advice for sellers: "The thing about sales, always, if you're doing this right, there always needs to be a sense of urgency. A sense of urgency to find the next deal. A sense of urgency to bring to a close what we have and figure out whether or not is this deal real, or is this deal not real? Do I need to keep spending time on it, or is this something I need to move on?"

    Walker on sellers have become complacent due to supply chain issues: "It's my firm belief that the way that the world is going, the way that they're progressing with technology, if the only way you're selling stuff is through a bid process, if you're filling out bids and filling out this and that, RFPs, if that's what it is, if that's your main sales activity, you're gonna be replaced by AI. You will not have a job. You shouldn't."

    Walker on why sellers need to develop a sense of urgency today: "You can't blame the economy, you can't blame your company. You can't blame your stupid customers. Things are changing. I don't know what it's changing to, but it ain't getting better."

    Where to find Walker:

    LinkedIn
    Twitter
    Instagram
    Free training course
    www.walkermckay.com

    • 11 min
    How To Get Business From A Networking Event

    How To Get Business From A Networking Event

    Networking 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.

    HIGHLIGHTS

    Networking events are often a waste of time
    Always set a goal before going in
    The kinds of people you should meet
    Most people are takers, but you should be a giver
    You don't really need to make friends
    Look for passionate people and learn from them

    QUOTES

    Walker on his mindset when joining networking events: "If I go somewhere and be around people, and I want to consider it a business thing, I'll go in with the idea [that if] I'm gonna walk in the door, I'm working until I meet two people that I can call about business within the next 48 hours."

    Why we should be looking to give, not to take from others: "I think the right way [is to be] a giver. To be somebody who looks for opportunities to help other people. Givers are people who believe that there's an unlimited amount of success in the world. That there's plenty out there for everybody, no reason to hoard it for ourselves."

    Walker on spending time getting to know others: "If you've spent a bunch of time trying to understand who they are, what they like and what they don't, your chances of getting that meeting are way higher. Get better at that, it'll make you a better human being, not just a salesperson."

    Where to find Walker:

    LinkedIn
    Twitter
    Instagram
    Free training course
    www.walkermckay.com

    • 11 min
    I Know! Can You Believe It? Listener Question: How Do I Get Over The Frustration and Anger I Have About A Deal I Just Lost?

    I Know! Can You Believe It? Listener Question: How Do I Get Over The Frustration and Anger I Have About A Deal I Just Lost?

    Deals fall apart all the time, but that doesn't mean they hurt any less. In this episode of the No BS Sales School, Walker talks about getting over the frustration of losing a deal, and making sure that your pipeline is healthy enough to cushion the impact. As long as you're setting more appointments with the correct mindset, you'll probably be just fine.

    HIGHLIGHTS

    Sellers lose deals all the time
    Have a two minute funeral
    Fix your pipeline by setting more appointments
    Be a gracious loser
    Be there to learn, not to sell

    QUOTES

    Walker's advice for whenever you lose a sale: "If you lose a sale and it hurts, have a two-minute funeral. Go wherever you need to go to be by yourself, maybe in your car or wherever else. And if you want to scream and cry and beat the steering wheel and bitch and moan and whine for two minutes: go do it. Get it out of the way. Let it go. Bury it. Then move one."

    Walker on the reason why losing one deal can be catastrophic: "Whenever you lose a deal that you were counting on and it ruins your day, and then just attempts to ruin your week or more, the problem was not with that deal. The problem is usually with your pipeline. The problem is you don't have enough going on."
    Walker's advice for setting sales appointments: "Don't go into those sales appointments to go sell people stuff. You're doing it wrong. Go into those sales appointments with the idea that you are going to learn."

    Where to find Walker:

    LinkedIn
    Twitter
    Instagram
    Free training course
    www.walkermckay.com

    • 12 min
    How To Use LinkedIn Properly with Lindsey McMillion Stemann

    How To Use LinkedIn Properly with Lindsey McMillion Stemann

    Most people know that LinkedIn is a powerful tool to find, connect, and engage with your prospect clients. What most people miss is how to do it in a way that actually gets you results. In this episode, Walker talks to LinkedIn expert and the founder and Principalof McMillion Consulting, Lindsey McMillion Stemann to reveal how she actually uses the platform, and how you can replicate her success.

    HIGHLIGHTS

    An unlikely friendship
    LinkedIn is not a magic bullet
    Lindsey's sales journey and how she found LinkedIn
    Automation can be helpful when used correctly
    Your prospects can tell that you're using a bot
    Your audience doesn't care about you yet
    Don't forget your follow-ups
    Tips for the kind of content that you should be posting

    QUOTES

    Lindsey on what LinkedIn really is for: "It's just keeping in mind that LinkedIn is just a tool. It's an entry point for conversation. I would have to say that anyone who I've worked with in the last almost 10 years, doing what I've been doing: the goal is to get offline, schedule the zoom meeting or the phone call or the in-person meeting. I've seen more and more often people forgetting that."

    Lindsey on the pitfalls of automation in LinkedIn outreach: "I don't want to go down the whole path of talking about automation and all that. But I do think when automation is used well, it can be an additive and a helpful tool. But I see so many people using it the wrong way and abusing it and assuming that it is the only way to get those appointments on the calendar."

    Walker on the negative effects of using a bot for your outreach: "We on the receiving end, we can tell when it's a bot. We know when it's not sincere. And so we go back to that person, if we do at all with an insincere response back. You give what you get."

    Where to find Lindsey and other resources:
    LinkedIn: https://www.linkedin.com/in/lindseystemann/
    9 Weekly Habits To become a LinkedIn MVP (Free Guide): https://www.linkedintoit.com/mvp

    Where to find Walker:

    LinkedIn
    Twitter
    Instagram
    Free training course
    www.walkermckay.com

    • 31 min

Customer Reviews

5.0 out of 5
81 Ratings

81 Ratings

Wfward ,

Helpful strategies to help you get in the game and stay in the game

I have known walker for over 15 years. He's always been a person who calls it like he sees it. He has a solid understanding of how business and sales works. I cannot think of a time when I've asked him for advice and it hasn't been helpful.

Zig Ziglar was a clever guy and he was fun to listen to. His training was entertaining and I enjoyed listening to his recordings. I can't remember learning anything from Zig that I could actually use with a prospect but he was definitely great fun to listen to. If that's the kind of training you're looking for, Walker is probably not your guy. He doesn't have a lot of cute clever sayings and he doesn't beat around the bush.

alldeb52 ,

Hearing good things

Anxious to listen… my son says this is a great podcast

McAtc ,

Always helpful AND entertaining

It’s never a dull moment with Walker and his podcast guests. You’re guaranteed a laugh and important tactics that can transform the way you sell. Subscribe to his podcast and listen often.

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