147: Stop Trying To Sell Your Product with Walker McKay

<p><strong>HIGHLIGHTS</strong></p><ul><li>Sales guy starts as an excellent rookie</li><li>Newbie sales guy gets sales training</li><li>Now well-trained sales guy fails at sales</li><li>Think like a beginner: ask questions like you don't know any better </li><li>Make your audience feel understood</li></ul><p><strong>QUOTES</strong></p><p>Walker: "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."</p><p>Walker: What do you know about professional salespeople? Guess what they do: they don't spend nearly, almost no time on the product. They spend the whole time on the person they're talking to, not just facts and figures but opinions. Why is that important, why do they like that. Tell me how that happens."</p><p>Walker: "Be sincerely curious, having your prospect understand that you're trying to understand them. Even if you've seen it a million times before, it's so easy as a salesperson or anybody to get clinical."</p><p>Walker: "Maybe you do know the answer. But if you give the answer too quickly before they feel like you understand them, before they feel fully understood, there's a barrier between you. And the chances of your sale go way way down."</p><p>Walker: "Don't be like the guy at the bottom that makes it all about the product and not about the customer. You'll waste a ton of time, you'll run off a ton of people."</p><p>Where to find Walker:</p><ul><li><a href="https://www.linkedin.com/in/walkermckay/">LinkedIn</a></li><li><a href="https://twitter.com/walkermckay">Twitter</a></li><li><a href="https://www.instagram.com/nobssalesschool/">Instagram</a></li><li><a href="https://www.walkermckay.com/">www.walkermckay.com</a></li></ul>