Approach: The Third Key of Sales Success

<p>You’ve got your vision, you’ve sorted out your attitude. Now you need to define your approach. In this episode of the No BS Sales School, Walker talks about having a well-defined strategy to guide you and your sales team towards success so that no matter the situation, you have a way to get to your ideal outcome. Whether it’s closing the deal or disqualifying an unfit prospect early on so as not to waste anyone’s time, you’re still succeeding. </p><p> </p><p><strong>HIGHLIGHTS</strong></p><ul><li>The three parts of your third key to success </li><li>Walker's strategy for success </li><li>You need a well-defined system for selling </li><li>Define your ideal outcome and the steps to get there </li><li>What selling could be if we got rid of all the BS </li><li>Always have a strategy, process and tactics in place </li></ul><p> </p><p><strong>QUOTES</strong></p><p><i><strong>Walker explains his own system for selling:</strong></i><strong> </strong>"One of the things I like about having a well-defined process for selling with individual steps is that you can know where you are and you're not wasting time. My system teaches people to disqualify those prospects that aren't ready for you yet or just aren't the right fit. You disqualify and win anyway."</p><p><i><strong>Walker on what selling is really all about:</strong> </i>"Selling is not convincing. Selling is not about educating [your clients]. Selling is about educating yourself about what the prospect is dealing with, what emotional compelling reason do they have, if any, to make a change. And do they have a budget for it?"</p><p><i><strong>Walker on what selling could be, without all the BS:</strong> </i>"It is fun watching people shed the armor that they walk in, the bull**** that surrounds them, and learn how to just be open and honest with other people. Be direct, be kind, not be some patsy.”</p><p> </p><p>Where to find <strong>Walker</strong>:</p><ul><li><a href="https://www.linkedin.com/in/walkermckay/">LinkedIn</a></li><li><a href="https://twitter.com/walk