Walker McKay

What goes in the top of the pipeline comes out the bottom. Here is why you need to consistently source a list of prospects and how to do it. Giddy Up!!

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Share w your favorite salesperson: Deliver sales presentations that sell what prospects want to buy, not what you have to sell. If you're selling a car, but the buyer is in the market for COMFORT, spend time telling and showing the COMFORTable aspects of the vehicle.  To know what customers want, pause (or do away with your 27-slide PPT) and get them to talk first. 

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Consultative Selling - Make 2025 the year your sales teams grow business beyond their wildest dreams. Prioritize relationship building and a reputation of Trusted Advisors/ Consultants instead of product pushers. #consultants #salestraining #listeningskills #salesgoals #success #consultativeselling #trustedadvisor #bestpractices https://lnkd.in/e5x-vaMq

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💠 Sales Mastery Members: Do not miss out on this Friday’s monthly VIRTUAL workshop! Topics: 🔅Self Discovery: Well-More-Better 🔅Rewriting Beliefs 🔅Reimagining Thoughts 🔅Winners vs Whiners 🔅Goals, Plans and Action Session is 8:30-10 AM. Please let us know if you need the registration link! Kelly Kaufman

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"Winning is an attitude!" As a salesperson in the 80’s, this was the mantra of our district. In my early 20’s, I read it and it drove me to want to win. In my first year as a salesperson, I finished #1 in the country. As I think about it now, I still like to win, but the phrase resonates a bit differently. Now it means that everybody can win in whatever is important to them. It is the attitude you come in with that can have a big impact on the results. Leaders who inspire their teams to win typically have empowering and positive attitudes. Individuals with strong positive attitudes can achieve great results. It is not always possible to be in that positive space, but when you can be, opportunities can be turned into success. #positiveattitude #winningattitude #positiveleadership

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Unlock your sales potential with our "Crash a Class" program. Experience our proven Sandler Selling System firsthand and gain invaluable insights to boost your sales success. Join us for an immersive session and elevate your skills today. https://lnkd.in/ey_pFtJV #crashaclass #peaksalesperformance #salescoaching #salestraining

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🔑 Embrace Personal Responsibility for Sales Success! 🔑 At Triangle Sales Performance Group, we believe that personal responsibility is the cornerstone of success in sales. Just like stumbling over our own feet can trip us up, our attitudes, behaviors, and techniques can either propel us forward or hold us back. Blaming external factors for setbacks only delays progress. Instead, it's essential to look inward, identifying and addressing personal shortcomings that may be hindering us. Taking control of the sales process means adopting an attitude of abundance and opportunity. It involves cultivating effective behaviors and continuously refining our sales techniques to adapt to ever-changing circumstances. With this proactive mindset, obstacles become opportunities for growth and development. By embracing personal responsibility, both individual sales professionals and entire sales teams can overcome limitations and achieve unparalleled success in the dynamic and competitive world of sales. #Sandler #SalesSuccess #PersonalResponsibility #GrowthMindset #ProactiveSales

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Tired of sounding like a broken record when it comes to rate increase calls from clients? This is exactly what an agent wanted us to train on, on our Tuesday Weaver Sales Academy call and that is exactly what we did. (We also just did a podcast episode on it and the link is in the comments below 👇) Now if you are like many agents and producers, these calls are weighing on you and you’re getting tired of having them. The issue is that the rate environment wont be changing any time soon and I want to help you have an actual process for handling these calls. Here are the 6 steps to handling a rate increase call: 1. Thank them and build rapport 2. Empathy 3. Educate 4. Ask for business 5. Pivot to opportunity 6. Thank them Now let’s break these down. 1. Thank them and build rapport. There are thousands of companies and agencies out there that would love to help your client so make sure you start with a simple THANK YOU for not only their business but giving you the opportunity to save their business. Then guide the conversation into rapport building before addressing the issue at hand. This is your competitive advantage and one of the major keys to saving the business. Take 3-5 minutes to warm them up and catch up! 2. Empathy Now it’s time to get back to addressing the question and issue of rate increases. Have empathy and SHOW empathy to your customer. You don’t like paying more for insurance and neither does your customer, PLUS they have no clue what insurance actually does for them. They see it as just another bill for something they never use. Use empathy to relate to the customer about everything currently going up (groceries, utilities, property taxes, etc…) This also makes you human! 3. Educate This is where you now get to educate the customer as to WHY rates are increasing. Inflation and CAT claims is a major part of this education process. (Use claim stories to help client understand how much fixing things has increased and same with natural disasters). You also need to educate them in the fact that this is effecting every company. Be transparent with them and tell them they could save money if they shopped because of new client discounts BUT the rate will increase at renewal. Then educate on importance of longevity with a company and what that means to them come claim time. 4. Ask for the business This is simple. Ask for their commitment to staying with you for the next 6 months. If they commit, they aren’t going anywhere! 5. Pivot Now it’s time to turn this call into an opportunity. Pivot to a google review, referral, life insurance just to name a few. Use this call as a way to benefit you, the customer and the agency! 6. Thank them Before letting them off show your appreciation to them and thank them again for their business and putting their trust in you as their insurance professional. Check out the success from a WSA client that immediately implemented the process!

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Handle Sales Objections Like a Pro - CLOSE MORE DEALS and exceed your sales goals! Experienced Sales trainer, Joe Pici, shares his TOP RESPONSES to the toughest sales objections you may face during the sales meeting. Sales coaching: This podcast will equip business owners, entrepreneurs, family businesses, sales managers, business coaches, and upper management individuals who are looking to improve personal and team productivity. Apple- Podcast Link: https://lnkd.in/eKGF3Ff Stitcher:  https://lnkd.in/dFN5TUB Google Music Link: https://lnkd.in/eEWUU9pB Spotify Podcast Link: https://lnkd.in/eJx5zGu ✅ Best practices  ✅ Effective preparation ✅ Unique selling points ✅ Active listening ✅ Validation ✅ Addressing the REAL issues ✅ Common objections #salestraining #salescoaching #overcomeobjections

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What does it mean to sell with intention? It means that you determine the result you want to achieve with a prospect before you even meet with them. Intention means that you decide “to act in a certain way.” To sell with intention, you make the decision that you are going to “act a certain way” so you are able to determine the results you want to achieve before you ever meet with the prospect!  To make this happen, you first change your thoughts about what selling means and then your behavior toward your clients will begin to change. Once your behavior begins to change, then your sales results will begin to change.  If you are not clear about the outcome you desire before you meet with the client, it is very likely that you will get an outcome that you did not want. Instead, shift your focus to see that if they are a good fit, YOU are the right person to solve their problem or meet their need! #sales #salesstrategy #salestips #smallbusiness #entrepreneurlife #businesscoach #prospects #momceo #mompreneur #womeninbusiness #moneyflow #businessgoals #success #moneymindset #manifestyourdreams #coach #onlinebusiness

Features and benefits don't close deals—solutions to pains do. Focus on the value you bring to the table. How do you shift the conversation from features to real value? #tampabay #sales #value #clientrelationships #sandlertraining #solutionbasedselling

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Attitude, the second point on the Success Triangle, is simply belief. For people to achieve their full potential, their belief system should support their behavior plan and vice versa. First and foremost, salespeople need to have a strong belief in themselves. They should have that before they even get started with your team. David Sandler used to say, "We perform in a manner that is consistent with how we see ourselves conceptually" As a manager, you need to make sure your team has a strong belief in the company. People who have doubt in the company cant go out there and compete. Also make sure they have a strong belief in the potential of the marketplace. The salesperson has to believe the marketplace is one of abundance, not scarcity. You want to make sure your salespeople do not get stuck in their comfort zone! Success is located between the ears - so master the three core beliefs all successful salespeople share. sales #salestraining #salesmanagement #prospecting #growth

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Measure What Matters 📊 Tracking your performance metrics is key to scaling your commercial service division. Here’s what to track every week. "If you don’t track it, you won’t get there," says Ross. This message comes from Service Advantage, a Commercial Roofing Partner of TOP REP.

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For most salespeople, the primary objective is to differentiate yourself from your competition. Sandler Rule #2 can help. https://hubs.li/Q02S4sVn0

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Is your sales team keeping up with AI advancements? Download Sandler's guide to evolve your sales approach. https://hubs.ly/Q02JQN5C0

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Revamp Your Sales Approach: Learn from an Internet Marketing Turnaround Story! Are you an entrepreneur assessing your current business strategy due to stagnant sales? Join Dr. Jerry Teplitz as he unveils the potential that lies in reframing your approach rather than abandoning your endeavors. In this compelling story, witness how one seasoned internet marketer, on the brink of quitting, found unprecedented success through our Switched-On Internet Marketing course. Discover how innovative brain optimization techniques and fresh marketing strategies not only revitalized her business but also reprogrammed her mindset towards sales and success. Don't miss out on unlocking your potential—transform your business strategy with us today! Visit https://lnkd.in/guqH5kVS for more information. #Innovation #SalesSuccess #EntrepreneurMindset #JerryTeplitzEnterprises

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Dominate the Sale, Own the Relationship Stop leaving money on the table! Sales isn't about tricks, it's about persistent pursuit and delivering undeniable value. Treat every customer like a million-dollar deal, even if they're buying a R10 product. Obsess over their needs, blow their expectations away, and they'll be customers for life. Service is your secret weapon. Use it to build an army of loyal buyers. Go above and beyond, surprise and delight. Make them feel like royalty. This isn't just about closing deals, it's about creating a legacy. Now go out there and make it happen!

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Inconsistent prospecting leads to inconsistent prospecting. Keep your sales pipeline full of opportunities by making prospecting a priority daily. Comment or message me “PROSPECTING” if you want to learn how to prospect like a professional and never have to worry about your sales pipeline drying up. #teammemberperspective #Insurance #salestraining #motivation #insuranceagent #statefarmagent  #salesprocess #mindset #colterjohnson #salestips #prospecting 

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