Don't Let Other People Decide Who You Are

Most sellers are people pleasers. While this can help you be perceptive about the needs of your prospects, this can also translate into having a high need of approval, often to the detriment of the sales process. In this episode of the No BS Sales School podcast, Walker talks about separating your identity from your sales job, and why nobody wins if you can’t be honest with your prospect.  HIGHLIGHTSBeing a 'Yes-Man' doesn't serve anybodyHaving a high need for approval makes selling harder You can't skip real conversations with your prospectYou need to separate yourself from your jobYour prospect doesn't need more friends QUOTESThe challenge with having a high need for approval, says Walker: "Having a high need for approval means you don't ever want to walk away from an opportunity. It also means that prospecting is super freakin' hard. Because if you're doing it worth the damn, you're gonna hear “no” a lot. And if you have a high need for approval, you take that personally."Walker on why you need to ask your prospect the difficult questions: "In my mind, the essence of transparency, the essence of being human is having real conversations with people, where you're asking a lot of questions [and] you're getting feedback from your prospect. You're getting opinions from your prospect and then you're helping them think through those opinions."The one thing your customer doesn't need, according to Walker: "Don't go into sales to make friends. Your prospect doesn't need more friends. What they need is somebody who can help them with a business problem. That's all that matters." Where to find Walker:LinkedInTwitterInstagramFree training coursewww.walkermckay.com