HIGHLIGHTSTeaching salespeople to be better with the No BS Sales School podcastSell a tangible product vs an intangible service: The difference is mindsetThe buyer's process explained: Managing expectations is most importantWriting Excuse Me, Walker's upcoming bookQUOTESWalker: "I look back sometimes wistfully, but I'm so glad I'm not there anymore. I didn't know how to sell, I didn't know how to treat other people. I didn't understand the rules that it's not about making friends, it's about creating healthy business relationships. Those are two separate things."Walker: "The difference between nice and being kind. You ever thought about that? Being nice is doing what somebody else wants you to do. Being kind is doing the right thing by them, no matter what."Walker: "If I am okay coming over there having a meeting with you and talking about all the things we can do, will you be okay telling me whether or not it makes sense for us to take this defined step forward? Anything less than you're thinking that's a great idea, let's call it a no."Connect with Walker by following the link below:LinkedIn: https://www.linkedin.com/in/walkermckay/