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Why most salespeople fail (and how to fix it) with Walker McKay | Fire at Will Episode 23
Walker McKay shares why approaching sales with skepticism—not optimism—leads to better results. Learn how to eliminate sales excuses, stop wasting time on bad prospects, and close more deals. Sales Is Not About Personality—It’s About Process One of the biggest myths in sales is that you need a “sales personality” to succeed. Walker McKay, a seasoned sales coach and consultant, completely debunks that idea. “Introverts are actually better at sales than extroverts,” he explains. Why? Because they listen more, they’re naturally skeptical, and they don’t try to bulldoze people into saying yes. Instead of trying to be the most charismatic person in the room, focus on mastering the sales process. Why Skepticism Beats Optimism in Sales Most salespeople are optimistic by nature. They assume every warm body is a potential deal. Walker argues that this is the wrong mindset. “You should be 100% certain that you can help someone. But be