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 skeptical that they’re actually ready to do what it takes.”
This shift changes everything. Instead of pushing, you start qualifying. Instead of convincing, you start asking questions that reveal if the prospect is even serious.
The Power of Saying No
Salespeople dread hearing the word “no,” but Walker sees it as a gift. “A fast ‘no’ is better than a slow one,” he says. The last thing you want is to spend weeks chasing a lead that would never buy in the first place.
The solution is to make decisions faster. Be upfront about expectations. And recognize that the real enemy isn’t rejection: it’s wasted time.
The Third-Party Story Strategy
One of Walker’s best sales strategies is using third-party stories. Instead of saying, “We’re the best,” you say, “A lot of our customers tell us we’re the best.” Instead of telling a prospect they have a problem, you say, “Other people in your situation come to us because they’re struggling with XYZ. I don’t know if that applies to you. Does it?”
This approach is powerful because it removes the pressure. You’re not telling the prospect what to think, and instead, you’re letting them draw their own conclusions.
Final Thought: Stop Making Excuses
Walker’s final lesson is about mindset. “Anything you say ‘never,’ ‘can’t,’ or ‘won’t’ about—flip it to ‘I haven’t figured out how to yet.’” This simple reframe turns excuses into opportunities.
If you’re struggling in sales, it’s time to rethink your approach. Shift from convincing to qualifying. Embrace skepticism. And stop making excuses.
Because as Walker puts it: Some will, some won’t. So what? Who’s next?