How to keep control of your sales process

About this episode

In this episode, Walker McKay discusses how to take control of your sales process and effectively disqualify bad prospects.

Are you tired of prospects disappearing after you’ve spent hours giving away free consulting? You’re following their process instead of your own. Most salespeople are so afraid of hearing "no" that they accidentally encourage their prospects to lie to them. They accept "maybe" as a victory, when in reality, "maybe" is the fastest way to go broke. In this episode, I’m breaking down why "no" is actually your second favorite word and how to use it to gain total control of the sale. We’re covering how to stop being a "free consultant" and start being a decision-maker who respects their own time. I’ll show you the exact framework for disqualifying bad prospects before they waste your week. If you want to build massive trust and shorten your sales cycle, you have to be willing to put "no" on the table from the very first minute. IN THIS EPISODE → Why your prospect's "Let me think about it" is actually a rejection in disguise → How to set up the "Decision Rule" at the start of every meeting → The 3 non-negotiable criteria to disqualify a prospect immediately → Why giving away free consulting is killing your…

Topics covered

• sales process
• prospect management
• disqualification
• B2B sales
• decision-making

Keywords

• free consulting
• sales cycle
• trust
• decision rule
• profit margins

More episodes of No BS Sales School

• My second favorite word in sales · March 17, 2026 · 6 min
• The trap of a friendly lunch · March 12, 2026 · 11 min
• "Head trash" keeps you broke (here's how) · March 3, 2026 · 9 min
• Stop Pitching on LinkedIn (Do This Instead) · February 24, 2026 · 8 min
• The Sales Closing Mistake That Makes Prospects Walk Away · December 13, 2025 · 8 min
• Are You Asking Customers the Most Important Question? · November 22, 2025 · 7 min