Most of us have something we want in our lives that always seems to elude us. Something we desperately want. Being “sincere and faithful” isn’t enough to get us what we want in life.

Professional selling is always about your prospect. Ban the words “my time” from your vocabulary.

A good voicemail is smooth, understandable, and delivered in 12 seconds or less.

Take responsibility for everything bad that happens. Even if you didn’t do it. That’s one of the best ways to build a healthy business relationship.

It’s so easy to assume the worst about your prospects. To believe that they get some joy from wasting your time. What would happen if you assumed that most people were truthful and had good intentions, despite not doing what you expect them to do?

Isn’t it better to get flying lessons BEFORE you’re in the air? Similarly, it's better to get sales coaching BEFORE you're in the hot seat with a prospect.

The day I grew up is the day I began to take responsibility for my success and failure.

Not every prospect meeting results in a sale. Sometimes it’s not prudent for them to buy.

If there isn’t a personal, compelling reason why your prospect needs to move now, you’re wasting your breath and maybe lessening your chances of getting back in when it does become a priority.

If your main focus is on needy, low paying, difficult customers, then you’re choosing busy over successful. 

It’s ok not to be the right fit for every prospect that comes your way.

“Closing the file” isn't about giving up. It's just a way to learn the truth about where you are in a deal.

Unwittingly following the "Prospect’s sales system" can cost hundreds of thousands of dollars in wasted time, money left on the table, and lost deals.

McKay Consulting helps entrepreneurs, founders, and sales teams create a custom sales process to quickly disqualify prospects, close the right prospects faster, and at higher margins.

To build trust quickly and shorten your sales cycle, let your prospect know what to expect during your sales call. No surprises.