James Berry, VP of Sales,

Custom Cloud Solutions

At Walker's suggestion, we implemented a paid "deep dive" to evaluate a company's computer network, software and hardware about 2 years ago. We had done them for free before. Since we've been charging, we've found that  people who are committed to fix their network problems have no problem paying for the service.

 We've saved months of time by not having to chase people who were happy to let us do our evaluation for free, but had no interest in or budget to fix any problems.

Our close ratio went from 2/10 to 7/10 with a LOT less free consulting and much shorter sales cycle.

Sam Watkins, Owner,

Red Clay Carolina

After learning the NO BS Sales system, I realized how expensive free consulting was for us. Walker suggested we tell people that we charge an upfront fee of $3k to $5k for our design. I was nervous, because no one else in our business does that. He said that's exactly why we should charge. We sold our first paid design about a week later for $3k. 10 days later we had a PO for $100k for our first job with that customer. We've realized that if our prospect doesn't have as much skin in the game as we do, we're at a severe disadvantage.

 We've grown from $500k in sales to over $3mm in sales and increased our margin by 20%.