EP 184 – How to Sell Effectively without Being Salesy with Aleasha Bahr
Hey there! Patty Dominguez here with episode 184 of the Positioning to Profit Podcast. Thank you for being here.
[00:03:05] Natural salesperson doesn’t actually sell, builds trust.
[00:05:22] Criteria for a quality relationship or prospect.
[00:08:44] “Pain-based sales structure requires energy and patience.”
[00:11:20] 1 mistake: Over-explaining without asking effective questions.
[00:14:44] Fear of wasting money, addressing concerns and alternatives.
[00:18:23] Ideal clients value and fill out forms. Quantity ≠ quality. Sales calls should be targeted and exciting. Fit and relevant questions are important.
[00:21:40] Ask what they’re looking for. Sell accordingly. Have a structured sales conversation.
In this episode of “Positioning to Profit,” host Patty Dominguez sits down with guest Aleasha Bahr to discuss the art of selling and finding the right fit for clients. Aleasha, an experienced salesperson, shares valuable insights and strategies that will help listeners maximize their sales efforts while building trust and long-term relationships with their clients.
The conversation begins with Aleasha acknowledging the common concerns that both prospects and salespeople have when it comes to spending money and the fear that it may not yield the desired results. To address this, she suggests having an open conversation with prospects and asking them if there are any specific concerns that make them feel they would be an exception to the effectiveness of the product or service being offered. By addressing these concerns head-on, salespeople can determine if a prospect is a good fit or not.
Aleasha also advises framing the decision-making process in a way that empowers prospects to evaluate if there are faster or more affordable options available to them. She emphasizes the importance of understanding a prospect’s alternative plan if they decide not to go with the speaker’s offer, as it shows that the salesperson genuinely cares about the prospect’s best interests. Ultimately, Aleasha supports the prospect’s decision, even if it means not choosing their product or service, as long as they have a plan in place.
One of the key points Aleasha makes is that many natural salespeople struggle to articulate what they do because they don’t focus on selling. Instead, she believes in telling people when they are not a good fit for a product or service. This approach builds trust, leads to return customers and referrals, and retains clients for longer periods. Aleasha highlights the negative impact of bringing on clients who are not a good fit, as it can drain time and energy and damage one’s reputation. She stresses the importance of having more criteria than just a working credit card when considering a prospect.
To determine a good fit, Aleasha compares the process to dating, where certain questions need to be asked to assess compatibility. She uses a deep diagnostic process with her clients to uncover patterns among individuals they do not get results for, those they do not enjoy working with, and those they get amazing results for. Aleasha gives examples of patterns such as people who are new to the business or have lower-priced offers, which she has found as individuals she does not enjoy working with. Cultural alignment and certain product or service-based factors are also important considerations in determining fit.
The conversation also dives into the importance of asking relevant checking questions throughout the sales process. Aleasha emphasizes that asking “does that make sense?” is not a real checking question, as most people will automatically say yes. Instead, she advises asking specific questions to gain the desired information and ensure clarity and understanding. She also addresses the hesitation some salespeople have in asking potential clients to fill out a form before booking a call, citing the importance of filtering out people who are not serious and just seeking free advice.
Having an application process, according to Aleasha, demonstrates a prospect’s seriousness and commitment to receiving help. It helps filter out those who are not genuine and saves salespeople from wasting time giving away free advice during calls. She emphasizes the value of pre-framing the conversation and setting expectations to avoid wasting time on unproductive coaching.
Throughout the episode, Aleasha emphasizes the importance of understanding what potential clients are looking for in their business and ensuring that one’s solution aligns with their needs. Educating the client too much and overwhelming them can be counterproductive, so the focus should be on how one’s solution can solve the client’s issue, rather than providing unsolicited advice.
In discussing common objections such as “let me think about it,” Aleasha advises asking what the prospect plans to do with their time to gain clarity. By asking checking questions throughout the conversation, salespeople can better understand why someone might not be ready to move forward and address their concerns directly. Aleasha assures listeners that if everything looks good and there are no red flags, there shouldn’t be any reason why a prospect wouldn’t get the same results as other clients.
In addition to discussing effective sales strategies, Aleasha also criticizes the use of inauthentic, staged marketing tactics, particularly those that use luxury items like Lamborghinis as symbols of success. She expresses interest in learning more about selling through hope rather than fear and the positive impact it can have in building trust with clients.
Overall, this episode of “Positioning to Profit” offers insightful and practical advice for salespeople looking to improve their effectiveness and find the right fit with clients. Aleasha Bahr’s expertise and authentic approach provide listeners with valuable strategies that will help them navigate the sales process with confidence, integrity, and ultimately, achieve profitability. Don’t miss out on this engaging conversation that may just transform your sales game!
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Connect with Aleasha Bahr
BIOGRAPHY
Aleasha Bahr had a successful career in sales, specializing in digital advertising. She worked for a newspaper where she helped transition print accounts to digital advertising, working with both big and small clients and gaining valuable insight into various industries. Aleasha also had her own marketing agency for three years but found it challenging to scale due to the need to hire additional staff. Missing the sales aspect of her previous work, she appreciated the experience she gained in marketing as it greatly contributed to her success in sales.
Overall, Aleasha’s diverse background in advertising and marketing has equipped her with extensive knowledge and expertise in working with different types of clients and industries.
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