In a world where sales often carries the stigma of being pushy, manipulative, and uncomfortable, Sales Expert Aleasha Bahr, is on a mission to debunk those common misconceptions and revolutionize the way we approach sales.

She’s challenging the notion that salespeople need to engage in aggressive tactics or endure countless rejections before seeing results. Instead, she advocates for a more natural and authentic approach to selling, where honesty, transparency, and personal strengths take center stage.

The Myth of One-Size-Fits-All Sales

There is no universal formula for sales success, especially in an ever-evolving and unpredictable field like sales. If there’s a genuine fit between the product or service and the customer, there’s really no need for forceful selling. It’s about finding the perfect match, rather than convincing someone against their will. As Aleasha says, “If it’s a fit, then it’s a fact and there’s no “selling” involved.”

Embrace Your Natural Sales Skills

Natural salespeople often don’t realize what makes them effective and they might even say things like, “I don’t really sell”, which can feel confusing. But the magic lies in their ability to genuinely align the customer’s needs with the right solution. They excel at telling potential clients when they’re not a fit for their offering, and opt for trust and transparency over persuasion, which ultimately builds stronger connections.

Being upfront with potential clients goes a long way, even if it means redirecting them to a different solution that better suits their needs. By providing milestones and a clear path, customers will know when to return, and it establishes a foundation of trust. It’s about genuinely caring for the client’s success rather than just making a sale.

Engaging Sales Conversations

Traditional sales conversations often follow a predictable pattern of Q&A followed by a lengthy pitch. However, Alicia introduces a more engaging and effective approach called “Pitchweaving.” In this method, the pitch seamlessly weaves into the conversation, making it feel like a natural progression. You give an insight into an answer they give you about whatever’s going on in their business, explaining how it could be different working with you. This removes the pressure and resistance typically associated with sales pitches.

The “Cost of Inaction” Strategy

The “Cost of Inaction” strategy is where you really dig into the worst case scenario if they do not solve their problem. This approach only works on individuals with significant self-doubt and can lead to increased refunds. Instead, address the client’s challenges and pain points with empathy, and reassure them that better days are ahead.

Instead of forcing a decision, acknowledging the client’s choice (or lack of choice) and its potential consequences is crucial for maintaining empathy and understanding. This way, the client feels supported, regardless of their decision.

Overcoming Objections

Three significant objections that often hinder successful sales are time, money, and self-doubt. The “can I do this?” objection is the often most critical, as it often outweighs concerns about time and money. Prospective clients frequently worry about whether they can effectively use the product or service and what their peers or spouse will think. 

But mastering the art of sales really comes down to three main skills: curiosity, empathy, and passion. When you’re a buyer, all you want is someone genuinely interested in understanding your needs, asking relevant questions, and empathizing with your situation. Passion is contagious, and working with someone enthusiastic about your success can be incredibly motivating.

The Importance of Asking the *Right* Questions

One of the most common mistakes made in sales calls is the failure to ask the right questions. Sales professionals often miss the opportunity to understand the prospect’s needs, preferences, and expectations fully. If you were recommending a restaurant to someone, you’d want to know the person’s location, food preferences, and budget. Sales is no different; the key is to tailor your pitch to what matters most to the client.

Sometimes people can feel scared to ask questions which feel more direct about details like timelines and budgets. But those conversations are going to make a difference in someone moving forward and make it much easier to follow up with clients.

Instead of avoiding the topic of budget and risking sticker shock later, address it earlier in the conversation. By proposing a range or options based on the client’s financial capabilities, you can collaboratively create a proposal that aligns with their budget.

Effective Follow-Up Strategies

Dealing with potential clients who ghost you after a sales call can be frustrating. To rekindle their interest, you can use follow-up emails to highlight ideas or results that align with the client’s needs and interests. This shows your enthusiasm and showcases how you can help them achieve their goals. The frequency of follow-ups can vary depending on the potential value of the client (larger deals warrant more persistence!).

Maintaining Boundaries During Sales Calls

To prevent exceeding the scheduled duration, make sure you’re focusing on the things that are necessary to know if this is the right solution for them. Redirect discussions when necessary, and avoid over-educating the prospect, which can often lead to confusion. By ensuring that the conversation stays on track and relevant, you can maintain professionalism and respect for the client’s time.

If prospects start asking coaching-style questions, aim to provide a glimpse of your expertise while also maintaining boundaries. Offer a general idea or suggestion but remind them that a deeper exploration would require a more in-depth conversation, ideally when you work together. This approach keeps the prospect engaged while preserving the value of your services.

Conclusion

In an industry often clouded by misconceptions and aggressive tactics, placing emphasis on authenticity, curiosity, empathy, and trust-building can help you connect with clients on a deeper level, and ultimately achieve higher conversion rates without the need for pressure or pretense. 

If you want to embrace the natural approach to sales while remaining true to your values and principles, Aleasha’s Matchmaker Sales Method™ could help you convert more prospects and build lasting, meaningful relationships with your clients.

To find out more about working with Aleasha, click here for more information!

You can also check out her podcast: “Sales is NOT a Dirty Word”