Authentic Sales, No Gimmicks: Kris Ward & Aleasha Bahr on Selling Like You

You can find Aleasha Bahr at:
Book: https://blacksheepsalesbook.com/
Podcast: https://podcasts.apple.com/us/podcast/sales-is-not-a-dirty-word/id1440616027

#AuthenticSales
#SellWithConfidence
#KrisWard

Aleasha Bahr Podcast Interview

[00:00:00] Kris Ward: Hey, everyone. Welcome to another episode of Win The Hour Win The Day and I am your host, Kris Ward. And today in the house, we have Aleasha Bahr and she is a sales strategist and messaging expert. Listen, you’re going to want to hear why these two things go together and they don’t normally. Let’s see how we do. Cause we have so much to talk about on the show. Welcome to the show. 

[00:00:22] Aleasha Bahr: Thank you, Kris. I’m so excited to be here. 

[00:00:25] Kris Ward: Okay. First off, I want to say I’ve read your book, Black Sheep and Sales. It is so well done. It’s so good. It’s so engaging. It’s a easy read. You have to check it out. It’s insightful. It’s inspiring and it takes the nonsense and the noise out of sales.

[00:00:44] And I love your clarity and your attitude in it. There’s so many different levels of just so many levels of greatness in it. And one of the things that I, if nothing else, your black sheep sales command commandments, we could do a, we could do a six part series just on that. So we’re [00:01:00] really going to have to try, I don’t know what we’re going to do here, but we’re going to do our best because there’s so much to cover. So welcome to the show, Alicia. 

[00:01:08] Aleasha Bahr: Thank you, Kris. It’s amazing to hear you say that stuff. Thank you. 

[00:01:12] Kris Ward: Okay. So what I think you do really well is when I remember starting out in business and I would, of course, there’s always some sort of sales presentation or seminar, something you can learn more and we can always be better at sales.

[00:01:24] Like it’ll never be enough, right? So of course, enthusiastic, I would go to these sales things and I just found them insulting no window closing sale, or window this, or it was all these high level stuff that what? I don’t know. If I knew that, I wouldn’t be here, right? And I found, what I found really powerful about your book and all you really break down, I think, all these nonsense myths.

[00:01:47] Sales is not a numbers game. We hear that all day long. Oh yeah, if you make whatever, a hundred calls, it’s just a numbers game, but those are some bad numbers. You might make a hundred calls and you get [00:02:00] two clients. So that means you got to make 200 calls to get four clients. That’s not a numbers game I want to be part of.

[00:02:05] So you really break down some of the stuff that we take for granted, like sales should not feel uncomfortable. More calls do not equal more sales, and then I love the empathy and curiosity of the most powerful skill cell sales skills you can have. It’s just, I think what you do beautifully is.

[00:02:22] You humanize the process of engaging a potential client. Cause at this point, I don’t even want to call it sales because what you’re doing and what everybody else is doing in sales are two different sports, right? So you almost have to come up with your own language, but then when you’re doing your head shaking and you. You’re looking at something like, I’m not getting this or this is uncomfortable for me. You’re just a breath of fresh air as far as your perspective on how all this goes. So where do you want to start? Cause so far I haven’t let you talk at all. I could sit here and talk about you. So what do you want to do?

[00:02:54] Aleasha Bahr: I could just sit here and listen to it. It’s great feedback. I love to hear it. It’s exactly what I [00:03:00] wanted from the book for people is to feel like they could trust themselves. That they are closer than they realize, that they’re better than they realize, that they don’t need to change themselves at all to be really good at sales.

[00:03:14] In fact, they are going to be better at sales the more they lean into who they are. And that might sound silly to somebody listening, but if you read the book, it will make a lot of sense. 

[00:03:23] Yeah. But the biggest, I believe that sales has been overcomplicated because it made people a lot of money to overcomplicate it.

[00:03:31] Kris Ward: Yeah. Yeah. Oh my gosh. I’m so with you. That’s the kind of thing about my industry as well. There’s so many people out there doing different elements of what we do. And like we tell people at their team, their time and their toolkits. And the time part is really like 10 percent of what we do. It’s very small.

[00:03:47] It’s the team and building the team philosophy and it’s our signature super toolkits that are the big deal, but just the industry alone of people, productivity and systems and all that stuff, they’re out there. And it’s wait, watch this for your [00:04:00] calendar. Oh, make all these lists. And then look at the end of the day and reprioritize the list.

[00:04:03] And then, Oh my Lord, like it’s just this nightmare. And I think they do that with sales as well. I think too, what you’re saying is, if you have something that you’re purposeful about, you’re good at, and you care about, and you stay true and just be you and stop putting in sales language and put yourself in a box or contain yourself in a position that’s uncomfortable.

[00:04:27] You’re going to come off more sincere because you are more sincere, and so then all that sales ickiness is not going to interfere with the process. It’s going to be more comfortable for you and more comfortable for the prospect. 

[00:04:40] Aleasha Bahr: Yeah. If you are like listening yeah, it could never be me in a sales conversation because I’m an awkward turtle.

[00:04:46] Kris Ward: Yeah. 

[00:04:48] Aleasha Bahr: You can just literally tell someone I feel really awkward about sales, but I want to find out how I can help you, if I can. And immediately the pressure is, you are immediately more likable, [00:05:00] you don’t have the pressure to perform, all you have to do is understand somebody’s situation with curiosity and empathy, and if it’s something you can help them with, you’re like, guess what?

[00:05:11] I got you. It’s very easy to come across with that conviction and that passion and you can just remove that pressure to pretend you’re somebody else in the beginning of the conversation. 

[00:05:23] Kris Ward: And I think too, you’re right, it is overcomplicated because really at the end of the day, sales isn’t everything, when you’re trying to get a child to go to bed or you’re trying to get you and your, whatever, your friend to negotiate where you’re going for dinner, it’s Hey you know what?

[00:05:36] How about we do this? How about we go here? Cause it’s closer. It’s a little cheaper. You said you’re worried about money and then on the way home, we’ll go to that dessert place. You’re like, that’s sales, and so if you can do that. You’re selling all the time. You just think, it’s more, it feels like, negotiating or being more approachable or friendly when you’re in a warm environment.

[00:05:54] So I think to your point that you keep driving home in a very interesting and digestible book [00:06:00] is just show up as you, and then that’s half the battle. 

[00:06:04] Aleasha Bahr: That is half the battle. And the other half is understanding what the person across from you wants or needs. Yeah. And positioning your thing in a real way, not in a lot, not in a, this is a lie and I’m just positioning this way to get your money, but in a real way.

[00:06:20] So like in the example where you said Oh, let’s go here cause it’s cheaper and I know you’re trying to save money. You knew they were trying to save money. Yeah. So you were able to bring that up as a positioning point. But if you don’t know that about somebody yet, you just need to find out. So that’s the other half is being able to understand what they want and connect what you do to solving that if it’s true.

[00:06:42] Kris Ward: I’ll tell you something else. It’s a good book when I don’t, I’ve read it like a week ago and I’ve already quoted, I said to somebody very wisely the other day, I’m saying, listen if it’s a fit, it’s a fact. I’m just telling you, right? 

[00:06:52] Aleasha Bahr: I love that because I think it’s a great compass for [00:07:00] people in their life.

[00:07:00] So often we don’t listen to our intuition or the facts in front of us and we convince ourselves to do something that doesn’t feel right, but we do it anyway because someone else is like saying all this stuff. And it’s just If it’s a fit, it’s a fact. If it’s not a fit, that’s okay too. I think one of the big overarching mind shifts of black sheep sales is that if you didn’t get a yes from the person, it’s not a failure.

[00:07:26] A lot of times you’re going for that no, because if the person is not a fit, you do not want to bring them in. 

[00:07:35] Kris Ward: Oh my God, you do not. Yeah. Yeah. 

[00:07:37] Aleasha Bahr: Yeah. And regular sales. 

[00:07:38] Kris Ward: They will suck the living soul right out of you. 

[00:07:43] Aleasha Bahr: It’s not worth it. And mainstream sales just doesn’t even account for that.

[00:07:47] Everybody’s a yes. You get the credit card or you suck at sales. And that’s just a lot of pressure that the prospect and the seller can feel. So just that shift alone of Hey, if it’s not a fit, [00:08:00] it’s totally fine. There’s no judgment. Everybody should get what they need. Even if it’s just not a fit for me personally, like my personality, like maybe my services are a fit for you, but we’re not going to jive and you deserve someone who is extremely patient and methodical and slow or someone who moves way faster if you’re the slow one or whatever.

[00:08:21] Kris Ward: Yeah. Yeah. No, I know. One of the things that I do with my clients is even if I’m just meeting someone or thanking them, I use video a lot through email, right? If somebody, if I, if somebody sends me introduction or referral to another client, I’ll send a video saying, Hey, so and so said we should meet and blah, blah.

[00:08:38] I just rather than try to type out an email, they’re going to see my face, hear my voice, right? And they get a lot of compliments on this. And then I had somebody that was sent me a referral and oh my gosh, I haven’t had this happen in a long time. And so I’m ashamed to say that I didn’t, I saw the warning signs, but I was like, like he always, I don’t know.

[00:08:54] I argue with myself and say, give them the benefit of the doubt or whatever. So I had sent, I got this referral and I sent the [00:09:00] woman a video saying, Hey, so and so said we should connect. Here’s the thing. We’d love to hear more about your business, how we can help you with this, whatever. So she replied back.

[00:09:07] It was close to the holidays. I’m traveling. Here’s the questions I have. I do want to work with you very much. Here’s questions I have. Do not send me video. I want the responses in type typing. And I’m like, I’m sorry. What’s going on here? Don’t talk to like, why are you talking to me like that?

[00:09:21] I don’t work for you and people love the videos. It’s me giving more, like they’re only three minute videos, not like a 30 minute video in it. That way I can answer the question much more sincerely than just one or two answers. But I thought, Oh, maybe she was in a rush when she wrote it on the phone.

[00:09:37] Anyways, we went back and forth a couple of things like that and she ended up signing on with us, which I’m ashamed to say, because it was because the person who referred it to us, I trusted them and I was like maybe this one’s just showing, because when people come to us, they have been overworked for a really long time.

[00:09:53] So I’m like, maybe she’s just in a bad shape, she’ll turn it around. And I’m here to tell you boys and girls, Oh my gosh. [00:10:00] It’s horrible. Nightmare. Nightmare. Nightmare. And it had been a long time since somebody could shake my confidence in this area because I know what we do is very unique and very special.

[00:10:11] And I was like, my team was like, you got to get rid of her. She’s making it crazy. That’s not okay. So yeah, if it’s not a fit it’s really, it’s like putting on shoes that don’t fit. Like you can’t get far in them. They’re going to hurt. 

[00:10:25] Aleasha Bahr: Yeah. And that applies also to the sales strategy. So most mainstream sales is like one size fits all.

[00:10:33] So we were talking a little bit about this before where it’s like, they don’t help with the messaging and positioning. They’re like, whether you’re selling, selling water to somebody who’s in the desert or somebody who’s by the sea, it’s the same. And it’s no, just those two audience alone, even if it’s the same product.

[00:10:51] That is a different conversation. Yeah. And it’s wild that they’re like, if you can’t sell everything if you [00:11:00] can’t sell exactly the way that I sell, something’s wrong with you. When it’s really if you had shoes that were not a fit, would you blame your feet? 

[00:11:09] Kris Ward: Yeah. Yeah. Yeah. 

[00:11:10] Aleasha Bahr: No, you would just be like, I need different shoes and that’s, it’s okay.

[00:11:15] It’s great that works for someone else. And we’re not saying that it’s wrong or it doesn’t work, but you should be honest of whether that works for you and know that it doesn’t mean anything about you. Wrong. If it. 

[00:11:27] Kris Ward: Yeah. A hundred percent. Okay. So you talk a little bit about messaging, which is interesting because you’re right. Sales strategy and messaging expert and messaging is so key in sales. And yet I don’t think I’ve ever seen that paired before. 

[00:11:43] Aleasha Bahr: This is so crazy to me, because the hardest thing for most people is how to explain what they do in a concise way that makes other people want to buy it. And people will be like, I help you with sales, but I can’t help you explain what you do.[00:12:00] 

[00:12:00] Yeah. Yeah. That’s literally the hardest part and marketing messaging. It’s slightly different from sales messaging too, I might add. A lot of times people will be like, Oh, I did, I’ve done messaging work in marketing. That’s not for a verbal conversation, 

[00:12:15] which is different. Really understanding there are so many ways, like what is messaging and positioning right?

[00:12:21] For example, if you’re going to go to a baseball game and you want to convince somebody to come and they, you have two different people you want to convince. It’s one single, one’s married. You’re going to position and message that very differently to those two people. To the one who’s married, you’re going to say, look, we got a great spot right behind the plate.

[00:12:41] It’s a beautiful day. You’re going to get some, quiet time. The single one, you’re going to be like, we’re going to be around the other singles and we’re going to mingle and I’m going to buy you a beer. And they’re both the same game, right? It’s just a matter of how you’re explaining it and positioning it to somebody.

[00:12:59] Kris Ward: So [00:13:00] good point. 

[00:13:00] Aleasha Bahr: Yeah. It’s so important for a sales expert to understand who are you talking to? What do they care about and what’s different about what you do? 

[00:13:11] Kris Ward: Yeah. So 

[00:13:12] Aleasha Bahr: One of my clients right now is a tax professional who who works with people on a monthly accounting basis because so often they’re in silos, taxes and accounting, and it’s bad.

[00:13:25] They should be together. That’s nothing he’s ever communicated to anyone before. 

[00:13:31] Kris Ward: Yeah. Yeah. 

[00:13:32] Aleasha Bahr: But wouldn’t that make the right person feel so relieved? 

[00:13:37] Kris Ward: Yeah, I know. Cause I knew when I was new in business, I didn’t understand that too. Like at the end of the year, I saw this accountant that I didn’t see all year.

[00:13:43] And as the, I have a really great accountant now and she always says, garbage in, garbage out. You can’t come to me once a year with all this stuff. Cause we didn’t make any decisions that like, I didn’t tell you what receipts to save and what to do and all this other stuff. So you give me a pile at the end of the year and I might as well give her a box [00:14:00] of macaroni for what I know about taxes and receipts.

[00:14:03] Aleasha Bahr: Yeah. So it’s about understanding. It’s also understanding that most people don’t know this, don’t care to know it. The only reason they have to know is because they have to. So how can you message that in layman’s terms that somebody understands and then is oh, I want it. And that’s such a different pro I honestly don’t know what sales people, sales experts are doing if they’re not helping people with that.

[00:14:24] I don’t understand. 

[00:14:25] Kris Ward: I can tell you, because I’ll tell you, most of them are doing the same thing. And it’s a sales language. It’s like a smock, put this over your existing outfit and, like an apron in the kitchen, but it’s one size fits all you know what I mean? There’s very few people I think essentially that do sales well and they don’t talk about messaging.

[00:14:46] And so I’m telling you, without any, you breaking down what I do, and I’m telling you this is what I do. And then you tell me how to sell around it, but you’re right. It’s it’s a hot mess. I can, whatever. I don’t wanna waste my time on them, but yours is it yours is just it’s so humanized.

[00:14:59] [00:15:00] That’s the word. Like I was reading it and I was like, oh my gosh, and I messaged you. I was like, I read a lot of books and especially if anyone’s going to be on the show, I read the book and I’m always consuming content for my clients and stuff. And I wasn’t very deep into yours. I’m like messaging you going, Oh my gosh, leaving you audio messages.

[00:15:15] Listen to me. Like you wrote this book. You have to get it out there because I think not only is it great. But I think it will soothe some souls and just get people to not hate sales so much. And then just, you don’t have to be a different human or a different personality to put on this mask when you now, okay it’s almost a switching, like if you were, I don’t know, a hockey player and then at four o’clock you have to be a basketball player.

[00:15:41] Oh I’m an athlete, but I need totally different gear and sports. And the rules of engagement are totally different. And that’s what it’s like as an entrepreneur. It’s okay, I’m this person. And then I have to put on all this stuff for my sales process. And no wonder everyone always says I hate sales because you’re contort into these things and I don’t understand it.[00:16:00] 

[00:16:00] I don’t know, back to sports I’m hitting the ball and I don’t know what even gives me points, so I think yours allows people just to be like, Hey, be you. And here’s some things that we can do to serve you being you. 

[00:16:15] Aleasha Bahr: Yeah. So I’m actually working on an assessment that I’m really excited about that sort of does a really great job of taking that a step further.

[00:16:23] It’s a sales personality assessment. And it’s basically, you take the test and understand which sales personality are you. Are you introvert Ingrid? Are you aggressive Andy? Are chatty Charlie? And all of these people, relationship Rhonda, they have strengths, but they also have weaknesses.

[00:16:43] Yeah. So Silent Sarah or Introvert Ingrid, they have a weird, hard time connecting. Yeah. And so they force themselves to be all smiley and high energy because that’s what you’re supposed to be in sales. And it feels 

[00:16:56] Kris Ward: Yeah. 

[00:16:57] Aleasha Bahr: And 

[00:16:58] Kris Ward: people can spell it off you too. [00:17:00] 

[00:17:00] Aleasha Bahr: Yeah. It doesn’t feel right. You have, they have natural talents and you just need a couple of things to guide you in the area that are weaknesses. So you have issues with connecting. Okay. Okay. Let’s connect in this different way, like pitch weaving, which we talk about in the book that has a lot of empathy with it. And it establishes a connection that’s real instead of this superficial small talk connection, which is what they hate.

[00:17:24] Okay. There’s lots of ways to establish trust and connection. Silence, Sarah, guess what girl? Silence is powerful. It allows people to reflect and process. And you need to know like some ways of establishing connection and getting curious to help you. So it’s instead of saying everybody has to be the same way, it’s no, let’s give you some tools that are going to benefit you and your weaknesses specifically.

[00:17:55] Kris Ward: Because it’s here’s my, and I’m not even in sales, but when the nature of what [00:18:00] we do is we take a lot of things off the entrepreneur coach consultant, the founder’s plate. And because so many times you just end up with all this stuff that you think is your work, but it’s pre and post work.

[00:18:09] So easily my clients say they get 20 hours back a week within the first month of working with us. And what I want to say is you get this idea that, Oh, okay. If I could give up one thing, it would be sales. Cause I’m so busy. What if I could give up sales? And even me, I will say, listen, that is the last thing you want to be giving up.

[00:18:29] Because they’re like you, it’s your messaging. They’re working with you. You also, there’ll always be a reason someone didn’t get the sale. You need to be there looking people in the eyeball. You there, you need to be figuring out what’s working and what’s not working. So I’ll help you take all this stuff off your plate and you’ll get, business should support your life, not consume it, but you have to be you in the sales process.

[00:18:52] And so many people want to dump that first. And I always say. If you were standing there, maybe it’s somebody you knew [00:19:00] through your friends or you’re in a situation, a social situation, you see someone that you really want to go out with, are you going to send somebody else over there to do your pitching?

[00:19:07] Like you got one chance at this, they better like you and go over there and be you and see, if you can make the connection. And that’s the same thing with sales. So it’s no, that’s not the first thing you should be giving up. And there’s a hundred reasons why Just Be You is going to work.

[00:19:21] Cause they’re going to be working with you anyhow, so they better like you. So I, you really lean into that, into the book as well. And I think it’s just refreshing because so many people think, oh, if I could just afford it, if I won the lottery tomorrow, I’d have somebody else do my sales. That would not solve your problems.

[00:19:38] Aleasha Bahr: No, actually, you’ll, especially if the salesperson is nothing like you, all of a sudden you’ll get these clients in and you’re like, who the hell is it? And what did you tell them? Because they have weird expectations and they are not someone I’d want to work with. Especially when it’s like you’re delivering the whole service, like when you have a team and stuff, like it could be.

[00:19:59] Kris Ward: But even, [00:20:00] Stu, if you have that team, and I think team is a philosophy, not a number. That team has a culture and it’s amplified by your dynamic. So even if you have a team, you, your personality is embedded in that culture. And I think that’s really important because I know when my business was brand new, oh my gosh, I, what would happen is people who knew me well, or after they worked with me a while, they’d be like, Oh my gosh, you’re so clear.

[00:20:23] You’re so concise. You’re direct. I love that. No nonsense. Let’s just get to it. They thought I was fine. That’s fine. And then I would sometimes get somebody else, not having my sales process reflect me. And they would be easily offended or they thought I was blunt or, so then I would be more flowery with them and hint around stuff and sugar coat things.

[00:20:42] It was very time consuming and not comfortable, but I did it. But then when I went back to my clients who I resonated most with, they’d be like, you know what, Kris, we came on with you because you get stuff done and you’re really clear and direct. Why are you beating around the bush? So first of all, , I was going insane.

[00:20:56] And the people I resonated with most, I was ying yanging with my [00:21:00] personality back and forth. So nobody was happy. The person who wasn’t, I wasn’t a good fit for, I wasn’t a good fit for, and then the people I was a good fit for, I was now a co. Like I didn’t know how to elastic band my personality back and into shape when I was going from one call to the next.

[00:21:14] So I think that’s the beauty of your book as well, is look, you’re you, and that’s what you’re stuck with. So why don’t we just lean into that and make it easier. And it just is going to be so much, it’s such a smoother ride. 

[00:21:29] Aleasha Bahr: Yes. I love that experience and anecdote that you’re able to share because it’s very relatable.

[00:21:35] And it’s something when you get, when you become self employed, one of the benefits is that you get to choose who you work with. Yeah. So in my LinkedIn headline, it says stop selling like a douche bag. Yeah. Some people think that’s gross. They don’t like it. I’m so glad. 

[00:21:57] Kris Ward: Yeah. 

[00:21:57] Aleasha Bahr: We would not be a good fit.

[00:21:59] It [00:22:00] definitely says something. First of all my target client knows who I’m talking about when I say stop selling like a douchebag. But also I’m a casual person. I’m not gonna wear a blazer. I’m not gonna I don’t want to worry about working with someone who’s really what I would call uptight.

[00:22:18] Kris Ward: Yeah, but you also have this elegance about you. So when you say things like that, it sounds warmer than if the rest of us said it. I’m just here to say, but I do see your point. It was like, I remember when I saw on LinkedIn, I was like oh my, here we go. Grandma here. Woo. But. You still, but, and that’s to your bigger point of your personality, because when you say and do it, it’s funny or ironic because if you’re comfortable with it, whereas somebody else, it would either, it would be uncomfortable for me and it will come out awkward.

[00:22:46] Or it would come out harsh from somebody else, right? So it’s a good fit for you, but it’s also a good fit the way you roll it out. So just be you, because you are like that. You light up and you’re, you’ve got great irony in the way you talk about [00:23:00] things and there’s humor there. So it just leads back to just be you, really.

[00:23:05] It’s oh my gosh, we’re gonna spend all of our lives and every aspect of it learning just to be you. When will it stop? 

[00:23:11] Aleasha Bahr: And the main thing to keep in mind is that it’s repelling the people who aren’t a fit. So people are so scared of repelling people who aren’t a fit, but I’m like, Oh, you don’t like me.

[00:23:22] That’s okay. I probably don’t like you and we all deserve to be hanging out with people that we like. Am I going to go to the country club and talk about, I don’t know what they talk about the country club. I’ve never been there. It’s not me. I’m not going to do that. And if you love that, I love that for you.

[00:23:41] And I’m looking for the people who want to go to the live music. So there’s really this overarching. It’s okay to repel. Like the more you repel, the more you’re too direct, Kris. Okay. 

[00:23:52] Kris Ward: Yeah. 

[00:23:52] Aleasha Bahr: I’m not for the direct people. You should work with somebody who’s going to be all flowery and soft. And that’s not me. And that’s okay. And [00:24:00] I’m okay. And you’re okay. And both, nothing’s wrong with either of us. 

[00:24:02] Kris Ward: Yeah. It’s no judgment. It’s just like back to the whole shoot. It’s great dress. The wrong size. It’s a whole thing and the, okay oh my gosh, we could do this all day. So the sales, the messaging, there’s so much in this book.

[00:24:17] Tell me something you feel like we just constantly step over, don’t take a look at, and it just mystifies you that we don’t talk about it enough. 

[00:24:25] I think that along the same vein, a lot of people don’t think about their anti audience. They only think about their ideal audience. 

[00:24:33] They are like, and usually they don’t have a lot of criteria for that either.

[00:24:36] They’re like if you have a pulse and a credit card, that’s all I need. And you really want to get specific, and you can get specific by looking back what are the patterns in the people that love working with me? 

[00:24:49] Okay. 

[00:24:50] Aleasha Bahr: Demographic and psychographic. Do they have a certain amount of staff?

[00:24:54] With Kris, I’m guessing that they’ve got. A couple of years in business at least. 

[00:24:59] Kris Ward: So they’ve got usually 10, [00:25:00] 15 years in business. We don’t usually deal with new businesses. We tend to deal with coaches, consultants, entrepreneurs, stuff like that. We don’t, what I’m, okay, listen, I’m just going to say this out loud.

[00:25:10] I’ve never said it publicly before. Here’s the thing. And it’s most of it’s behind us now. I don’t do well. with these people doing summits all the time. Like I work with women to help them find the inner roar and their peace so they can expand their horizon and find their final frontier in their menopause years.

[00:25:26] And I’m like, I don’t know what you do. And I try to get people like that all the time, where they tell me these big, long thing of the beast within and confidence and men over 40. And it’s this big, long sentence. I’m like, I have no idea. Who you do what for I can’t help you because I don’t even know what you do I don’t and I don’t care right so I like something with meaty, tangible oh my gosh, Aleasha Bahr she’s doing sales.

[00:25:50] Let’s dive into that more people need to hear this. That’s great You’re marketing like I’m really clear now who I want but you are right that pulse in that credit card we’re trained [00:26:00] that It’s almost like you think you’re, oh boy, it takes you some years to figure this out, where you think you’re being irresponsible.

[00:26:06] Like you’re turning away money. In the beginning years of my business, it’d be like, Oh, we’re clearly not making enough money. Who am I to turn away money? It’s because they will have you go. You can’t be like a hairdresser and somebody that mows lawns. Like you just not those, you just can’t be going in all these different directions and think the business is going to go well.

[00:26:26] So when you take this variety of clients that are not a good fit for you, you will be wasting time and spinning out of control. I, my gosh, I don’t need to tell you that, the deal. 

[00:26:36] Aleasha Bahr: Yeah. It’s this misconception that some money is better than no money. 

[00:26:40] Kris Ward: Yeah. Yeah. 

[00:26:41] Aleasha Bahr: And it’s not.

[00:26:42] Because. You will actually spend so much time and energy on the wrong fit that you will not have time and energy for the right fit. And the same goes for the sales conversations you’re having. You need to filter people out and take less calls. Cause if you’re just meeting with [00:27:00] anyone, you’re not showing up quality for that meeting.

[00:27:02] Cause you’re like, Oh God, is this person worth my time or is this going to be a waste of time? Why don’t you find out ahead of time? Do you like talking to people about stuff you can’t afford? No. Either do your prospects. Let’s just be honest with them about what, who’s not a fit. This anti audience that actively repels the wrong people because there’s a lot of people out there.

[00:27:24] Okay. Yeah. And it’s actually going to make you more magnetic for the right people. So like Kris, I think you can be like, People who love working with us are people who want things fast and direct and that’s me. 

[00:27:38] Kris Ward: Yeah, 

[00:27:39] Aleasha Bahr: if you want something slow and like sugar coated 

[00:27:45] Kris Ward: Yeah, 

[00:27:46] Aleasha Bahr: we’re not a fit and there’s nothing mean about that, but people instantly know Oh, no, I know who Kris is talking about and that’s not me So I feel even more confident moving forward with this woman.

[00:27:58] Kris Ward: Oh my gosh. [00:28:00] Alicia, we could talk to you all day. Okay. Alicia, where can people find more of your brilliance? 

[00:28:05] Aleasha Bahr: So I have a podcast called Sales is Not a Dirty Word. 

[00:28:09] Kris Ward: Okay. 

[00:28:10] Aleasha Bahr: And it, I have these solo episodes about sales. They’re like 10 minutes. So I would definitely check those out. Usually start with like how to sell like a natural.

[00:28:20] Kris Ward: Okay. 

[00:28:20] Aleasha Bahr: Fun to start with. And My book, BlackSheepSalesBook. com, gonna be on Amazon too, but for now you can buy it at BlackSheepSalesBook. com. And But we’re getting it on 

[00:28:33] Kris Ward: Amazon, people. We’ve had the talk. She’s getting it on Amazon. 

[00:28:36] Aleasha Bahr: Yes. Kris was like, I need you to do this. Yeah. Yeah. The reason’s why.

[00:28:40] And I was like, okay, valid. I’ve been putting it off, but now I’m not going to put it off. And also LinkedIn. 

[00:28:46] Kris Ward: Okay. Oh my gosh. Please pass this show on to a business buddy. Don’t have them just suffering and banging around by themselves. There’s lots of content here. And Alicia, thank you so much. This is an important conversation. So appreciate you. We had a [00:29:00] blast and everyone else, we will see you in the next episode. 

[00:29:04] Aleasha Bahr: Thank you, Kris. 

[00:29:05] Kris Ward: You’re welcome.