You’re Not Bad at Sales — You’re Selling Wrong! With Aleasha Bahr

Episode Summary

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’ve got Aleasha Bahr.

She is a repeat visitor, and oh my gosh, what a delight. We learn so much from her. She is the founder of Black Sheep Sales, and she is quite a powerful sales consultant. So we’re gonna talk today all about sales and sales personalities. Welcome to the show, Alicia. 

[00:00:25] Aleasha Bahr: Thank you, Kris. I’m so excited to be here.

[00:00:28] Kris Ward: Okay, so you talk about different personalities with sales when it comes to sales in general, right? So that’s interesting to me, because I think for so many of us, we’ve had this vision of that one salesperson, that fast-talking, aggressive, pushing our ideas upon you. So I think for most of us, we just really thought there was that one sales personality, but you beg to differ.

[00:00:52] Aleasha Bahr: Yeah, a lot of people feel this pressure that they have to be that type of person, and a lot of business owners are like, “Oh, I’m gonna hire that type of person to [00:01:00] be good at sales.” And there are extroverted people who are terrible at sales. So it’s really about understanding the strengths of each personality, and the issue is that most of the sales training, the status quo sales training, is designed for the more aggressive personalities.

So a lot of times the other types of people are just think, “I’m bad at sales because this feels so uncomfortable for me,” and it’s because it’s a strategy designed for that one type of person. And for a long time it was just aggressive men selling to aggressive men, so it kinda made more sense, but- 

There are so many different types of people who are buying, and there are so many types of people that are selling. And being a pattern interrupt is actually a huge competitive advantage. So not being that person makes people trust you more. 

[00:01:53] Kris Ward: Yeah, that’s the thing, because I always say sales has a bad rap.

It’s almost like the concept is I have [00:02:00] something and I’m going to convince you or twist your arm into receiving it because it’s in my best interest. I need to sell this. But really, I think sales is educating if when done correctly, and I’m gonna fumble through this ’cause I’m not a sales expert, so the language isn’t gonna be perfect, but when done correctly, I’m explaining to you what we have to offer, and we’re gonna find out if you and I are a good fit for each other, ’cause if we’re not, especially when you’re doing a service-based bus- business, it’s going to blow up in your face.

So the whole idea of strong-arming somebody into being a client doesn’t work anyhow, right? So then to that point, if my personality is quiet and demure, and yes, we know it’s not. But if that was the case- then that those, when I’m explaining my services to you, the people I’m gonna work best with are going to like my approach, so we need to keep my sales process with inside my approach because my approach is who you’re going to be working with.

[00:02:57] Aleasha Bahr: Yes, totally. So I was actually just [00:03:00] talking to somebody about this. They went to this energy worker event. Okay. And the person facilitating it was helping people with their energy or whatever, right? And the sales process that she took them through was very aggressive. It was- … tony Robbins stuff.

[00:03:13] Kris Ward: Right. 

[00:03:14] Aleasha Bahr: Like people go into debt for this. 

[00:03:16] Kris Ward: Yeah. 

[00:03:16] Aleasha Bahr: And it’s so out of alignment with energy work. So I don’t know if that’s what it’s like inside her program- … but that’s definitely the impression that it gives. And if it’s not, which a lot of times, like somebody has, is a very good person who has a very valuable service, and they take care of their clients, and they deliver, and this sales process that they’re being told is the only one that works- 

[00:03:40] Kris Ward: Right

[00:03:42] Aleasha Bahr: doesn’t give anyone that impression. So you pick up on a very good point. 

[00:03:46] Kris Ward: Yeah. It, oh, and then it gets very gimmicky and you’re right. So two things are happening there. Either, A, they’re misrepresenting what the c- so I’m really aggressive, and then I’m talking to you about I’m really [00:04:00] aggressive about how you’re gonna find inner peace in my retreat.

So either the retreat’s not gonna bring a lot of inner peace because you can see this, starting to this process is intense, or yeah, that’s who I am once you get to know us and get inside the program, but you have to get through this, I almost like I, I don’t know, some sort of choose-your-own-adventure, go through the jungle to get there because that’s what the sale, that one dimension of a sales process is the gateway into that program.

[00:04:29] Aleasha Bahr: Yeah and it’s gonna repel a lot of people. 

[00:04:32] Kris Ward: Yeah. 

[00:04:32] Aleasha Bahr: And we’re all just so tired. We’re so- Yeah … tired of pushy sales processes. 

[00:04:37] Kris Ward: Yeah. 

[00:04:38] Aleasha Bahr: That the less of that there is, and it’s not that there’s not urgency, and it’s not that you’re not ask- a- asking questions that move the sale forward, it’s just that you’re not shoving it down people’s throats.

[00:04:50] Kris Ward: Yeah. It, i- interesting, ’cause recently I… I’ve only done this once or twice and it was 50/50. It worked the half the [00:05:00] time. So what happened was I had seen something local on Facebook, and it was about solar panels. And I was like, “All right. I’ll fill out your form and see where this goes.” Oh, no, Kris. I did.

Oh, no. But I filled it out, and then I get… They did follow up with me, and it was a really good… It was great. It was like they were local people, and I… They were to ask me questions, and it was a process, and it’s fine. It was all good. And then the second time I did it, I was like, “Oh, that was interesting.

That worked. I did learn something,” and I… it was a good experience, and I, may or may not be proceeding with it. That’s fine. And then the second time was about, oh, there was this deal on windows. And I was like, “Okay.” I’d hopped into Marketplace on Facebook, and then all of a sudden I saw this ad, and I answered it.

I fill out something to see what the quote would be. And then I started getting these rapid phone calls. And the people on the other end were not local, and you could tell it was so scripted, and it was very aggressive. And right away I was like, “Oh no. We’re not doing this.” This… I’m not…

I’m in a machine here. If you were going to be a person that was going to actually talk to me about my windows and replacing my [00:06:00] windows, I would have that conversation with you. But r- right off the bat, I could see, ooh we’re in something bigger here, and I gotta get out quickly. And I think that’s what happens, is people just, oh “No, thank you.”

Because then it no longer becomes about the thing that you wanted. It becomes a sort of surviving the ride,

[00:06:17] Aleasha Bahr: yeah. It… That’s a great point. It’s part of the reason that those sales processes work, is that they can make a prospect feel so deeply uncomfortable- Yeah … that they just buy it so that the person goes away.

[00:06:30] Kris Ward: Yeah. 

[00:06:31] Aleasha Bahr: Rather than someone who feels strong enough in themselves to say, “I’m not interested, and please stop.” Yeah. So- 

[00:06:38] Kris Ward: Yeah … 

[00:06:38] Aleasha Bahr: they really bet on the people that they can steamroll. 

[00:06:42] Kris Ward: Okay, so what are the five personalities? 

[00:06:45] Aleasha Bahr: Yeah. So the five personalities number one is the relationship builder.

Okay. And so this person- is great at relating to someone and not pushing them, [00:07:00] and as a result, sales cycles can take a lot longer- Okay … than they need to because they’re nev- they never want to ask questions that will move things forward because they’re scared of seeming salesy. 

[00:07:13] Kris Ward: Okay. 

[00:07:13] Aleasha Bahr: But they can just ask a question like, “What’s your timeline on this?”

[00:07:16] Kris Ward: Yeah. 

[00:07:16] Aleasha Bahr: H- things like that are gonna make a big difference for that sales style. The next one is the inquisitive educator, and this person is usually an introvert, and they really are- have a natural curiosity that is fantastic for sales. They are present and listening and forming questions based on what they’re hearing, and they like to give a lot of “value,” quote-unquote, so they can accidentally overwhelm someone with the amount of education that they’re giving them that they do not need- 

[00:07:51] Kris Ward: Oh

[00:07:51] Aleasha Bahr: in order to make a- 

[00:07:52] Kris Ward: Yeah … 

[00:07:52] Aleasha Bahr: purchasing decision. So they need to- 

[00:07:53] Kris Ward: I’ve done that … 

[00:07:54] Aleasha Bahr: pull back from that, and then they also feel s- very uncomfortable with the actual [00:08:00] sales part of the conversation. Like they’d love to just live in the part where they ask questions and educate, and they need a structure for presenting their offer and enrolling someone that doesn’t feel gross to them, ’cause- 

[00:08:13] Kris Ward: Okay

[00:08:14] Aleasha Bahr: they’re great at everything else. Then there is the analytical perfectionist And this person is if you are familiar with the DiSC assessment, they’re the SC. They are engineers. They are- … they are the people… my husband is one of these, and he took a personality test when he was very early in his career, and they said, “You can never be in sales.”

[00:08:36] Kris Ward: Okay. “

[00:08:36] Aleasha Bahr: This personality is not for sales.” And guess what? He’s been exclusively in sales his entire career. Okay. And he is very successful at it because he is selling to engineers. 

[00:08:48] Kris Ward: Okay. Ah. So they- yeah … 

[00:08:49] Aleasha Bahr: they love this patience, this thoroughness, this detail, this lack of pushing. And, when you get to a point that you are [00:09:00] very…

when you’ve mastered sales, you can pull on the strengths of all the personalities, but there is one that is default more comfortable for you. And so the analytical perfectionist can follow a process very well. They need structure that, that allows them to feel comfortable in the sales conversation. Winging it is a very bad idea for them. 

[00:09:22] Kris Ward: Okay. 

[00:09:22] Aleasha Bahr: Do not ever wing it, analytical perfectionist. 

[00:09:25] Kris Ward: Okay. ‘

[00:09:25] Aleasha Bahr: Cause you’re just gonna run off the call, ’cause you’re just n- nervous and feel uncomfortable. Then there is the passionate persuader. 

[00:09:32] Kris Ward: Okay. 

[00:09:32] Aleasha Bahr: Who’s also… I do have names for them, too. So this is aggressive Andy.

[00:09:36] Kris Ward: Okay. 

[00:09:37] Aleasha Bahr: And they’re like a dog with a bone, they have their eye on the sale. They are not getting distracted in the conversation. They are singly focused. They are persistent. This is the person who is usually the sales personality that’s picked for teams and stuff. However, they can come off, it, really aggressive, and they can push people away, and they miss relationship-building [00:10:00] opportunities.

They miss cues from the other person that they need to listen to. They bring people in that shouldn’t be brought in. So they benefit a lot from learning relationship-building techniques, and nurturing, and questions instead of just pitching. And then the last one is the chatty charmer, and this is like your classic extrovert who’s just never met a stranger in their life.

Oh, 

[00:10:24] Kris Ward: okay. 

[00:10:25] Aleasha Bahr: They can just talk forever. My brother-in-law is one of these. He could talk for an hour and a half about recipes. 

[00:10:33] Kris Ward: So what happens here, then? Because some of them do seem some of them are more outro- e- extroverted, some are introverted. So I guess really at the end of the day, it’s about who you are and who you’re selling to and what you’re selling.

So like you’re saying they told your husband he wasn’t good at sales, but if he’s an engineer selling to other g- engineers, th- that that’s perfect, right? So then I guess anything else we say in life, be who you are [00:11:00] and then figure out how to lean into your strengths. And if you’re, number one, the relationship builder, it goes on too long, you just have to know where your stopping point is, so you have to finally say, “Hey, I have to stop here and ask the question to get the sale.”

So every one of them is going to have strengths and weaknesses, and knowing something you have to focus on if that’s your weakness 

[00:11:22] Aleasha Bahr: Exactly. 

[00:11:22] Kris Ward: Yeah. 

[00:11:23] Aleasha Bahr: I would argue that the analytical perfectionist could also be the one my husband is in a complex enterprise sale. Okay. So we need the ones lots of stakeholders and lots of details, because the more aggressive personality just wants to push that deal through.

They do not have the patience that it takes for getting everyone on board and making sure that every detail is thought out. So yes, the audience does make a big difference, and knowing that your natural instinct can be a benefit for you. 

[00:11:52] Kris Ward: Okay. 

[00:11:52] Aleasha Bahr: And what to do instead. So the relationship builder’s talking about everything but business, right?

They’re talking about what they did last week and what’d you do, oh, my [00:12:00] gosh, our grandpa- grandmas are in the same Zumba class, type of thing, and there’s nothing about business. So knowing that, it’s… Once you know, it’s really easy to improve. 

[00:12:11] Kris Ward: That is true, because I know even for me, I think too much info, the number two one, that was my problem in the beginning, where I just wanted you to understand.

I was so passionate about what we did and how much hard work we put into it, so I would give you too much information about all the mechanics of it, when you just need to know you bought a red car and it’s got a cup holder. You don’t need to know all the things that’s underneath the hood, especially if you didn’t ask me.

[00:12:35] Aleasha Bahr: Yes. Totally. I was talking to someone the other day, and they were, like, talking about how they sell websites, right? Yeah. And SEO comes with them. And they’re like, “And my clients don’t understand SEO, so here, I have this big metaphor for it.” And I’m like, “They don’t need to understand.” 

[00:12:50] Kris Ward: Yeah. 

[00:12:50] Aleasha Bahr: All you need to do is tell them that they’re gonna rank at the top of Google.

[00:12:53] Kris Ward: Yeah. 

[00:12:54] Aleasha Bahr: You don’t need to explain how it happens or what- Yeah … or what Google needs to know. This is [00:13:00] what someone does… And a lot of times, the inquisitive educator feels like they’re giving so much value away that the other person’s just gonna go do it themselves, and that’s not true. Usually they’re just confused and overwhelmed and uncertain of what the outcome is and if this is something that they need.

Because- 

[00:13:16] Kris Ward: Yeah … it’s educating. ‘Cause I was never worried about somebody doing it themselves. We find, hire, and onboard virtual assistants and put them in our, for entrepreneurs, and then put them, make leaders out of them through our Leadership Program. And- but a big part of the work we do is with you, the entrepreneur.

‘Cause finding great talent is one thing, but it’s your setup that allows you to hand things off and do all this stuff and whatever. But so there’s the work I do with you, and then how I do that work, and then I would go into all the work about the Leadership Program, ’cause it’s such a robust program.

I’m so proud of it, and we’re always adding to it, and we work so hard on it. But all you need to know, which I learned, was, “No, and then we have this amazing Leadership Program where we’re gonna be working on your behalf with your virtual assistant and really make them a powerful leader.” That’s it. But I wanted to tell them about all the [00:14:00] touch points and all the stuff we put into it, and the progress reports, and the l- monthly lives, and just everything ’cause it’s it’s such an impressive program. But then th- they can’t keep track of the inventory, and they’re overwhelmed and exhausted from talking to me. 

[00:14:14] Aleasha Bahr: Yeah. They end up confused about- 

[00:14:16] Kris Ward: Yes … 

[00:14:17] Aleasha Bahr: they forget what the outcome is because this is the first time someone’s hearing about everything.

They really just need the highlights, and I would say that you could say more than just they become a great leader.

You could define that a bit more. 

[00:14:26] Kris Ward: Yeah. 

[00:14:27] Aleasha Bahr: They’re gonna learn how to take ownership of things and become- Yeah … proactive and bring things to you, and that’s all outcomes that someone wants. 

[00:14:35] Kris Ward: Yeah. Okay. So how do you find out which one you are, and then if you do, where do we lean into the, pluses and minuses of each scenario?

[00:14:47] Aleasha Bahr: Yeah, so I have an assessment. 

[00:14:48] Kris Ward: Okay. 

[00:14:49] Aleasha Bahr: So you can take it and- All 

[00:14:51] Kris Ward: right … 

[00:14:52] Aleasha Bahr: find out which one you are. It’s very quick.

[00:14:54] Kris Ward: We’ll put this in the show notes, okay. 

[00:14:55] Aleasha Bahr: And then when you take it, it’ll give you a custom plan of where to [00:15:00] focus- 

[00:15:00] Kris Ward: Okay … 

[00:15:01] Aleasha Bahr: to level up the pieces that are your kryptonite, 

[00:15:04] Kris Ward: for lack of a better word.

Okay. Yeah, that makes sense. Okay. But a lot of, i- in all these different personalities, I’m sure even though they’re all very different and they all have their strengths and weaknesses, there’s still gonna be some commonalities there, so let’s address that for a second. Okay. The obvious commonalities in what you would call maybe a flawed sales process.

What are the things there that you feel like we don’t talk about enough? 

[00:15:27] Aleasha Bahr: Oh. I think no matter what personality, there’s a real issue with not asking checking questions during your pitch, for lack of a better word. 

[00:15:38] Kris Ward: Okay. 

[00:15:38] Aleasha Bahr: So when you’re explaining what you do, you typically go, “Blah, blah, blah, blah, blah, blah, blah, blah, blah,” for however long.

Sometimes- Yeah … it’s 10 minutes, which is brutal, please don’t do that without ever having the other person say anything, and then you go, “Does that make sense? Do you have any questions?” 

[00:15:53] Kris Ward: Yeah. 

[00:15:54] Aleasha Bahr: And the person’s “You know what? No, I don’t. Let me get back to you.” And you’re like, “I have no [00:16:00] idea why they didn’t move forward.”

It’s because you didn’t ask any questions the entire time you were explaining your offer. You needed to explain one part of it and then stop and say, “Does that sound like it would make a difference for you?” 

[00:16:12] Kris Ward: Ah, okay. “

[00:16:13] Aleasha Bahr: Does that feel like it would line up with what you had in mind?” 

[00:16:17] Kris Ward: Okay. “

[00:16:18] Aleasha Bahr: Does- would that so- solve your problem?

Does that resonate with you?” There’s so many different versions of it. It’s essentially a temperature check, which some sales processes have this really I find disgusting question, where you ask someone on a scale of one to 10, 

[00:16:31] Kris Ward: Oh, I don’t do that, no … 

[00:16:32] Aleasha Bahr: so this is like that, but not gross, and not only at the end when they’re about to invest.

Yeah. I- so you get basically temperature checks the entire time, and if they’re like, I don’t know if it would make a difference for me,” you’re able to say, “Okay, what makes you say that?” And discuss it right there, instead of them hearing three red flags in your big spiel and not being able to talk about any of them, and then at the end, when they are gonna present an objection and they [00:17:00] feel like you’re just gonna- overcome their objections, and they don’t, so they don’t feel comfortable, and instead they just say, no, I’m fine.”

[00:17:06] Kris Ward: Yeah, and I- I often must, when I’m talking actually with a client, I’m, if I’m explaining something, I might say, “Does that resonate with you?” But I do that phrase, would that make a difference for you? ‘Cause especially when I’m dealing with people who they look so good on paper, they’ve been in business 10 years, a- and they’re just working more hours than they should be at this point in this journey, right?

And they always think, oh, it’s, I, if I just tried harder, was more organized or whatever, once I get past this next thing. So then to show, to talk about the relief they’re gonna get is, now you leave work feeling, a sense of accomplishment, not stressed about tomorrow. Or as one client just said to me it was the first time she didn’t come into m- the Monday madness of stress.

She was looking forward to Monday instead of okay, I gotta, I can get through ano- I g- I got this to-do list, I’m gonna go hard on Monday, kinda energy. And talking to them about, hey, would this make a difference for you if your life looked like this instead of that? I t- I think that phraseology is very [00:18:00] gentle but powerful.

Make, would this make a difference for you? 

[00:18:02] Aleasha Bahr: You can even ask what kind of difference would that make? 

[00:18:05] Kris Ward: Yeah. 

[00:18:06] Aleasha Bahr: And you’re gonna hear r- an even richer answer from that question. 

[00:18:09] Kris Ward: Yeah. Yeah. Okay, all so when you see sales, h- you see them in LinkedIn or people… I guess really also where does sales begin and end?

I- in a way, like I know there’s discovery call, the sales call, but in a way you still, we probably still see a lot of sales in what we would call posts or pitches on LinkedIn, but it’s still sales. So where I guess where does the problem really begin? ‘Cause it sounds like we’re all off the track as far as just explaining what we do and why it would be a good fit for you.

[00:18:45] Aleasha Bahr: Yeah, I think working with a messaging expert is gonna help a lot- … with that stuff that happens before the conversation. I was just talking to a woman today who, when you’re s- when you’re selling your own service, you are so close to it- 

[00:18:58] Kris Ward: Yeah … 

[00:18:59] Aleasha Bahr: that it [00:19:00] can be difficult to remember what it was like when you knew nothing about it and you were just getting excited.

[00:19:05] Kris Ward: Yeah. 

[00:19:06] Aleasha Bahr: And so having an objective point of view that’s yeah, all of that was jargon that nobody understood, or- Yeah … just this outcome, or what are the symptoms of this issue? What question are you answering for me? Those kinds of things are gonna help you create things on the front end that brings somebody, the right person in.

Definitely who’s a fit, who’s not a fit, your anti-audience is big. Say who’s not a fit. So Kris, I d- I think that your person who’s not a fit is somebody who- doesn’t think of their employees as part of a team, thinks of them- Yeah … as subordinate. 

Or 

[00:19:44] Kris Ward: if they’re new in business, we don’t usually do that, right?

[00:19:46] Aleasha Bahr: Yeah, if you’re new in business- Yeah … if have no time to manage someone and you just expect them to, pick up everything by osmosis. Or 

[00:19:52] Kris Ward: I’ve had people who say to me, “Oh, ah, kids or whatever, this generation is, you can’t find good people anymore.” I’m like, “Okay. [00:20:00] Good luck with that.”

Yeah. Earth has no more good humans, I can’t help you. Yeah. 

[00:20:05] Aleasha Bahr: So when you’re able to say those things, if you believe that the younger generation- Yeah … is absolutely useless, whatever. Yeah. Those things will bring, filter in the right people and filter out the right peop- the wrong 

[00:20:16] Kris Ward: people. And no, and I was gonna say too, I think sometimes what I’ve found, and you don’t realize you’re doing this, is you step over the questions, right?

So for a period of time, sometimes people would say to me, “Ah my clients are really high-end, and so I can’t have somebody that doesn’t speak English very well.” And I found that question I thought it was a ridiculous question. What? Like, why would you hire somebody who doesn’t… we wouldn’t give you somebody that doesn’t speak English very well.

It makes no sense to me. Even though in North America, you can go anywhere. I could go to the bank, I could be talking to the government, and get somebody who doesn’t speak English very well. Yeah. So it’s not it’s- it’s not like we’ve never dealt with that, we’re exempt from it. But nonetheless, I thought that makes no sense.

Why are they saying that?” But here’s the thing. If that is a question [00:21:00] and it comes up on a regular basis, then I need to address that. Where I was previously stepping over it, ’cause I didn’t under- I it didn’t make sense to me, ’cause to your point of I forgot what it was like when, you, the first time I was getting a VA so many years ago, thinking, “Oh this is what I need, and what about this problem and this problem?”

‘Cause I was so far removed from that now with the efficiency of the Leadership Program and stuff, I was just like, “Pff, why do they keep asking me that silly question?” Then address it. 

[00:21:27] Aleasha Bahr: Yeah. Even better, prompt it. Yeah. You bring it up. You can say- Yeah … and anybody that we hire has a nine out of 10 in English fluency-” Yeah

which means that they can write perfectly and speak perfectly, and the only thing that might not be there is colloquial- 

[00:21:49] Kris Ward: Yeah … 

[00:21:49] Aleasha Bahr: f- or something. Yeah. And you could say, “Does that level of English work for you?” 

… 

[00:21:54] Aleasha Bahr: Afterwards. And they can tell you yes or no, but when you bring that to them, you can [00:22:00] come from a proactive place, and the person’s more open to hearing it- Yeah

as opposed to you defending in this objection winner/loser format thing, where they think, “Oh, she just wants the sale.” 

[00:22:12] Kris Ward: Yeah. That makes sense. Okay, we just have a couple minutes left. What is one thing you want people to know about sales? Just that doesn’t… it gets overlooked or we don’t talk about enough.

[00:22:22] Aleasha Bahr: Checking questions are a really big one, but I really want everyone to know that you have unique sales strengths. There’s no personality that’s better at sales or personality that means that you’re bad at sales. 

[00:22:37] Kris Ward: That makes sense to me, because really, I often say too that everything in life is sales.

Getting a date, getting a second date, getting your kids to go to bed, everything is sales, right? You can’t be somebody that’s whatever. Somebody that’s quiet and shy is never gonna say, okay, this person will never mate in their life because they’re quiet and shy. They’re going to find their people.

You know what I mean? So to your point, yes, [00:23:00] don’t change who you are, and I think that’s what you do very well about giving a fresh lens on sales, is it’s not about changing who you are and then stuffing you into this uncomfortable archetype here. It’s what elements of your personality, should we be leaning into more, because we need you to find your people and be comfortable talking to them about what you have to offer them.

[00:23:21] Aleasha Bahr: Yeah. Absolutely. Sales is life. It’s a skill that you need to understand. Yeah. The reason that you are averse to it is that you have an, a characterization of what it is in your brain that is not accurate- Yeah … which is exactly what this personality assessment is- Yeah … showing you. And the, that’s the only reason people avoid it, is they think they have to be this high energy pers- They think that sales is mostly talking. Actually, sales is mostly asking questions. 

[00:23:45] Kris Ward: Yeah. 

[00:23:46] Aleasha Bahr: There’s so many misconceptions. 

[00:23:48] Kris Ward: Oh my gosh. Okay, please make sure you share this with a business buddy, because there is just, ah, lots of real simple but powerful takeaways here. W- Aleasha, you never fail. You never disappoint. It’s [00:24:00] always lots of value bombs.

So thank you so much. We appreciate you. And everyone else, we will see you in the next episode.