The Tiered Commission Structure Every Business Owner Needs to Know

Sales Personalities Series Part 2: The Inquisitive Educator

I've always asked a lot of questions. Sometimes people see it as curiosity. Sometimes they see it as overwhelming.  Either way, it turns out that tendency became the foundation of my entire sales personality. In this new episode of Sales is NOT a Dirty Word, I'm continuing my five-part series on the five sales personalities, and this week we're talking about the Inquisitive Educator. These are the people who sell through curiosity, insight, and thoughtful questions rather than charisma or high-pressure tactics.  They're often more introverted, better at listening and more interested in understanding than persuading. This approach often creates trust faster than traditional sales approaches ever could. Buyers are increasingly skeptical of polished pitches and rehearsed scripts. They respond to people who genuinely want to listen and understand their situation. The challenge is learning how to turn that curiosity into conversion. In this episode, I break down: * Why questions are often more persuasive than answers and why most salespeople get this completely backwards * The reason you can deliver tremendous value during a sales conversation and still lose the sale * Why educating and selling are two different conversations and what happens when you try to do both at the same time * The common mistake Inquisitive Educators make by focusing on "client" questions instead of "fit" questions * How to confidently ask for the business without feeling pushy, performative, or disconnected from who you are If you've ever walked away from a sales conversation convinced your expertise was obvious, only to have the prospect disappear afterward, this episode will help you understand exactly what happened and how to change it. And if you're reading this thinking, "That sounds exactly like me," then you need to listen to this one.  I created a free Sales Personality Assessment to help you identify which of the five sales personalities you naturally lead with, so you can stop forcing yourself into someone else's sales process and start leveraging the strengths you already have. 👉 Take the assessment here: https://assessment.aleashabahr.com/salespersonality [https://assessment.aleashabahr.com/salespersonality] And if your sales conversations feel inconsistent, your team isn't aligned, or you're tired of trying to diagnose sales challenges on your own, that's exactly what we explore during a level up call. We'll identify what's working, what's getting in the way, and where the biggest opportunities for growth exist. 👉 Book your audit call here: https://calendly.com/aleasha/salesteam-levelup [https://calendly.com/aleasha/salesteam-levelup]   01:00 – Why your sales personality being "different" is a pattern interrupt that builds trust 02:00 – Meet the Inquisitive Educator: naturally curious, usually introverted 03:00 – Why forcing yourself into someone else's sales process backfires 04:00 – Sales is about questions and listening, NOT talking 05:00 – The "value dump" trap: why giving tons of value doesn't equal a sale 06:00 – You cannot educate and sell in the same conversation 07:00 – Why the Inquisitive Educator avoids asking for the sale (and what to do instead) 08:00 – Results-focused language vs. deliverable-focused language 09:00 – The critical difference between "client" questions and "fit" questions 10:00 – How to make asking for the business feel natural, not pushy   #SalesIsNotADirtyWord #BlackSheepSales #SalesPersonalityTypes #IntrovertSales #InquisitiveEducator #SalesWithoutBeingSalesy #AlignedSales #SalesStrategy #SalesPsychology #SalesForIntroverts #SalesCoach #SmallBusinessSales #SalesTraining #FitNotSold #SalesPodcast

Sales Personalities Series Part. 1: Relationship Builders

You know the feeling.   The conversation flowed effortlessly. You connected. You laughed. You found common ground. By the end, it felt like you were completely aligned.   Then you followed up... and never heard from them again.   Sound familiar?   If it does, there's a good chance you're a Relationship Builder, and the very quality that makes you naturally engaging may also be the thing holding back your sales results.   In this new episode of Sales is NOT a Dirty Word, I'm kicking off a brand-new five-part series exploring the five primary sales personalities.    For decades, sales advice has been built around a very specific personality type. The traditional sales playbook was largely designed in the 1970s and 1980s for highly assertive, aggressive sellers. And now every personality is forced to use the same playbook - and failing.    If you've ever felt uncomfortable trying to follow that approach, it’s crucial for you to find out what your unique personality strengths are and implement a sales strategy that feels aligned. Once you do - you become incredible at sales.    This episode kicks us off with the Relationship Builder.    What happens time and time again is that Relationship Builders become so focused on avoiding anything that feels "salesy" that they spend most of the conversation building rapport while never fully stepping into the business discussion. The prospect walks away liking them, but liking someone and trusting them to solve a problem are two very different things.   One of the biggest myths I see Relationship Builders believe is that building a real relationship and talking about business can’t happen at the same time. This is not true and it’s necessary for them to happen at the same time.    When you genuinely explore someone's challenges, help them understand what's possible, and determine whether you're the right fit to help, you're already building the relationship.   Stop choosing between authenticity and effectiveness - do them both.    In this episode, I break down how to create genuine connection while confidently moving a sales conversation forward in a way that feels natural, aligned, and true to who you are.   In this episode, you'll discover: * Why getting ghosted after a "great" conversation is a common Relationship Builder pattern and how to break it * The critical difference between connecting and being trusted, and why trust drives buying decisions * How to ask meaningful questions that advance the conversation without feeling interrogative * Why pitch weaving is one of the most effective tools in a Relationship Builder's sales toolkit * The mindset shift that allows rapport-building and business conversations to happen simultaneously   If you've ever wondered why great feeling conversations aren't consistently turning into clients, this episode will help you bridge that gap without sacrificing the authenticity that makes you effective in the first place. Hit play and discover how to turn connection into confidence, trust into action, and conversations into opportunities. Take the assessment test here: https://assessment.aleashabahr.com/salespersonality [https://assessment.aleashabahr.com/salespersonality]   Ready to stop losing sales you should be winning? Book your complimentary sales audit with Aleasha and get a clear picture of exactly where your sales conversations are falling apart — and how to fix it.  👉 https://calendly.com/aleasha/salesteam-levelup [https://calendly.com/aleasha/salesteam-levelup]   [01:00] — Why the aggressive sales playbook was written for one personality type in the '70s and '80s — and why everyone else is forced to use it [01:45] — Introducing the five primary sales personalities and what's at stake when they're ignored [02:30] — Meet the Relationship Builder: extroverted, warm, and deeply allergic to anything that feels salesy [03:00] — The ghosting pattern: why great conversations don't always lead to sales [04:00] — The trust gap: the difference between being liked and being trusted to solve a problem [04:45] — Farmers vs. Hunters — and why the Relationship Builder's strength is also their bottleneck [05:00] — The questions that move sales forward without feeling salesy (and why asking them is actually comforting to buyers) [06:00] — Pitch-weaving: how to establish rapport while talking about business [07:00] — The core mindset shift: building a relationship and discussing business aren't opposites [07:45] — Why being a pattern interrupt as a Relationship Builder is actually a massive competitive advantage [08:30] — Sales personality assessments: lean into your strengths, level up the rest [09:00] — What successful salespeople actually have in common (hint: it's not the same script) [09:30] — Preview of Episode 162: The Inquisitive Educator   #SalesIsNotADirtyWord #BlackSheepSales #RelationshipBuilder #SalesPersonality #SalesTips #SalesStrategy #ConvertMoreClients #AuthenticSales #PitchWeaving #SalesMindset #SmallBusinessSales #EntrepreneurSales #SalesCoaching #WomenInSales #SalesWithIntegrity

Objection Handling Techniques That Build Trust

There’s a point in almost every sales conversation where the energy changes.  A prospect hesitates or a concern comes up and most salespeople immediately move into persuasion mode. They reassure, justify and defend.  Because they’ve been taught that objections are obstacles to overcome instead of signals to understand. In this episode, I unpack why trying to convince someone out of their concern creates MORE of the very resistance you're trying to avoid.  The moment a prospect feels managed instead of understood, the conversation stops feeling safe. And when safety disappears, so does honesty. The real job of a salesperson is not to force certainty. It's to help someone make an informed decision. One of the most effective frameworks I teach is surprisingly human: handle objections the same way you'd help a close friend think through whether to end a relationship. You wouldn't pressure them toward a conclusion just to relieve tension. You'd ask thoughtful questions, explore the nuance, and help them untangle what's actually true. That's the difference between transactional selling and Black Sheep selling. The strongest sales conversations are rarely the most persuasive. They're the ones where the prospect feels safe enough to tell the truth. And when you approach objections with curiosity instead of control, people stop defending themselves and start thinking clearly. In this episode, you'll learn: * Why traditional objection handling damages trust even when your logic is sound * Better questions to ask when someone says "it's too expensive" or "the timing isn't right" * How to stay unattached to the outcome without becoming emotionally disconnected * Why clarity, not pressure, is what actually moves people toward a decision If you've ever left a sales call replaying the conversation and wondering where things went sideways, this episode will completely change how you think about objections. Ready to stop leaving sales on the table? Book a free Sales Team Audit Call and find out exactly where your conversations are breaking down and how to fix it: 👉 https://calendly.com/aleasha/salesteam-levelup [https://calendly.com/aleasha/salesteam-levelup] [01:00] — The psychology behind dismissing concerns: why it kills trust [01:45] — Real client example: a divorce attorney and the fear of asking hard questions [02:30] — Why withholding hard truths is the real disservice to your prospect [03:30] — What informed decision-making actually looks like in a sales conversation [04:00] — The "Friend Framework": handling objections the way you'd help someone decide to break up [05:00] — The questions you should be asking instead of pitching [05:45] — Your real job in a sales conversation: not to get a yes, but to ensure full clarity [06:30] — How to stay detached from the outcome while still being fully present [07:00] — What it feels like when you don't ask the right questions (and why it haunts you) [08:00] — When a prospect truly isn't ready — and how to handle that with integrity [08:45] — Making prospects feel safe, grounded, and confident #SalesObjections #ObjectionHandling #SalesStrategy #SalesTips #ClosingTechniques #SalesIsNotADirtyWord #BlackSheepSales #AleashaBahr #BlackSheepSales #EthicalSales #ConsultativeSelling #SalesWithIntegrity #SalesPodcast #BusinessPodcast #EntrepreneurPodcast #WomenInBusiness #SalesTraining

How to Handle Discount Conversations in Sales

Someone asked for a discount and suddenly your entire nervous system lit up. Do you hold the line? Negotiate? Cave? Risk losing the deal?   That single moment exposes how most service providers really feel about their pricing and prospects can sense it immediately.   In this newest Sales is NOT a Dirty Word episode, I break down one of the most emotionally loaded moments in sales conversations: the request for a discount.    Because the way you respond does more than impact revenue. It shapes trust, positioning, profit margins, and the entire client relationship moving forward.   What most people think is “being flexible” is often communicating something far more dangerous: that the original price was never real to begin with.   Here’s what you’ll hear in this: * Why discounting without reducing scope destroys pricing credibility and makes buyers question your integrity. * The four questions you should answer before changing price because most discount requests are not actually about money. * How to restructure scope in a way that protects margins while still creating a genuine win-win for the client. * Why adding strategic value is often far more persuasive than lowering your rates. * The mindset that turns discount requests from a threat into one of the highest-leverage moments in a sales conversation.   If every discount request immediately makes you question your pricing, your value, or whether the deal is about to disappear, there’s a deeper sales problem underneath the conversation itself.   The strongest salespeople are not the ones who cave the fastest or hold the line the hardest. They know how to navigate pricing conversations without damaging trust, positioning, or profitability.    If that’s a skill you want to sharpen, this episode is for you.   [01:00] — The critical question most sellers skip: why is this person asking for a discount? [01:45] — The emotional reactivity trap and how assumptions kill deals [02:15] — The contractor story: how a $22K-to-$13K drop signals something deeply scammy [03:30] — The golden rule: never discount without reducing scope [04:00] — The cybersecurity client case study - real results from reframing the conversation [06:00] — How to make the "add-back" conversation easy and profitable [07:00] — When you can't remove scope: how to add value instead of cutting price [08:00] — Building your "throw-in" list and your "removable scope" list [09:00] — The reframe: a discount request is an opportunity, not an attack Ready to build a sales framework that handles these moments predictably without the stomach drop? Book your sales team audit call with Aleasha at calendly.com/aleasha/salesteam-levelup [https://calendly.com/aleasha/salesteam-levelup] and let's find the gaps costing you closes.    #SalesStrategy #DiscountRequests #PricingConfidence #BlackSheepSales #SalesIsNotADirtyWord #ServiceProviderSales #SalesConversations #CloseMoreDeals #ConsultativeSelling #ValueBasedSelling #SalesCoaching #EntrepreneurSales #ProfitMargins #WinWinSales #FractionalSales #SalesTips #SmallBusinessSales #BusinessDevelopment #SalesFramework #NoDiscounts

The Tiered Commission Structure Every Business Owner Needs to Know

There’s a question I hear more than almost any other from business owners: “How should I compensate my salesperson?” It sounds simple. It isn’t. Get it wrong early and you create a situation that’s hard to fix. You either end up with a salesperson negotiating from a position you can’t push back on, or a top performer reconsidering their role after a change to commission. Both are expensive. Both are avoidable.   In this latest episode of Sales is NOT a Dirty Word, I break down how to build a compensation structure that works for you and your salesperson, without guesswork, frustration, or unintended leverage. Here’s what I cover: * The Sales Diva Problem and how to avoid it * The base + incentive structure that actually drives performance.  * The three tiers every comp plan needs.  * Why monthly and quarterly bonuses outperform annual ones.  * The most expensive mistake in sales leadership   A strong compensation plan should be a win/win. If it doesn’t, it will show up in your results.   If you’re not sure how to structure compensation, start with your margins, identify what you need off your plate, and build from there. And if you want support doing exactly that, including building a repeatable and predictable sales process your salesperson can actually run, book a Sales Level Up Call with me: 👉 https://calendly.com/aleasha/salesteam-levelup [https://calendly.com/aleasha/salesteam-levelup] [00:55] Real client story: Inheriting a salesperson with a comp plan that does not work [01:55] The Sales Diva phenomenon and why salespeople are very good at internal sales [02:45] What a win-win compensation plan actually looks like and why profit margins matter [03:35] Designing incentives around the behaviors you want: paid-in-full contracts, month-to-month tradeoffs [04:00] The base salary principle: cover cost of living, drive everything else with commission [04:45] Tiered commission structures and why unlocking levels beats a flat rate [05:30] The three goal tiers: minimum viable, excited, and "gobs of money" [06:00] Why you need to get comfortable with your salesperson being the highest paid person in the company [06:45] The CFO trap: why cutting a top performer's comp is a short-term gain with a long-term cost [08:00] Do not mess with a salesperson's money. Period. [08:45] How to use KPIs to make performance conversations objective, not subjective [09:15] Monthly vs. quarterly vs. annual bonuses and the 90-day brain science behind it [10:05] Annual team goals as a retention and culture-building tool [10:40] Why salespeople fail: no process, no training, no direction [11:15] Outbound vs. inbound roles and how that changes the base #SalesCompensation #SalesTeam #SalesLeadership #SalesIsNotADirtyWord #BlackSheepSales #HiringASalesperson #SalesStrategy #CommissionStructure #SmallBusinessSales #BusinessOwnerTips #SalesManagement #ScalingYourBusiness #RevenueGrowth #SalesProcess #EntrepreneurMindset #B2BSales #SalesCoach #WinWinSales #SalesPerformance #AleashaBahr