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
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.
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[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
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