EVERY SPOKEN WORD
110 min read · 21,897 words- 0:00 – 0:32
Intro
- JSJay Shetty
[dramatic music] Whether
- 0:32 – 2:03
You’re Already Using Sales in Your Every Day Life
- JSJay Shetty
someone's in sales or not, why is it important to have sales skills?
- SSShelby Sapp
Right. So everybody thinks that sales is a job, when it's a skill set. And yeah, you can monetize that skill set very well, but sales is a way to have better relationships, better friendships, the way that you talk to yourself in your own mind. Like, you can roll your own objections that tell you, "I'm not good enough. I don't deserve this," uh, to make you really believe that you do deserve a better life in every single aspect. So sales to me is freedom because I full-heartedly believe that if you teach anybody, and specifically a woman, sales, she'll never go broke again for the rest of her life. There's always something to sell.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
Your stuff, other companies. And not only just the money side, but also, you know, it changes your friendships. It changes your relationships in every facet of your life. It allows you to gain control because you have to have... If you want to be good at sales, you have to develop a figure-it-out mentality. Like, you just have to figure it out. And your mentality is like, "If somebody tells me no, that's fine. Everybody's gonna tell me no. I'm just gonna go no, no, no, no, no, until I get my yes." And that kind of a mentality that sales has to teach you, it will make you successful no matter what you do.
- JSJay Shetty
Yeah. I don't have a sales job, but the amount of things I constantly have to pitch, share, communicate, it's unbelievable just how every area of our life is a sales job without even thinking about it. One
- 2:03 – 3:52
The Power of the Reframe
- JSJay Shetty
thing you just said really resonated with me. I've never heard it put like that. You said that we even have to sell ourselves in our own mind-
- SSShelby Sapp
Exactly
- JSJay Shetty
... to ourselves.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Talk to me a bit about that because I've never heard someone say that before.
- SSShelby Sapp
Right. So rolling objections in sales is, like, the scariest thing, that everybody's like, "Oh my gosh, I have to turn a no into a yes or a negative into a positive." But when you roll other people's objections and when you really fight for somebody to transform their life, whether that's in your own business that you sell, or whether you're selling somebody else's offers, you learn how to fight for other people, and then you replicate it in your own mind. So everybody goes through the same thoughts of, you know, "This is too risky," or, "I should stay safe," or, "I'm not good enough," or, you know, these limiting beliefs. But you have to tell yourself, "Okay, I'm feeling that fear. I'm feeling that kind of hesitation. That's negative energy. I need to turn it into positive energy in order to move forward." So you can roll your own objections, which is like, "I'm not good enough." And then it's like, "I totally hear you," calming, easing. "Can I challenge that belief?" That's what I always say to people. Whenever I roll objections, it's always, "I hear you, but can I challenge that belief for a second?" And then you challenge that own belief with somebody else, but also with yourself if you need it, too. Um, and it's how you just reframe your brain into, "Okay, I'm inputting something that's negative, but I'm going to feel that. I'm going to roll that objection, reframe it, and output something positive."
- JSJay Shetty
Yeah. And I love that acknowledgement that the feeling's real and the fear's there-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... but how do we challenge it? And I think you're so right that most of us, if our mind says something, we just believe it to be true.
- SSShelby Sapp
Exactly.
- JSJay Shetty
So if your mind says, "You're not good enough," you're like, "Yeah, I guess I'm not good enough."
- SSShelby Sapp
Exactly.
- JSJay Shetty
Or your mind says, "No, people like you don't get to places like that," your mind says, "Yeah, that's probably true," and we give
- 3:52 – 7:14
The Core Sales Skills Everyone Needs
- JSJay Shetty
up. Talk to me about what are the three sales skills that we can use everywhere in our life to get everything we want?
- SSShelby Sapp
Knowing somebody's leverage, okay? You can se- in sales, you can sell the same thing 10 different ways, right? So-
- JSJay Shetty
Tell me about that.
- SSShelby Sapp
Okay. For example, if I am selling a fitness program, okay? I'm gonna close... I'm a closer on a fitness offer. I can sell to somebody who wants to lose weight. I can sell to somebody who wants to gain weight. I can sell to somebody who has some health problems and an urgent need right now, and I can sell to somebody for prevention, for just overall health. So there's a bunch of different ways that you can sell things. So if you try to sell the same thing the same way to different types of people, you're only going to get those specific people that the leverage was built.
- JSJay Shetty
Yeah.
- SSShelby Sapp
So what your job is is to identify the specific leverage, and by, by leverage, I mean pain points. So different people have different pain points and what's gonna motivate them in order to make a buying decision. So to kind of, like, back up, you need to understand somebody's leverage points and what they specifically want and what will change their day-to-day life by making a decision. And once you find the leverage points, that's the problem. The solution is whatever you're selling them.
- JSJay Shetty
Right.
- SSShelby Sapp
Or, you know, whether that be a promotion, whether that be, you know, your boyfriend, rolling objections with him.
- JSJay Shetty
[laughs]
- SSShelby Sapp
Whether that be [laughs] literally anything. The world is problem and solution, and if you can build enough value around people's pain points, there you go. You can solve anything.
- JSJay Shetty
Hm. So that's the first skill.
- SSShelby Sapp
Mm-hmm. Leverage.
- JSJay Shetty
What are the other two?
- SSShelby Sapp
So leverage and then, um, building value. So if you can provide value to people, you will never be broke again. But you can also just unlock so many different relationships because you can build value with people. So value looks like you insert their pain points, which is what they want solved, but then you not only provide them a solution and just reading off what's included or, you know, how you're solving it. I call it sell the sizzle, not the steak.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
'Cause nobody cares about what you're selling. They care about what it does for them on a day-to-day basis. So that's the solution part. Then we get into the third, which is-I call it the KISS method, but it's keeping it simple, stupid
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
Life will get so much better for you if you understand that people don't necessarily say no to you because they don't want it or they don't, you know, want you around them or whatever. It's because you're not clear, you know? So if you make your ask clear to where somebody knows exactly when I hand over my credit card, or exactly when I give this person this promotion, or exactly when I give you this job, I know exactly what's going to happen.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
You give them clarity. And then the fourth thing is just ask. You never get anything done if you don't ask for it. Like, I created a career off of being annoying.
- JSJay Shetty
[laughs]
- SSShelby Sapp
Literally, like, selling people, you have to be a little annoying. Growing a business, you have to be a little annoying. Content, you have to be a little annoying. But those people that step out of the box and just accept that being annoying or maybe a little pushy or just a little out there or delusional, that is what's going to put you in the rooms that you didn't really think you deserved, but the plot twist is you do deserve it because you asked for it.
- JSJay Shetty
Yeah.
- 7:14 – 12:10
Sales Isn’t Manipulation, It’s Emotional Leadership
- JSJay Shetty
Tell me about the people, and I, I wanna speak to the skeptics or the cynical people who are like, "Oh, well, if I'm talking to people's pain points, then I'm manipulating them."
- SSShelby Sapp
Mm.
- JSJay Shetty
"I'm taking advantage of them." What's the difference between ethical sales and doing it properly, and then taking advantage of other people or manipulating them? How would you talk about the difference?
- SSShelby Sapp
For sure. So everybody thinks that sales is manipulation, but it's actually emotional leadership. So what I mean by that is when you are selling somebody that's a qualified buyer, which means they're somewhat interested in what you have to offer, they are here talking to you because they have a problem that they need solved. So it is your duty to if they don't solve their problem, if they don't, you didn't do your job. You didn't help them. So what helps with this is actually selling something that you believe in. And so if what you're selling is yourself, like on a job interview or talking to a friend or your boyfriend, you have to believe in your worth. That's a big thing. But again, if you're selling something, you have to believe in the worth of what you're selling because that comes off in the conviction of your voice. And sales is 80% the conviction of your voice and the energy that you have when you're talking about your product. Like I always say, people buy your eyes and the way that you have passion coming through when you're talking about something. So at the end of the day, it's only manipulation if you don't believe that you can actually help this person. But when you really step into emotional leadership, where you're leading people through kind of a hard decision, you know, do I buy something, do I not? Do I change my life? Do I get a new job? Do I join this fitness program or whatever? You are helping people make a better decision for them in the long run. And if you do it right, they'll be thanking you.
- JSJay Shetty
Yeah.
- SSShelby Sapp
So it's, it's very fulfilling.
- JSJay Shetty
Yeah, absolutely. I'm, I'm thinking back to my first work experience when I was, like, 16 years old. My mom had asked for a favor from a family friend of ours-
- SSShelby Sapp
Mm
- JSJay Shetty
... to get me a job at this company at the Business Design Center. This is a event space in England.
- SSShelby Sapp
Okay.
- JSJay Shetty
And I worked at a company where we'd be selling event space-
- SSShelby Sapp
Mm
- JSJay Shetty
... to people for these big events. So there'd be a event about bikes, and then we'd have to call up all these bike companies and sell them stands. Or there was a car exhibition, and we'd have to call up all these car companies. I knew nothing about sales.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
And I remember being trained to cold call, like, 300 people.
- SSShelby Sapp
Seriously?
- JSJay Shetty
Yeah.
- SSShelby Sapp
Okay, so-
- JSJay Shetty
And so-
- SSShelby Sapp
What was your pitch?
- JSJay Shetty
It was-
- SSShelby Sapp
What was your cold call? [laughs]
- JSJay Shetty
I, I, I can't remember it fu- I can't remember it fully because I was 16 years old.
- SSShelby Sapp
Yeah.
- JSJay Shetty
And I'd be on the phone and b- and, and I remember just the amount of times they'd be like, "Hey, I'm Jay Shetty calling from the Business Desi-," or I think we were called Upper Street Events. So I'd be like, "Hey, J- I'm Jay Shetty calling from Upper Street Events." The amount of people that would just put the phone down-
- SSShelby Sapp
Right, right, right
- JSJay Shetty
... immediately, and it's what you just said a few moments ago, where you just had to get used to the fact. Now, the Business Design Center was this beautiful event space. I really believe that it was a cool space to have events.
- SSShelby Sapp
Right.
- JSJay Shetty
It was one of the few places that re- like, there were big fashion shows that took place there. It was a really cool space.
- SSShelby Sapp
Mm-hmm.
- 12:10 – 16:51
One Connection Can Change Everything
- JSJay Shetty
to me about what people... You're in your 20s.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Should people in their 20s be doing to have a great financial future?
- SSShelby Sapp
Oh my gosh. Okay, couple things. One, move out. You cannot change yourself if you are still tied to the perceptions that everybody else has around you.
- JSJay Shetty
Mm.
- SSShelby Sapp
Like, the people that you grew up with, they see you as your old version of yourself. So if you truly want, like, exponential quantum leap change of yourself, you need to almost kind of have a clean slate and not feel bad about, you know, presenting yourself a little differently or trying new things out. So I think, you know, old friends, old family members even, not that they're the problem, but it just makes it a lot easier when you do change your physical surroundings to also change yourself internally. Um, I would also recommend when you do move, buy the most expensive gym membership-
- JSJay Shetty
[laughs]
- SSShelby Sapp
... sit in the sauna, and talk to everybody. One connection can literally change your life, and the amount of people that I've met just from talking to people in the elevator, you know, sitting in the sauna, and just being open, not having a frown on your face all day, and being a little bit approachable, it will change your life. And again, it's a numbers game. You might have some weirdos. You might have some randos, but that very few people that you do interact in a conversation with, you know, keep them in your back pocket because your network is your net worth, obviously. Um, I would say use your credit card like your debit card. I've been a big, you know, proponent of that. Invest every 20 cents to the dollar is a good one. Um, I wish I knew that a long time ago, um, 'cause I was always just spend, spend, spend, but I would literally shake myself and be like, "In- just throw it into the market. It doesn't matter. Put it all in Bitcoin, whatever." Um, and then I would say learn a high-income skill because you need to provide value in the marketplace if you wanna get paid for it. So mine was obviously sales, um, but there's copywriting, tech, AI, content creation. Whatever your skill is, just hone in on it and be the best of the best, and try to provide other people value. Because if you re- if you become an irreplaceable asset, you'll never be replaced.
- JSJay Shetty
Mm.
- SSShelby Sapp
You know? And then the last thing, do the complete opposite of what everybody else around you is doing. [laughs] If you look left and right, and everybody's doing the same thing, do the opposite. If you wanna have a different result, you need to do different things in order to have a different result. And then also, be the best at whatever you're doing. So whether you are working as a barista, whether you're a server, whether you're a teacher, be the best. Like, take pride in your job because that's something that nobody can take away from you. Uh, and a lot of that effort and skill set that you're getting right now is gonna translate to what you actually wanna do in the future. You just might not see it right now.
- JSJay Shetty
That is a great list.
- SSShelby Sapp
Yeah.
- JSJay Shetty
I love that list.
- SSShelby Sapp
I just like... I remember, like, working at a coffee shop. I was a barista. It was one of my first jobs, and I was the best barista ever.
- JSJay Shetty
[laughs]
- SSShelby Sapp
Like, I was picking up every extra shift. I was DoorDashing on the side. Like, I loved making money. Um, and I knew it wasn't my forever job because I would look left and right, and everybody was just showing up doing the bare minimum.
- JSJay Shetty
Yeah.
- SSShelby Sapp
But I mean, maybe they were smarter 'cause we were getting paid the same amount.
- JSJay Shetty
[laughs]
- SSShelby Sapp
But I think that sort of mentality where it's like you know you're a star, you know the job that you're in right now might just be a stepping stone, it's okay though. Because the skill sets and the work ethic that you have right now are going to pay you dividends throughout your whole life. So maybe you're getting paid the same amount as someone that's just showing up right now, but it's the work ethic. That can never be taken away.
- JSJay Shetty
Yeah. You're reminding me of... I don't know if you've ever seen this TikToker called Markell Washington.
- SSShelby Sapp
No.
- JSJay Shetty
So he used to work in Subway.
- SSShelby Sapp
Mm.
- JSJay Shetty
And he would sing to the customers as he would make their Subway sandwich.
- SSShelby Sapp
How cute.
- JSJay Shetty
And people loved it.
- SSShelby Sapp
Yeah.
- JSJay Shetty
And that's how he got discovered. Someone filmed him, put it up on TikTok, got millions of views, and now he has all these followers. Now he's left Subway. He's, he's-
- SSShelby Sapp
Exactly
- 16:51 – 19:00
Building a High-Income Skill is Essential
- JSJay Shetty
How do you, now that we've all left school, we're post-college, how do you actually build a high-income or high-value skill? What does the process look like?
- SSShelby Sapp
Well, there's so much free content on social media. Like, we literally live in an age where, you know, there's multiple YouTube videos. I literally just filmed a six-hour YouTube video going over every single part of the sales process. Like, if you want to learn, we now live in an age where you can learn. You just have to do the thing that nobody's willing to do, which is sit down, and learn, and take notes, and practice with yourself, reach out to companies, you know, get some experience, and climb the ladder just like that. But so I would say learn from social media completely free. So many mentors right now will teach you anything. And then step number two is practice. And so when it comes to practicing, obviously we all have a dream job in our head. You know, "Oh, I would love to sell for this person. I would love to be on this person's sales team." But in the very beginning, you might need some data. You might need some experience. So I would challenge people to, yeah, keep that dream job in your head, but more so, like, build your data, build your experience right now with amazing lead quality with, you know, just a good system. That way you can have something in your back pocket when you do go to pitch yourself for that dream job.
- JSJay Shetty
Yeah, absolutely. I couldn't agree with you more. I feel like there's so much free content out there.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
But it's so hard because I think we look at, like, 30 seconds of a reel.
- SSShelby Sapp
For sure.
- JSJay Shetty
And a lot of this is sitting down for a few hours. Like, I remember when I was firstLearning social media, I was spending three hours every Saturday and Sunday morning just studying.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Like, for hours and hours and hours, for weeks on end, three hours, six hours a week on top of my day job, and I feel like if I hadn't done that-
- SSShelby Sapp
For sure
- JSJay Shetty
... I wouldn't have understood social media the way I did. And eventually it became every day after work, and I had a full-time job at the time.
- SSShelby Sapp
For sure.
- JSJay Shetty
It became five hours a day after work.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Sometimes up until 2:00, 3:00 AM just trying to learn and study.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Only to go back to work next day. I think there's so much truth to that, and it is all out there.
- 19:00 – 20:45
Why Mindset Is the Real Advantage
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
What do you find is the biggest difference between people who have sales skills-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... and people who don't?
- SSShelby Sapp
Mindset. It's your ability to give context to a negative in order to turn it into a positive in your own brain. What do I mean by that? So in sales, salespeople develop this skill set that makes them great, which is somebody slams the door in your face or hangs up on you, and you kind of tell yourself, you're like, "Maybe she just got pulled over this morning and she's in a bad mood. Maybe he just got served divorce papers. Anyways, not my problem. I'm going to the next person." Even though that stuff probably isn't true, you are almost, I call it being a psycho-
- JSJay Shetty
[laughs]
- SSShelby Sapp
... 'cause you literally have to be some sort of level of psychotic in order to feed yourself a little bit of lies to give context around rejection. That way you can take it a little bit easier, um, 'cause, like, they're not rejecting you, they're rejecting, you know, the time or what you're actually selling. But it's your ability to really just play mind games with yourself of saying, "Hey, maybe they just had a bad day. Anyways, I'm moving on to the next person 'cause there is someone who wants to talk to me." Even though the last 10 people might have told you no, you still have to walk into every conversation expecting that yes. So that level of skill set that you get from sales, it trickles into everything, into dating, into r- uh, like, friendships, into the way that you talk to yourself. Being able to handle rejection will get you anything in life.
- JSJay Shetty
What's fascinating to me is how you need it to get promoted.
- SSShelby Sapp
For sure.
- JSJay Shetty
You need it to convince, like you said, potentially even a partner to know whether they're committing-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... or not committing.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
You need it, of course, if you run a sales
- 20:45 – 26:38
A Simple Sales Process That Actually Works
- JSJay Shetty
job. Let's walk through the sales process for people-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... who are like, "Shelby, I need this advice. I need everything you're selling right now."
- SSShelby Sapp
Yeah, for sure.
- JSJay Shetty
"Because I need to transform my life." What's the first step?
- SSShelby Sapp
So sales as a skill set, if you want to learn, like, 60-second sales masterclass right now, here it is. So the first thing that you need to do is to establish frame and ease tension. Because anytime you walk up to a person, their sales resistance is high. They're like, "Who are you? Why are you here? Why are you calling me? I feel a little weird." So a quick little compliment goes a long way, but also just getting straight to the point. People try building so much fake rapport and trying to be a friend at first when it just comes off a little fake because they know why you're here. You're trying to sell them. So quick little compliment, something super easy, and then just getting straight to the point. "Hey, I'm busy. I wanna be, you know, very tentative of your time as well. Is it cool if we just kinda jump right in?" Start the sales process easy. Then we get into question-based selling. So everybody thinks that you just start selling.
- JSJay Shetty
Yeah.
- SSShelby Sapp
You don't even know what you're going into yet. So question-based selling is, you know, figuring out what somebody's leverage is, figuring out those pain points. So, like, what made you book a call? What are you going through? Take me through your day. What made you wanna figure something out? Then you will gather a little bit of data. I call it gathering ammo that you're gonna kind of put in your back pocket in order to sell on later. So once you get these pain points from this person, that's your problem, then you go into the solution, which is obviously what you are selling. And it's very... You have to be very careful because what you are selling is different to every sort of person. So you take these specific leverage points and you plug and play with specific solutions that only solve these leverage points, nothing else. Keep it super simple. And then you pitch the price. Very simple. And when you pitch price, when you initially close someone, it's all about your energy. If you are almost anticipating an objection or anticipating a no, it's gonna come off in your energy and someone's going to give you an objection or tell you no. You know, the metaphor of the Starbucks cashier. So when you go up to Starbucks and you're ordering your, like, medium vanilla iced latte, or I guess grande vanilla iced latte, you go up to the window. What does the cashier rep do? He holds the Apple Pay thing in front of you, and he's like, "Okay, awesome. It's gonna be $7." And he's, like, turning around, doing something else. No option, no, like, weird vibes. He's just like, "Here, this is how much it is." "Okay, awesome." And you're almost, like, scrambling around for your credit card. You're like, "Oh, sorry, I should've had that out. Here you go." That's the energy that you need when you pitch price and when you close people is, "Hey, you have these problems. Here's a clear game plan, a clear solution, and here's how much it's gonna take in order to get you there." Like, it's very simple. It's problem, solution. And then I think what a lot of people forget to do is to solidify the sale.
- JSJay Shetty
Mm.
- SSShelby Sapp
You know? 'Cause a lot of people will, you know, process a credit card and then just go straight to, you know, filling out paperwork or just acting like a robot, and they stop actually connecting with this person. Meanwhile, after you've, like, run somebody's credit card, and after the initial close and they say yes, now you need to even further connect with people. So a little trick I have is you can, um, positively future pace someone, which is, "I'm so excited for you to get started. Um, a lot of people like to text me when they hit their first 10K months or when they lose their first four pounds," or whatever you're selling. "Would you mind keeping me in the loop for that transformation? Like, I would love to be a part of your journey." Now somebody's, like, envisioning themselves not only following through with the process, achieving the transformation, but also they see you as more of, like, an accountability coach rather than just the frame of a sales rep
- JSJay Shetty
Yeah. And, and it actually motivates them too.
- SSShelby Sapp
For sure
- JSJay Shetty
Because they're like, "Oh, now that I've committed to this, I could actually make that change."
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
"And I've actually committed to the process that makes that happen." What's fascinating is that we're constantly being sold to-
- SSShelby Sapp
Exactly
- JSJay Shetty
... but we don't know how to sell.
- SSShelby Sapp
Oh my gosh.
- JSJay Shetty
Like, everything you buy has been sold to you, and I feel like whether it's the clothes that you're wearing, the coffee you drink, the coffee shop you go to-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... the laptop that you use, the phone that you carry, like-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... we're constantly being sold to, but we find sales so scary.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Does that... Right? Do you-
- SSShelby Sapp
No, for sure
- JSJay Shetty
... do you see that?
- SSShelby Sapp
I mean, even the videos that you watch on social media, somebody's selling you on why they're worth your time out of every other content creator that you could swipe to. Whenever you hit the follow button, somebody sold you on why they should be on your For You page every day. Like, I went to the tanning salon yesterday, the most menial thing ever, just a simple tanning salon. He sold me on a $200 tan package, and I don't even live here. But I just loved his sales process, and I love supporting other sales reps. Like, when you learn sales, you just see life in a completely different way.
- JSJay Shetty
Yeah.
- SSShelby Sapp
Where when you get sold to, you almost appreciate it. [laughs]
- 26:38 – 29:55
The Most Memorable Thing You’ve Ever Been Sold
- JSJay Shetty
What's the, what's the best thing you've ever been sold?
- SSShelby Sapp
Mm. My pink G-Wagon. [laughs]
- JSJay Shetty
Okay. How did... How... Who sold it to you? How did that process work?
- SSShelby Sapp
So I was kind of a lay down for it.
- JSJay Shetty
[laughs]
- SSShelby Sapp
I'm not gonna lie. Um, but I saw videos on it. It was this girl, car sales rep on social media. She's making videos of it. I get tagged in it a ton of times. I click on it, I'm like, "Oh, that's a cool car, but, like, I don't really need a new car right now." I'm driving in Arizona, which is where I'm from. I look to my right, and it's in the freaking window, and I'm like, out of all places, this... There's only one car that existed in the whole United States. I'm like, it's in Arizona? Like, what are the chances?
- JSJay Shetty
[laughs]
- SSShelby Sapp
So I go in there, and the car sales rep, she shouts, "Shelby." She's like, "Shelby, I've been to so many of your master classes. I love you. I follow you on everything." Like, and I think that initial connection and rapport, uh, and then when she was showing me the vehicle, obviously she let me test drive it. But she was also, you know, telling me, like, "You could use this for content. This car has your name written all over it." And then she sincere closed me, which was, um, turning the no away from y- the client to the product, and she made me have to say no to her-
- JSJay Shetty
Mm
- SSShelby Sapp
... which I couldn't. So the sincere close is just like, "I know you're gonna buy a car at some point. I'm gonna sell this to someone. If it's not you, it's someone else, but I want you to have it, and I wanna be the one to help you get this dream car." So. [laughs]
- JSJay Shetty
Wow.
- SSShelby Sapp
Yeah.
- JSJay Shetty
Are you still friends with her?
- SSShelby Sapp
Oh, yeah.
- JSJay Shetty
Yeah. Yeah.
- SSShelby Sapp
She's awesome. Yeah.
- JSJay Shetty
Yeah.
- SSShelby Sapp
She's great.
- JSJay Shetty
Yeah. That's amazing. Yeah. And it's... And, and obviously you're happy with your purchase-
- SSShelby Sapp
For sure
- JSJay Shetty
... which makes it better.
- SSShelby Sapp
Yeah.
- JSJay Shetty
I think that's, I think that's the part. It's like when you're not happy with the value-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... that you received-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... you're like, "Oh, wait a minute. I was..." And you know, I've been, I've been to some fancy car spots trying to sell you some fancy cars, and they're not... Some of them, there's the technique that I read about. Talk to me about this, 'cause I saw this on social media, and I've experienced it a few times-
- SSShelby Sapp
Okay
- JSJay Shetty
... where these fancy places try and make you feel less than-
- SSShelby Sapp
Mm. Yes
- 29:55 – 31:17
How to Spend Money More Mindfully
- JSJay Shetty
a b- and it's sad that we fall for that, right? I think a lot of this-
- SSShelby Sapp
For sure
- JSJay Shetty
... a lot... Would you say that people will actually spend more mindfully if they understood sales?
- SSShelby Sapp
100%.
- JSJay Shetty
Talk to me about that.
- SSShelby Sapp
So when you learn sales, you understand the sales rep's perspective, so you're a little bit more cognizant of the techniques that they're using. And so if it's something you actually want and the sales rep's amazing, makes you wanna buy more stuff because you're like, "Okay, I respect the game. I appreciate it, and I do want this. Let's do it." But when it's something that you don't really want, or maybe it's something you do want, but a sales rep is being rude to you or trying to make you feel less than, you understand the tactics and the way that they're approaching the sale and you're like, "Why would you do that?"
- JSJay Shetty
Mm.
- SSShelby Sapp
You know? I, I wanted this. I am a buyer, but the way that you're being dismissive or the way that you're just trying too hard turns me off.
- JSJay Shetty
Mm.
- SSShelby Sapp
Sales is all about, like, push and pull.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
And so a buyer's brain will literally turn off when you try to sell too hard.
- JSJay Shetty
Mm.
- SSShelby Sapp
Or when you try to use these cringey, pushy, aggressive tactics. Because in their brain, it's like if you have to try so hard, obviously w- what I'm getting sold is not that valuable, 'cause why would you have to try so hard? So in fact, the pull method actually works a little bit better.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
Which is when sales reps kind of take a step back and they're like, "Well, I mean, I don't know if you need this right now. Like, tell me about what you're going through, and we can kind of figure it out together."
- JSJay Shetty
Yeah.
- 31:17 – 33:47
Sales Will Make You Confident
- JSJay Shetty
Where do you think confidence comes from?
- SSShelby Sapp
Mm.
- JSJay Shetty
You're so confident. You, you talk about this idea of being able to turn it on, like, you know, just-
- SSShelby Sapp
Yeah
- JSJay Shetty
... switch on. How do people access that? Because I think so many people today feel like a smaller version of themselves.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
We shrink, we get shy, we get scared. Like you said, just before you're about to say the amount, you kind of hesitate because you're scared about it.
- SSShelby Sapp
For sure.
- JSJay Shetty
And it's not, you do believe in the product, you do care about what you're doing, but you also kind of care about the other person. Where, where does that confidence come from?
- SSShelby Sapp
Everybody thinks that you have confidence and then you do big things, when it's flip-flopped. You do big things, you put yourself out there, you're scared, and then you build confidence. Like, I know I look like this girl that's super confident, all these things, whatever, but when I first started, that was literally so opposite from the case. Like, I had so much anxiety, I could not talk to people. Or someone would ask me, you know, "How's your day going?" And I would stutter and think about it for the next, like, five to seven business days. Like, I literally-
- JSJay Shetty
[laughs]
- SSShelby Sapp
... hated it. I was just insecure, and I didn't do enough big things in order to have something to be confident about. So someone told me, you know, "Sales will make you confident." I got into sales, I got literally doors slammed in my face. Uh, cops called on me, the neighborhood watch, like, name it. But going through experiences like that and going through what I call the suck and coming out on the other side, you know, with monetary things to show, but also confidence, that kind of data points, those kinds of data points that you have where you can say, "I deserve to be confident because I did this, this, and this. I deserve to be confident because I got told no 10 times in a row, and the 11th said yes. Now I'm more confident that every other person I talk to, if they say no, that's fine, I'm gonna go get somebody else to say yes."
- JSJay Shetty
Mm-hmm. Yeah, it's doing hard things.
- SSShelby Sapp
For sure.
- JSJay Shetty
Yeah, absolutely. It's do- I, I couldn't agree more. Everyone always thinks you somehow feel confident in your mind, and then you take action, and it's completely the opposite way around. You're spot on. It's take action, do uncomfortable things, do hard things, do big things, do scary things, and then all of a sudden, confidence comes to you.
- SSShelby Sapp
Right.
- JSJay Shetty
And because you have evidence, you have proof.
- SSShelby Sapp
Exactly, yeah.
- JSJay Shetty
Right? You have a list of things that like, "Hey, I, I did all these things." And it's not the external achievement, it's the fact that you put yourself in that position, whether it was getting rejected 10 times-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... moving out your house-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... uh, going out there and taking on a job you never did, being out of your comfort zone. Like, all of that builds confidence. And-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... I w- but
- 33:47 – 34:49
How to Get Started in Sales (Even If You’re Scared)
- JSJay Shetty
you know when someone's sitting there and going like, "Shelby, I wanna be better at sales. I get you, but, like, I just don't know how to start," what would you say to that person who says, "I don't know how to start"?
- SSShelby Sapp
I would say you don't have to. You don't have to know how to start, you just have to do it. And by do it, I mean you need to learn everything that you possibly can, and again, good for you, it's all on social media.
- JSJay Shetty
Right.
- SSShelby Sapp
It's right on your phone. Uh, but then number two is start and know that you're gonna suck. Like, half of confidence is knowing that it's going to suck in the beginning, and you need to know that you are going to get rejected. You're gonna mess up. But plot twist is, if you do that enough time and if you get enough reps in, that's how you build true confidence. So it's not the whole fake it till you make it, but, I mean, kind of.
- JSJay Shetty
[laughs]
- SSShelby Sapp
It's like you have to believe you are the best, and then with enough data, like you kind of just said, you can truly, truly know that you are the best when you can look back at your experience.
- JSJay Shetty
Yeah. We found some questions on social media that we think-
- SSShelby Sapp
Okay. [laughs]
- JSJay Shetty
... would be good, so I wanna hear your take on this.
- 34:49 – 38:42
Are Networking Events Worth Your Time?
- JSJay Shetty
What's something people struggling with money think is smart but actually keeps them broke?
- SSShelby Sapp
Spending money on networking events. [gasps]
- JSJay Shetty
Talk to me about that.
- SSShelby Sapp
I should be pro networking, right?
- JSJay Shetty
[laughs]
- SSShelby Sapp
No, so I have a very kind of controversial but specific take on networking. So I think, you know, a majority of people that show up to random networking events, I'm talking the ones that are just random cocktail hours, random people in your city, a lot of the people that show up to those networking events are looking for people external to cling onto because they don't have anything to offer. So I want you, instead of to focus all of your energy on networking, 'cause I used to be the same, "What rooms can I get into? Who can help me with this?" Like, look into yourself first. Build up your skill set first. Figure out a way to provide real value to other people, and become someone that other people want to network with.
- JSJay Shetty
Mm.
- SSShelby Sapp
Like, I was always the girl dying to be in group chats with people like you, or people like my business partners, or people like, you know, that I am in, currently in group chats with right now. I was dying to be in those. But you need to figure out a way to be someone that other people are dying to be in a group chat with. So instead of focusing too much on putting your energy out into, "How do I figure out these other people?" Put that energy into yourself.
- JSJay Shetty
Mm.
- SSShelby Sapp
And when you truly have, you know, something going for you or you truly solve people's problems, the right people will reach out to you.
- JSJay Shetty
Mm.
- SSShelby Sapp
Because people that are worth networking for don't spend every day at different cocktail hours just trying to help people for fun. It's just not-
- JSJay Shetty
Totally
- SSShelby Sapp
... reality. But that's different from specified networking, which is if you have a purpose of going to it. You know, if you're a real estate professional and you're going to a real estate event, amazing. If you are a closer and you're going to a closer event, amazing. A life coach going to a life coach event, amazing. Um, but I think the general networking cocktail hours are just a waste of time, money, and energy that you should be putting into yourself.
- JSJay Shetty
Yeah. I love the idea that-Your reputation precedes you in the sense of-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... and I think people often get confused that you have to have some big brand for that. My friend started his content creator journey more recently.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
He has, like, 6,000 followers, but the video content he's creating is so high quality that people are introducing him-
- SSShelby Sapp
For sure
- JSJay Shetty
... to people because his level of research, his communication skills.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
It's only a matter of time before he-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... gets to 100,000 followers, and a million, and whatever else it may be. But right now, I think people often think, "Oh, yeah, but Shelby, I've got to have, like, a million followers for someone to notice me."
- SSShelby Sapp
No.
- JSJay Shetty
It's like, no, you could have 5,000 followers, 6,000, maybe 10,000, but because of the content you're creating and the way you're communicating-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... people will look at you and be like, "Oh, you're the stylist that comes-
- SSShelby Sapp
Mm-hmm
- 38:42 – 42:15
There’s No Limit to What You Can Earn
- JSJay Shetty
absolutely, yeah. Okay, what's the biggest... This is another one.
- SSShelby Sapp
Okay.
- JSJay Shetty
What's the biggest mindset difference between someone making $50,000 and someone making $500,000?
- SSShelby Sapp
A year or a month? [laughs]
- JSJay Shetty
[laughs] That's a Shelby question right there.
- SSShelby Sapp
Yeah. [laughs]
- JSJay Shetty
Let's start with a year.
- SSShelby Sapp
I would say exactly that. I would say the $50,000 a month person thinks that they're on top of the world and that, you know, that's all there is to life, and I think the $500,000 a month person knows that you're uncapped. There is no cap on what you can do in this world, none. And I think that's the biggest thing that sales teaches you is you eat what you kill. There's no floor, right? But that's also so freeing because there's no ceiling. Genuinely, if you want to make more money, you just talk to more people and close more deals.
- JSJay Shetty
Mm.
- SSShelby Sapp
Like, that should excite you.
- JSJay Shetty
Yeah.
- SSShelby Sapp
That should be like, "Oh my gosh, there's all of this money to make in the world, and s- there's proof of so many people making so much money. Why not me?"
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
That was my biggest thing. I always, like, heard of these people on social media making so much money, and I'm like, "You?"
- JSJay Shetty
[laughs]
- SSShelby Sapp
"You make that amount of money?" Like, if you can do it, I can do it. And I think that blind level of optimism is what somebody making $500,000 a year or a month has because they stepped outside of the scope and the realm of reality, and they truly just said, "I'm not playing by everybody else's rules. I'm doing my own thing," or, "I'm doing my own thing on the side," or, "I'm gonna pull myself out of this because I know that I can do it." So for example, if you're talking in years perspective, I think the $50,000 a year type of person just sees money as a side thing, or they see, you know, they are not the business. They're working for someone. Versus the $500,000 a year person, they know that they are the business, and they know that whatever they do in this life, it will turn to gold because they are good. So that's why you need high-income skills in order to be that person that you can step into anything and produce.
- JSJay Shetty
Yeah. And I think the truth is that high-income skill matters even when you're an employee.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Because if you have a high-income skill, that person never wants to lose you.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
And therefore, they're gonna keep investing in you and keep giving you promotions and raises because they know they can't live without you.
- SSShelby Sapp
100%.
- JSJay Shetty
So even if you're not an entrepreneur, if you're a part of someone's team and you have a high-income skill and you add lots of value to that place-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... people are never, ever gonna take a risk. I mean, you're an employer.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
I'm an employer. It's like, I don't want to lose-
- SSShelby Sapp
No
- JSJay Shetty
... my best people.
- SSShelby Sapp
No.
- 42:15 – 45:20
How to Create a Major Salary Jump
- JSJay Shetty
Uh, if someone wants to go from making 100K to 300K in one year, what's the-
- SSShelby Sapp
Specify the year? [laughs]
- JSJay Shetty
Yeah. What's the 30, 60, 90-day plan?
- SSShelby Sapp
From 100K to 300K?
- JSJay Shetty
Yeah, in one year.
- SSShelby Sapp
Are they working for someone or working for themselves?
- JSJay Shetty
Let's do both examples.
- SSShelby Sapp
Okay.
- JSJay Shetty
So let's do someone who's working for someone, and then-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... let's do someone who's working for themselves.
- SSShelby Sapp
Someone who's working for someone, so I would say that you need to job hop. You're never gonna have, you know, a $200,000 raise-... in two, in three years. Like, it's just not gonna happen. So the way that you would do it is you would go to different employers, and you would kind of, like, pin them between each other. So, uh, the company that you're working for now versus another one, right? You go out to their competitor or somebody in a different niche, and you show them the value that you provided for the other company because you have data points behind it. For example, "I helped X company grow to X revenue in X amount of time, um, given these tools, but I feel like I can go even farther given these right tools. Lend me the ability in order to do it." Um, I would job hop if you are in a company.
- JSJay Shetty
I think that's very sound advice, actually.
- SSShelby Sapp
For sure, yeah. But if you are on your own, if you wanna go from 100 to 300, the very first thing is mindset because $300,000 a year, that's a completely different mindset than, than somebody making just 100. So you need to, I would say, be the best and get paid to be the best. That's how you're gonna do it. But also look at scaling yourself. If you have your own business, you know, create mini-mes of you or hire employees, which is hard, you know, going from 100 to 300, trusting other people to do the quality work that you do, but you need to hire superstars, pay them very well. And the time that you get back from hiring other people and duplicating them, work on growing your business, growing different avenues of it. Um, and then I would also say content plays into both of them. I think content can amplify anything you do. If you work in a job, you can make content around that to where other companies want to hire you because you now have value as distribution because of your content, 'cause you're selling yourself through your content. And if you own your own business, I don't have to explain that. Content will help no matter what you are pushing in your content.
- JSJay Shetty
Yeah. I, I think that's really sound advice for both of them. I think you're spot on that you're not gonna suddenly catapult inside of an organization-
- SSShelby Sapp
No
- JSJay Shetty
... that much. And if you are running your own thing, it's what you said earlier as well, sometimes you have to triple your output.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Like, you will have to find ways to... If you're trying to go from 100 to 300K, that means you've gotta look at how many people you've sold to, how many customers-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... or clients you have.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
You're gonna have to find a way of tripling your failure rate-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... because that's gonna get you that same success rate.
- SSShelby Sapp
For sure.
- JSJay Shetty
And that could mean more people. It could mean more hours yourself as well.
- SSShelby Sapp
Right. So, like, a good example is, like, you don't have to start a business in order to be on your own and do, you know, $300,000 a year. There are so many side hustle type jobs that you can do without taking a risk, you know, of starting your own business, pouring a ton of money into it, and also without posting content.
- 45:20 – 46:49
Jobs That Sharpen Your Sales Skills
- JSJay Shetty
What other examples of jobs are there in sales-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... that you think are giving people opportunity to-
- SSShelby Sapp
Mm
- JSJay Shetty
... really take their finances into their control?
- SSShelby Sapp
So door-to-door sales is where I started out, and it's amazing. Um, you will have the... You will walk out with the best sales skill set because you're in person. You're getting rejected to your face. Uh, it, it is more gritty. It is more rejection based because you are the first person they see, and you're also closing the deal. You have to be outside in, you know, 100-degree heat every single day. [laughs] It's, you know, not the best for lifestyle-wise. But, uh, if you're young, like a college person, I would definitely think about door-to-door sales. There's also insurance sales. I would say that's good if you want to recruit. They make a lot of their money from recruiting other people to do it. Um, there's also med sales, tech sales, um, marketing agencies have sales teams. Um, there's software sales. There's a bunch of different sales industries.
- JSJay Shetty
Yeah, there's so many. Yeah.
- SSShelby Sapp
So I would just urge people to think about, like, what their lifestyle is and what would be best according to your lifestyle. So there's, you know, the gritty, in-person, you know, grind sales, like door-to-door and insurance, but then there's also the more corporate, which is, like, office job type sales, uh, where you work for a larger company. You have quotas. You have minimums, all these things. But then there's freelance sales, which is, like, setting and closing, and this is where you are your own closing business.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
And you can talk to someone for 30 minutes, and they wanna buy, you get a commission
- 46:49 – 48:36
The Mindset That Keeps People Stuck
- SSShelby Sapp
off of it.
- JSJay Shetty
If people can make this much money in sales, why isn't everyone doing it?
- SSShelby Sapp
One, because it's a limiting belief that you have to do the right thing in life in order to have success. Like, people brainwash you from a young age that you need to go to school for 16 years, you know, go to college, get, you know, a general education degree. Then you get into the workforce, which is a general job because you have general education, and then you're working a job because you have debt to pay off, let alone being, you know, maybe you don't even get to get a job, or you might be replaced by AI soon. Um, so a lot of people think that that's, like, the normal path, but I think people are kind of starting to get more keen to the idea of doing other things. Um, but then I would also say it's mindset. Sales has taught me that 80% of people's mindsets just suck. They're very self-limiting. Like, a lot of people won't even put themselves in the position to do something on their own because they're afraid that they're not gonna be able to do it, and so that mindset itself is proof that you won't be able to do it. So that's when I say you have to change the mindset first before you actually do it. And then also rejection. People aren't, you know, used to getting told no nowadays.
- JSJay Shetty
Yeah.
- SSShelby Sapp
It's very, you know, instant gratification. If you wanna look something up, you can have it on your phone right then. If you wanna order something, it's at your door in two days. Sales is a game that you play over a long period of time because in the very beginning, you're putting so much hard work into it, but you're still building the skill set. So you might not see it reflected in your paychecks for a couple days, maybe, you know, a week or two, but at some point, all of the work that you did in the beginning will compound results for you over time, but you have to go through that period of the suck.
- 48:36 – 51:00
The Power of Believing in Yourself
- JSJay Shetty
Yeah. What are the mindsets you're seeing that are holding women back especially?
- SSShelby Sapp
Mm. They don't believe that they deserveTo do something different. And that can get deep, and no one will come out and say, "You know, I don't believe that I'm... You know, can do this." But it's on a more subconscious level, where people do not believe that they could achieve something. Maybe it's because of what their friends tell them, or what their boyfriend tells them, or, you know, maybe you got fired from your last couple jobs. Like, you can focus on negative data points in order to pull a negative story. But what you need to do is you need to pull the positive data points, even if there's only a few, but focus on the positive data points of your life that pushes a positive story of, "No, no, I do deserve this, and I deserve this because of all of the data points that I can look back at." So everything that happens to you in your life, if you're wanting more, like, tangible advice from this, everything that happens in your life, not just in sales, just life, you can pull a negative story from it, or you can pull a positive story from it.
- JSJay Shetty
Totally.
- SSShelby Sapp
Focus on the positive data points in order to believe a positive story.
- JSJay Shetty
Yeah. Yeah, I always say, like, everyone can tell two stories of their life.
- SSShelby Sapp
For sure.
- JSJay Shetty
They could be like, "I got all these opportunities. My life changed. I met the love of my life."
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Like, look at where it is now. Or at the same time, and it's equally true, you could say, "This person screwed me over. This person-"
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... "tried to sue me. This person..."
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Whatever it may be.
- SSShelby Sapp
For sure.
- JSJay Shetty
And both are true, both happen.
- SSShelby Sapp
Oh, for sure.
- JSJay Shetty
But it's like, which one am I gonna focus on?
- SSShelby Sapp
And even some of the most, you know, horrific things that have happened in my life are very scary, I always think to myself right then and there, "This is gonna be a great story to tell my kids one day."
- JSJay Shetty
[laughs]
- SSShelby Sapp
Or, "This is gonna be something great that I- I'm gonna be able to talk about on a podcast or on stage."
- JSJay Shetty
Yeah.
- SSShelby Sapp
You know? So everything that you go through, you have to believe that it is, it is not happening to you, it's happening for you. And maybe it's a negative in the moment, but it could be a positive in the future. And this is not, you know, something big, like getting sued or getting broken up with. It could be you're driving on the freeway and you miss your exit.
- JSJay Shetty
Yeah.
- SSShelby Sapp
You know? It's, "Oh, I missed my exit. I'm so stupid. I'm gonna be late. People are gonna hate me. I always do this." No. It's, "Hey, I missed my exit. Thank God, because maybe I would've gotten into a car crash or gotten pulled over. But because I missed that exit, now I'm just gonna add on two more minutes to my time. I'd rather take two minutes of redirection than, you know, what could have happened." So...
- JSJay Shetty
Yeah,
- 51:00 – 55:42
How to Sell Any Product Effectively
- JSJay Shetty
absolutely. Shelby, we wanted to put your sales skills to the test in the room.
- SSShelby Sapp
Okay.
- JSJay Shetty
So we're gonna ask you to sell a few things to me.
- SSShelby Sapp
Okay. [laughs]
- JSJay Shetty
And I'm also doing research for myself.
- SSShelby Sapp
Okay.
- JSJay Shetty
So the first thing I'm gonna ask you to sell to me is mine and my wife's, uh, tea. This is ours.
- SSShelby Sapp
Okay.
- JSJay Shetty
So you can grab it, the drink, and so I'd love for you to sell this-
- SSShelby Sapp
Mm
- JSJay Shetty
... to me so that we can learn how to sell it better.
- SSShelby Sapp
Okay. Try it for me.
- JSJay Shetty
Oh, yeah? Okay. Mm.
- SSShelby Sapp
What do you think?
- JSJay Shetty
It's very tasty.
- SSShelby Sapp
Okay.
- JSJay Shetty
Yeah.
- SSShelby Sapp
Why would you even want... What is this, an energy drink?
- JSJay Shetty
It's, it's a calming drink, like it's a balancing drink.
- SSShelby Sapp
Okay, and what does it do for you?
- JSJay Shetty
It helps you de-stress your mind. It helps you, uh, bring back your body into regulation. It helps calm you.
- SSShelby Sapp
Okay. When do you crack one of these open? When do you need that?
- JSJay Shetty
I probably open it midday, like, probably, like, my midday pick-me-up.
- SSShelby Sapp
Okay.
- JSJay Shetty
Or, like, around 3:00, 4:00 PM when you start hitting that slump.
- SSShelby Sapp
Okay.
- JSJay Shetty
It's got enough caf- same caffeine in it as the amount of, uh, natural amount in tea.
- SSShelby Sapp
Okay. Oh, wow.
- JSJay Shetty
So, so it's not energy... It's not, like, 200 milligrams of caffeine.
- SSShelby Sapp
Okay.
- 55:42 – 1:01:26
Sell Me This Pen
- JSJay Shetty
yeah, yeah, yeah.
- SSShelby Sapp
And so it makes it a little bit more attainable.
- JSJay Shetty
Yeah, such a good demonstration. Let's do that with something that I know less about. I want people to see that version.
- SSShelby Sapp
Ooh, okay.
- JSJay Shetty
So, like, maybe-
- SSShelby Sapp
You got a pen?
- JSJay Shetty
Oh y- oh, yeah.
- SSShelby Sapp
[laughs]
- JSJay Shetty
Yes, uh, here you go.
- SSShelby Sapp
Okay. Is this-
- JSJay Shetty
Someone's... Hopefully someone's not chewed on that.
- SSShelby Sapp
Yeah. [laughs]
- JSJay Shetty
Not me. Not me.
- SSShelby Sapp
Is this the only pen you have around you? Give me-
- JSJay Shetty
Do you want a nicer one?
- SSShelby Sapp
Give me every pen that you have in this room.
- JSJay Shetty
Can I go find a nicer one?
- SSShelby Sapp
Yeah.
- JSJay Shetty
One sec. Yeah, all right. We did it with a product that I know a lot about.
- SSShelby Sapp
Right, and that-
- JSJay Shetty
It's my product
- SSShelby Sapp
... obviously you want, right? [laughs]
- JSJay Shetty
Yeah.
- SSShelby Sapp
Obviously you want this product, right?
- JSJay Shetty
Yeah, exactly.
- SSShelby Sapp
So that's kind of a easy sell, right?
- JSJay Shetty
Exactly. So I... No, no, no, but I think the way you... I still think what you did was brilliant, I'm just saying it'd be good to-
- SSShelby Sapp
Oh, I know.
- JSJay Shetty
Yeah, yeah.
- SSShelby Sapp
[laughs]
- 1:01:26 – 1:04:47
Why Assumptions Kill Sales
- JSJay Shetty
Yeah. What's impressive is at no point did you sell me the pen.
- SSShelby Sapp
No, none.
- JSJay Shetty
Like, at no point were you like, "Look at the color. Look how-
- SSShelby Sapp
Nope
- JSJay Shetty
... it will make you..." You didn't even try and sell me the prestige of it.
- SSShelby Sapp
No.
- JSJay Shetty
Like, you weren't like, "Oh, if you hold this pen, everyone's gonna think you're fa-," 'cause I don't care about that. That's-
- SSShelby Sapp
Right, 'cause nobody cares
- JSJay Shetty
... because nobody cares.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
And it's so interesting because I think we're constantly trying to think we know what the other person wants.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
So, like, if someone like me walks into wherever, you're assuming I want to be certain things, or-
- SSShelby Sapp
For sure
- JSJay Shetty
... if someone sees you walking in, they assume that, oh, well, Shelby's-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... character profile must be this, this and this.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
It's like, but I don't know, like, until I talk to you.
- SSShelby Sapp
Exactly.
- JSJay Shetty
Yeah.
- SSShelby Sapp
There are so many times, and this is actually my biggest pet peeve when I'm getting sold, is somebody will look at you and make a stereotype out of it.
- JSJay Shetty
Yeah.
- SSShelby Sapp
It's like I walk into a car dealership, and people think I don't know what I'm talking about. They think that daddy's just gonna swipe, you know-
- JSJay Shetty
Yeah
- SSShelby Sapp
... my... I'm gonna use my dad's credit card to buy some vehicle or, you know, they can charge me a bunch because I know nothing about the sales process, when in reality, if a sales rep, instead of making assumptions, just stopped and just asked, you would actually get to know people, and then you can help them through simple problem and solution. That's why everybody thinks sales is manipulation and trying to push things on people. It's not. It's literally just taking a step back, asking questions, getting to know somebody, and if it works, then you can plug and play your solution and empower them in order to make a decision that will genuinely change their life.
- JSJay Shetty
When you're actually in practice with it, like, when you see it, like what you were just doing, you're like, yeah, at what, no point did I feel forced.
- SSShelby Sapp
Mm-mm.
- JSJay Shetty
At no point did I feel like... And if I, and if I had said to you, "No, I never use a pen, I don't need it at all," you probably would've been like-
- SSShelby Sapp
I, I would be like, "Okay, awesome. You're not a qualified buyer then, right?"
- 1:04:47 – 1:09:34
How to Reframe Any Objection
- JSJay Shetty
All right. So we're gonna test you on the objections.
- SSShelby Sapp
You gotta know 'em.
- JSJay Shetty
Okay. The first one is, "It's too expensive."
- SSShelby Sapp
So a lot of people think that, you know, you're comparing a price versus nothing, right? But the price is what you pay today. The cost is what you pay years down the line when you don't solve the issue. So you said your business is bleeding $15,000 a month revenue, right?
- JSJay Shetty
Yeah.
- SSShelby Sapp
So you don't just, like, walk away and just, you know, pay nothing. It's actually comparing, you know, a $5,000 solution to your problem versus a cost of, you know, 60 grand down the line over a couple months. So which one are you more comfortable paying, the price or the cost?
- JSJay Shetty
Right. Yeah.
- SSShelby Sapp
You know?
- JSJay Shetty
That's a good one.
- SSShelby Sapp
You just reframe it.
- JSJay Shetty
Yeah, yeah. And, and it is good because half the time that person hasn't done that reframe either.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
All right. "I need some time to think about it."
- SSShelby Sapp
Mm-hmm. Do you need quantity of time or quality of time?
- JSJay Shetty
Quality. It's like I really need to, like, digest what you've told me today.
- SSShelby Sapp
Yeah. I'm glad you said that. A lot of people think they just need quantity of time, which is, you know, a couple days, weeks, whatever. Um, but few people actually understand, which I'm glad you do, that you need quality time, which is the quality of information that's in front of you, but also quality time to sit down and make a well-thought-out decision, right? I'm literally the same way, but like I said, we have 20 minutes left of intentional time on this call. Uh, you're busy. I know as soon as you shut this laptop off, it's like you got kids, you gotta run the business, all the things. So we have 20 minutes left of intentional time, and I've got all of the information right here in front of us in order to make a well decision.
- JSJay Shetty
"I need to check with my wife."
- SSShelby Sapp
And you will. Uh, you're either gonna come to her, though, with a problem or a solution. You know, a problem of, "Hey, honey, I really wanna do this, but I don't know if I should," and da, da, da. Or, "Hey, honey, I found somebody that can really help me solve my problem that I've been wanting. I really trust it, and I thank you for your support." Which one do you think would go over better with your wife? Probably sol- the solution, right? Also, another one I love for that-And I've never talked about this either, is the sw- the flip-flop. So for example, if somebody tells me, "You know, I need to talk to my husband or my wife," I'll just be like, "No problem. Can I challenge that? Yeah? Okay, awesome. So if instead, inste- instead of it being me and you talking, what if it was me and your wife, you know, and she came to me and she's saying, 'I'm going through this, this, and that, and I've finally found someone that I think can solve my problem, and I really want to do it, but I want to check with my husband first.' Would you support her in making that decision?"
- JSJay Shetty
Oh, yeah. Yeah.
- SSShelby Sapp
You probably would, right? So is it fair to say that she'd probably support you in the same way that you support her?
- JSJay Shetty
Right. Yeah.
- SSShelby Sapp
And this works really well if you're talking to a woman. If you, instead of saying the husband thing, 'cause she'll be like, "Well, I want him to talk to me," you know? It works really well if you, um, flip it and you're like, "Let's say it's your best friend, you know, and she's sitting here going through this, going through the same thoughts. Would you tell her to do it?"
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
You know, you probably would, right? Well, is it fair to say other people would probably tell you to do it, too? So putting people kind of, like, outside of themselves and looking at the situation from an unbiased third-party perspective and being like, "What would you tell that person to do right now? Because you're saying to me that you really want to do it. You'd probably say to do it, right?"
- JSJay Shetty
Mm.
- SSShelby Sapp
"Let's do it." So.
- JSJay Shetty
Yeah.
- SSShelby Sapp
I gave you two on that one. [laughs]
- JSJay Shetty
Yeah, yeah. I appreciate it. Now's not a good time.
- SSShelby Sapp
For to talk or to make a decision about something, or-
- 1:09:34 – 1:13:03
The Right Way to Ask for a Raise
- JSJay Shetty
should someone approach a conversation to ask for a raise?
- SSShelby Sapp
Ooh, so step number one is you have to have some sort of experience behind you and some sort of numbers in order to deserve a raise. You can't just get hired the first day and ask for a raise, or you can't be the worst employee ever and ask for a raise. So you have to have a reason to ask for a raise. So that means be the best at your job, right? Have some sort of reason in order to ask for a raise. Then when you ask for a raise, have other competitors' datas in order to compare to. So for example, if I want to ask for a raise from you, I would go to one of your competitors and say, "Hey, I've been working for Jay Shetty for a while. We've done X amount of revenue with him. Um, what is the offer that you have for me?" Then I would take it back to you and I would say, "Hey, Jay, I love working for you, and I'm really sold on the long game with you. Like, I want to grow with this company, and I want to stay here, but I need to make it make sense for me, just on a monetary standpoint, because I have other competitors such as this guy and this guy offering me a little bit more. So I want to stay with you. That's why I want to have this conversation, be, you know, grounded with it. Um, but I just need it to make a little bit more sense on the financial side in order to grow with you long term." So even if you don't believe that you're gonna be with this company long term, you need to sell the long game and sell the vision to your employer because, like you said, that's the leverage point that an employer has, is they want to invest in people for the long game. So, "Hey, I want to be here for a long time, but in order for me to put all of my resources here, I need a little bit back because other people are recognizing my value. Um, and I'm not saying you don't, but I need it to make it make a little bit more sense for me."
- JSJay Shetty
Yeah. What about if someone's, if someone's going to interview with a company, what are the top three things they need to show?
- SSShelby Sapp
Numbers, what you've done for the company. Um, I would say audit what you can do better and have a mathematical easy game plan way to show what you can do with the company given the raise. So you can't just ask for a raise just because you deserve it. Corporate America does not like entitlement, right? But people will pay you if they think there's an upside. So this is creating value, right? It's, "Hey, if you pay me $20,000 more, I'm gonna generate $800,000 a year more for the company, and I'm willing to do this, this, and this for it." It's just like in sales. You can't drop the price when negotiating with someone for no reason, right? You need to actually have a reason and justify a price drop in order to not sound salesy, right? Um, so data, and then also, like, have a clear game plan. And you want to make it super easy for someone to say yes to you and say, "Hey, if I give this girl a promotion, this is exactly what we're gonna get for her. Okay, awesome. Let's do it."
- JSJay Shetty
Yeah. How do you deal with it when you don't get what you want? Like, what's the right response?
- SSShelby Sapp
Never burn the bridge. That's a very good question that n- not a lot of people talk about. You never burn the bridge because a no isn't a no forever. It could be just maybe later. It could be, you know, a little bit of insight to where you need to improve a couple things and then re-ask again when you have more leverage there. So just know that a no isn't forever. It's just not right now.
- JSJay Shetty
Yeah. I think, yeah, I think it comes back to what we've been talking about this whole conversation, where it's like when you deal with rejection badly, it, it starts to affect everything 'cause then you're likeYou know, it, it could go in multiple ways. You're like shrinking yourself, your mood's a bit dull, you're not walking in with that smile and with that confidence-
- SSShelby Sapp
Yeah
- JSJay Shetty
... that you had, and-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... all of a sudden it's affecting everything.
- SSShelby Sapp
Yeah, for sure.
- JSJay Shetty
It's crazy how quickly we kinda shut the door on ourselves. What about if you're going
- 1:13:03 – 1:17:25
What Employers Are Really Looking For
- JSJay Shetty
to interview for a job for the first time?
- SSShelby Sapp
Hmm.
- JSJay Shetty
So what are interviewers looking for when you're interviewing for a job?
- SSShelby Sapp
Right. So they're looking for people that are bought in on the long-term vision, exactly, but also they're looking for people that ask really good questions that show that you kind of know what you're doing through the questions that you ask. So for example, if you want to become a remote closer, and you get on an interview with someone, and they're like, "So what made you apply?" And you're like, "Uh, I just really wanna make more money. I just want sales experience." What is that? That's all about me. Nobody cares about what you want, right? They care about what you can do for them in the context of the situation. So it's, you know, instead of, "Oh, I really wanna make money," blah, blah, blah, it's, "Hey, I've been following X creator or X mentor for so long. I have this sales background, and I would... I've been closing for other offers, right? But I would love to close for her offer because I have true conviction in what she's selling, and I wanna help you guys grow your business." So it's all about making the game plan clear, but also using the leverage points of the other person, not yourself.
- JSJay Shetty
Hmm. Yeah, absolutely. Yeah, I think the amount of people that interview these days, and they don't have that. Like-
- SSShelby Sapp
It's entitlement
- JSJay Shetty
... it's, it's, it's... Yeah, the answer's just... It shocks you sometimes. You're like, like someone I've, I've interviewed people and they've, they've said things to me like, "Uh, yeah, I just didn't like what I was doing."
- SSShelby Sapp
Right, and it's like-
- JSJay Shetty
And I'm like, "Cool," like that's fair.
- SSShelby Sapp
Right.
- JSJay Shetty
Like, yeah, I get it. I've, I've not liked certain jobs that I had.
- SSShelby Sapp
Right.
- JSJay Shetty
But like, you don't wanna be here.
- SSShelby Sapp
You, you-
- JSJay Shetty
Like-
- SSShelby Sapp
... wanna come off as someone that is ready to do the most, ready to go above and beyond, and doesn't just see it as a position. 'Cause from an employer's perspective, we don't want someone who just wants to show up and do the bare minimum.
- JSJay Shetty
Yeah.
- SSShelby Sapp
We want someone who sees the value so much in themselves, and takes pride in their work, and is bought in on the long-term vision.
- JSJay Shetty
Yeah.
- SSShelby Sapp
So if you embody that, you should be good to go for an interview. And asking questions that relate to, you know, the business. You know, "What's your guys' close rate? What's your guys' lead flow like? Tell me about the offer." When you make the interviewer sell themselves on why you should work for them-
- JSJay Shetty
Yeah
- SSShelby Sapp
... you won.
- JSJay Shetty
Yeah.
- SSShelby Sapp
That, and that's sales.
- JSJay Shetty
Yeah.
- SSShelby Sapp
It's taking a step back and saying, "Well, I mean, I'm interviewing for a few positions, but I just wanted to know a little bit more about how you guys do this, what your process is like, what it would look like if I did get hired, what your salary's like, and then I can come back to you with a decision."
- JSJay Shetty
Yeah, and I think it, I think there's a lot of test of your worth too. Like for example, if you're gonna be confident enough to say, "I've got these offers and I'm doing that," you better back it up-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... because that person may also just go, "Yeah, good for you." Like-
- SSShelby Sapp
Right
- 1:17:25 – 1:19:10
It’s Not a No, It’s a Lesson
- JSJay Shetty
out.
- SSShelby Sapp
Yeah.
- JSJay Shetty
And, and I've had that with so many things that we're doing right now, where I got rejected from something seven years ago, and this year it will become one of the most exciting parts of our business. And it's like, there's just seven years of relearning, patience, figuring it out.
- SSShelby Sapp
For sure.
- JSJay Shetty
You know, developing new skills. And I just think that long game is so healthy for everyone-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... to always play, because your current employer may write you a reference one day. Your current employer may be end up being one of your biggest clients one day.
- SSShelby Sapp
For sure.
- JSJay Shetty
Like, you just have no idea. Like, I worked at a company called Accenture, and Accenture was a place that invited me back to do so many keynotes when my career took off. But if I hadn't had a good relationship with them-
- SSShelby Sapp
For sure, you burned it
- JSJay Shetty
... or left on good terms, to your point of burning again, well, then that wouldn't have been the case.
- SSShelby Sapp
Exactly.
- JSJay Shetty
And, and I feel like there's too much shortsightedness now because we think there's lots of opportunities.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
But at the top, everyone knows each other.
- SSShelby Sapp
Exactly. But I think what you're saying is exactly what someone listening should take away from it, which is it's not a yes or a no, it's a yes or a lesson. And so sometimes the lessons are more valuable than if you got that contract or you got that client years ago, because the lesson taught you to never walk into a situation like that again.
- JSJay Shetty
Yeah.
- SSShelby Sapp
And so sometimes that lesson can be way more valuable than getting what you want in the moment.
- JSJay Shetty
Yeah. Couple more of these before we go to the final five.
- SSShelby Sapp
Let's go.
- JSJay Shetty
This one's great. What's the right way to talk about your strengths without overselling-
- SSShelby Sapp
Hmm
- JSJay Shetty
... or apologizing?
- SSShelby Sapp
Um, so I like to sprinkle in, uh, you can call them testimonials or, like, subtle ways to flex, right? I subtly threw it in there, but then extrapolated a lesson from it that pertains to the other person. Because people don't care about your flex. They care about what your flex can do for them. So you can use it, but use it as a lesson in order to provide value to somebody else.
- JSJay Shetty
Ego just always is such
- 1:19:10 – 1:20:27
How to Talk About Your Wins Without Ego
- JSJay Shetty
a turn-off.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Like, I, I don't know. I generally just... I struggle so much when someone, I feel, is egotistical.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
And the way I think about the difference between confidence and ego is evidence and reflection.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
So it's like if someone can give me evidence, and they can reflect on the evidence-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... to prove that it's real experience, now it doesn't feel like a name drop-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... and doesn't feel like a number drop-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... which just feels like it's, it's a bit disgraceful.
- SSShelby Sapp
I hate when people name drop.
- JSJay Shetty
Yeah.
- SSShelby Sapp
It's my least favorite thing.
- JSJay Shetty
Yeah.
- SSShelby Sapp
When somebody name drops or says, you know, all these different numbers, it is a literal indicator that they probably don't have the skills in order to do what I need them to do.
- JSJay Shetty
Yeah, yeah.
- SSShelby Sapp
Because they feel like they have to name drop, or they feel like they have to, you know, show their numbers. I would also challenge that though because it is a very fine line with when you're, you know, new to a space, there's a lot of people that might not know who you are. So sometimes, you know, the numbers that you've done for a company or your experience will speak volumes. And so nobody's gonna, you know, sell yourself like you will. So sometimes it, it's a fine line of not having ego, but it's also a line of, like, being loud about your accomplishments when they are valid-
- JSJay Shetty
Yeah
- SSShelby Sapp
... uh, and, like, shouting it from the rooftops because you deserved it-
- JSJay Shetty
Yeah
- SSShelby Sapp
... if you worked for it.
- JSJay Shetty
Yeah.
- SSShelby Sapp
But it is a very fine line.
- JSJay Shetty
Yeah.
- 1:20:27 – 1:22:38
The Most Challenging Deal of All
- JSJay Shetty
Which, which sales call or sales deal challenged you the most?
- SSShelby Sapp
Ooh, that's a great question. Okay. So, um, I was talking to... I was talking to a gay guy, okay? Love talking to gay guys, so fun. Like, it was very girls girl vibe energy. He was awesome, okay? He keeps giving me the spouse objection. I keep rolling it, blah, blah, blah. Keeps giving me the spouse objection. I'm like, "Okay, fine. We keep rolling it." Then his spouse walks in the frame, sits down. I'm talking to spouse and spouse again, okay? So I'm like, okay, awesome. Now I know the other spouse is the decision maker. Kind of turn the attention of the sale towards him because I know the decision lies in his hands, right? That's what you need to do. Then I'm talking to him. He goes, "I need to talk to my husband." So I look at this guy, and I'm like, "You brat, I thought you... You know, I thought it was him, not you. Like, we could've had this done a long time ago. Like, what's the issue?" And so I, you know, direct to him. He says, "I need to talk to my husband." I redirect to him. He goes, "No, I really need to talk to my husband. He's not here right now." And I go, "Is there three of you?"
- JSJay Shetty
No.
- SSShelby Sapp
And it was a throuple.
- JSJay Shetty
No.
- SSShelby Sapp
It was a gay throuple.
- JSJay Shetty
What?
- SSShelby Sapp
But let me tell you, the way that I closed this deal, uh, I sincere closed them. And I go, "You guys"-
- JSJay Shetty
[laughs]
- SSShelby Sapp
... "this is one for the books." I was like, "I've never been in this situation, and you guys are gonna use someone. Probably the next person that comes up, you're gonna have to buy something at some point 'cause you do have some issues. I want that person to be me. I've never sold a throuple before in my life."
- JSJay Shetty
[laughs]
- SSShelby Sapp
"Like, I would die to be able to go tell my boss and my coworkers that I just had this experience. Would you guys please allow me just the glory of having, you know, my first throuple sale?" And they still send me Christmas cards to this day.
- JSJay Shetty
Oh, I love that.
- SSShelby Sapp
It's kind of a funny sale, but it was just-
- JSJay Shetty
That's so funny
- SSShelby Sapp
... I was so backwards. I was mad at them 'cause I was like, "I thought you were the decision maker."
- JSJay Shetty
Yeah, yeah, totally.
- SSShelby Sapp
"But it's you. But it's you. But it's you. Wait, they're not here with us [laughs] are they?"
- JSJay Shetty
That's incredible.
- SSShelby Sapp
So yeah.
- JSJay Shetty
That's wild.
- SSShelby Sapp
It was pretty cra-
- JSJay Shetty
That is wild
- SSShelby Sapp
... I was actually speechless. I was like-
- JSJay Shetty
So you're pretty, you're pretty much prepared, like, because obviously that's something you've never prepared for.
- SSShelby Sapp
Yeah.
- JSJay Shetty
You're pretty much prepared-
- 1:22:38 – 1:25:15
Why the Best Sellers Preempt Objections
- SSShelby Sapp
Oh, yeah
- JSJay Shetty
... for any direction it can go in.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
And when you're training people, you're training them in sales training for every scenario possible that-
- SSShelby Sapp
Yeah, so you have to train like things are gonna go wrong. You have to train for payments link, payment links not working. You have to train for your Zoom maybe crashing. You have to train for different objections, uh, different scenarios if they need to call their bank. Um, like, different things, you just need to preempt them rather than waiting for some monstrosity to happen, and then you attack it then and there. Like, you always need to preempt every sort of objection. And so then the follow-up question is probably, like, how do you preempt objections? Well, you kind of get key indicators from someone you're talking about. So if I'm talking to a girl, we'll call her Stacy, and Stacy's wearing, like, a fat rock on her finger. I know Stacy's married, right? So later on into the call, she might give me the spouse objection, or she might be saying words like we, when we did this, us. Okay, there's probably someone else in the picture that's not on the call. I might ask Stacy, like, "Have you ever signed up for something like this in the past?" And if she did, "Okay, were you the one that made the decision, or is there anyone else, you know, in the picture for that?" If there is anyone else in the picture, you gotta get them on the call. But if not, easy. You just preempted the objection. So you always plan for things.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
Um, and that's just, that's how a well-funneled sale works.
- JSJay Shetty
Yeah.
- SSShelby Sapp
Everybody thinks that sales is overcoming every objection in the book 10 times over with every client, and it's not. It's just creating a trusted buying atmosphere and true rapport with someone and just a good energy around the sale-
- JSJay Shetty
Yeah
- SSShelby Sapp
... that makes it so easy for someone to say yes.
- JSJay Shetty
Yeah. Why do you, why do you think we're all so, like, ready to save up for a month to buy a bag but struggle to invest in ourselves?
- SSShelby Sapp
Right. It's because you're worried about what everybody else thinks. You're shifting perception from how do I feel about myself to how do other people feel about me. Because buying a bag, I mean, if you wanna buy a bag, you can do that, right? Like, if it makes you feel good, like I love buying designer.
- JSJay Shetty
Yeah, yeah.
- SSShelby Sapp
Like, if it makes you feel good. But buying it just for other people when you have other priorities is where it becomes an issue. Like, I never bought designer until maybe, like, a year ago.
- JSJay Shetty
Yeah.
- SSShelby Sapp
Even though I could-
- JSJay Shetty
When you could afford, yeah, yeah
- SSShelby Sapp
... it's just I had so many other things I wanted to check off. I wanted to do rental properties, networking events, hire mentors, uh, move. Like, there were so many other things that mattered to me more-
- JSJay Shetty
Mm-hmm
- SSShelby Sapp
... than just worrying about other people's perceptions.
- JSJay Shetty
Yeah.
- SSShelby Sapp
Because nobody's really... thinking about you as much as you think. It's a, there's a metaphor, it's called, like, the invisible guest at a wedding. Like, you show up to a wedding and you want your hair
- 1:25:15 – 1:27:45
Why We Struggle to Invest in Ourselves
- SSShelby Sapp
to be perfect. You're worried about what dress to wear. You're worried about the conversations that you're having with people, when everybody's thinking that.
- JSJay Shetty
Yeah. [laughs]
- SSShelby Sapp
And you'll probably never see a lot of these people again, so you're so in your head, but so is everybody else. And so in somebody else's perception, you are just the invisible wedding guest. They won't remember you.
- JSJay Shetty
Yeah.
- SSShelby Sapp
So why worry about if every single word is gonna be perfect? And you can carry that into everything. In sales, nobody knows what you're supposed to say. They don't know your script.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
If you mess up, you just roll with it. You keep going. Like this podcast, I don't wanna be perfect. If I was perfect, I would be AI-
- JSJay Shetty
Yeah
- SSShelby Sapp
... and I wouldn't be relatable to people. So just know that, you know, some sort of respect of, "I don't have to be perfect. In fact, it's better if I'm not perfect," that is what makes you human, and that is what makes your story so amazing to inspire other people.
- JSJay Shetty
Yeah, absolutely. Absolutely. And, and also, I just feel like, I guess what I was getting at was this idea of we don't even know we're being sold by-
- SSShelby Sapp
Mm
- JSJay Shetty
... most of the people that are selling to us.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
Like, there are just certain life choices we feel we made independently-
- SSShelby Sapp
Mm
- JSJay Shetty
... but we were all sold on what it meant.
- SSShelby Sapp
Oh, yeah.
- JSJay Shetty
And, and it's like, but when it comes to investing in ourselves, building our skills, learning, it's almost like we're scared-
- SSShelby Sapp
Mm-hmm
- JSJay Shetty
... to part with our hard-earned money because it feels in some way like we're being sold to.
- SSShelby Sapp
Well, investing into yourself is one of the most freeing things that you can do, if it's something that will give you an ROI.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
There's obviously a lot of things that you probably shouldn't invest into, but if you have a clear goal, you should feel super confident in investing in yourself if it qualifies for ROI, return on investment. If you can be super clear about, "If I put this amount of money in, what will I get out, and what doors will that unlock for me?"
- JSJay Shetty
Yeah.
- SSShelby Sapp
If you can feel good about that give and take, then you should make the decision for yourself.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
And I think the tables are kind of turning in a lot of ways with younger people, um, because I think a lot of people love investing in themselves.
- JSJay Shetty
Mm-hmm.
- SSShelby Sapp
They love buying an outfit to wear to an interview because it makes them feel a little bit more confident. Like, I think we're kind of shifting away from, you know, the stigma around, "Oh, you shouldn't spend money on yourself," right?
- JSJay Shetty
Mm-hmm.
- 1:27:45 – 1:39:36
Shelby on Final Five
- JSJay Shetty
Uh, we end every episode of On Purpose with a Final Five. These have to be answered in one word or one sentence maximum.
- SSShelby Sapp
Okay.
- JSJay Shetty
So Shelby, these are your Final Five. Uh, question number one, what is the best advice you've ever heard or received?
- SSShelby Sapp
To go as fast as possible.
- JSJay Shetty
Mm.
- SSShelby Sapp
Never slow down.
- JSJay Shetty
Mm. I like that. No one's ever said that before.
- SSShelby Sapp
I can't elaborate? [laughs]
- JSJay Shetty
You can. Go on. I'll let you.
- SSShelby Sapp
Okay. [laughs]
- JSJay Shetty
I'll let you. I'll let you.
- SSShelby Sapp
Everybody always says, you know, um, "Take it slow. You have time. You deserve a break." Like, "Just chill," when in reality, you don't. You literally have no time. There is urgency. You need to use every single waking moment to strategize what you want out of this life, and then as soon as you're clear on it, work yourself backwards. And the cool thing is when you're clear on your goal, that urgency does kick in. If you're like, "I don't have the urgency," when you know exactly what you want, the urgency kicks in, 'cause you're like, "Well, how fast can I get there?"
- JSJay Shetty
Mm.
- SSShelby Sapp
And don't go with other people's timelines. Just because some people have what you want by 45 doesn't mean you have to wait till you're 45 to have it. You can literally give it to yourself now, if you just work really hard and go fast.
- JSJay Shetty
Yeah. Well said. Uh, yeah, I, I feel like that idea of moving fast, you will break things.
- SSShelby Sapp
Mm-hmm.
- JSJay Shetty
But if you didn't move fast, you wouldn't have had the progress and the growth, and-
- SSShelby Sapp
Right
- JSJay Shetty
... and I can relate to that. I was, I was 28 when I started all of this, and we moved extremely fast in the last 10 years. And when you're doing that, certain things get-
- SSShelby Sapp
It's chaotic-
- JSJay Shetty
Yeah, it's chaotic
- SSShelby Sapp
... and it's messy, but you learn as you go.
- JSJay Shetty
Absolutely.
- SSShelby Sapp
That's the only way to do it.
- JSJay Shetty
Absolutely. And I think if we tried to go any slower, we wouldn't exist. Like-
- SSShelby Sapp
Exactly, yeah
- JSJay Shetty
... we wouldn't be around. Yeah. I love that. Uh-
- SSShelby Sapp
I think the same for myself. In college, everybody told me to slow down or, "Why are you doing this and that?" Like, I got an accelerated master's degree and an honors finance degree, which don't use either of those. But again, like, every single ounce of hard work that you put into yourself never goes to waste, right? Um, I learned work ethic and whatever. Um, but every summer that I was doing that, I was knocking doors, selling pest control in Minnesota heat to strangers. So it's like I was going so fast. I never had a second that I was just bored, and maybe that comes from trauma or whatever. But I think that also just builds some sort of work ethic where you're like, there's so much urgency, like, I need to go. Like, there is nobody else that's going to save me right now. Nobody's gonna come in and build your life for you. You need to go. And everybody in your life is gonna tell you, "Slow down. Take a break. Oh, you're doing so good. Why don't you just be happy here?" It's because your speed and your growth makes their lack of growth and lack of speed feel inferior. That's the only thing it means. And s- you're making them feel uncomfortable because of how much you're doing in such a short amount of time. So you need to be able to filter out, like, what other people are saying about you and why they're saying that. Take it for face value. You know, you don't need to attack it, but just know if you have goals and priorities, why have it take 10 years if you could have it take two? Literally, why? You might as well do it now, and especially if, like, a woman's watching this that doesn't have kids yet, you need to go now. The, uh... Your day is all about you. You know, if you don't have other kids, other people in your life to tend to, you have so much free time.That you can put into yourself and go as fast as possible and speed run it. Because as soon as, like, if you wanna grow a family one day, you've got a lot of other stuff to do, and you're probably gonna be like, "Damn, why didn't I do all this side hustle things or extra learning on the side when I had the free time to do so?" So it's a very finite amount of time where you can go fast, and you need to take advantage of it.
- JSJay Shetty
Absolutely. Wow. That was, that was, uh, very motivational, and like-
- SSShelby Sapp
Thank you [laughs]
Episode duration: 1:39:37
Install uListen for AI-powered chat & search across the full episode — Get Full Transcript
Transcript of episode 5RTFMlvbOG0
Get more out of YouTube videos.
High quality summaries for YouTube videos. Accurate transcripts to search & find moments. Powered by ChatGPT & Claude AI.
Add to Chrome