The Jasmine Star Show

From Objections to YES: The High-Ticket Sales Secrets You Need with Shelby Saap

• Jasmine Star

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Ever freeze when a potential client says, “I need to talk to my husband” or “I’m not ready”?

In this high-energy episode, I’m joined by sales powerhouse Shelby Saap, who shows us how to turn common objections into confident YESes—without pressure or sleaze.

We kick things off with “6 Sales Objections in 60 Seconds,” then dive deep into:

  • Why objections mean opportunity
  • How to reframe “too expensive”
  • Building trust that lasts beyond the sale
  • What makes a great high-ticket closer

Whether you're closing sales yourself or building a team, this convo is your sales playbook in podcast form. 🎧

Click play to hear all of this and:

[01:34] How to Overcome 6 Common Sales Objections in 60 Seconds

[04:22] Objections Are Opportunities, Not Rejections

[05:47] What High-Ticket Closers Are REALLY Selling

[06:26] Shelby’s Unexpected Start Selling Pest Control Door-to-Door

[10:42] How to Become a Dynamic Communicator in Sales

[14:17] How Shelby Trains Closers to Sell with Integrity

[20:05] – What to Look For When Hiring Salespeople

Listen to Related Episodes:

Connect With Shelby Saap:

Shelby Saap is a high-ticket sales expert and founder of a sales training program that empowers women to confidently close offers priced $3K and up. Her team of trained closers works with industry leaders in fitness, coaching, branding, and more. Shelby’s approach combines deep mindset shifts with powerful objection-handling strategies that turn hesitation into commitment.

Find her on Instagram @shelby.saap

📧 Join my Newsletter for a weekly cocktail of insider business strategy, personal reflections, and the journey of being a thought leader: https://jasminestar.com/newsletter 📧

For full show notes, visit jasminestar.com/podcast/episode559

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Jasmine Star 00:00:00  Do you want to learn how to get people to buy anything you're selling? Yeah, we're going to get better. And better yet, we're going to teach people how they're going to want to say yes to high ticket offers, and they're going to wait longer. They're going to climb over fences. They are going to go out of their way to make sure that they are getting what it is that you are selling. And better yet, we're going to overcome any objection that they're going to give to the offer. Welcome to the Jasmine Star Show, where today we're going to be talking about sales specifically with high ticket offers with high ticket closing sales expert Shelby Sapp. Welcome to the show. Hi.

Shelby Saap 00:00:34  Thank you so much for having me.

Jasmine Star 00:00:36  I'm so happy that you're here. It's been a.

Shelby Saap 00:00:38  Minute.

Jasmine Star 00:00:38  It's been a minute. I have been just watching your stuff for a while. We've been communicating and now you are here in Newport Beach, ready to take the show on 100%.

Shelby Saap 00:00:48  Had to come see my girl.

Shelby Saap 00:00:49  And you lured me in with energy drinks.

Jasmine Star 00:00:52  Copious amounts, copious amounts. I was like, how many milligrams? And I'll be there. Okay, so we're going to do something a little bit different this time and keep you on your toes. Okay. Okay. So we're going to have I see what was not ready. So before we actually get into the show, I want to play a game. Oh, okay. Okay. So are you ready? Sure. Okay. The game is called welcome to overcoming six sales objections in 60s. Okay. I know you're ready to play. I know you're in play. So here's the goal. Here's the goal. I'm going to give her six sales objections. And the goal is we're going to set a timer. Hold on. You just. Oh we're good. I know. Take a sip. Take a sip. Take a sip. Okay. No. Okay, here we go. Where's my caffeine pill? Okay. Okay. Here we go.

Jasmine Star 00:01:34  We are going to be setting a one minute timer. Okay. And I know you're going to play with me. I know you're going to be real good. Okay. So overcoming six sales objections in 60s. Let's do it. Starting now. You know what? I think I need more time. Do you need time or information?

Shelby Saap 00:01:52  Because right now we have 60s of intentional time. And I've got all the information in order to make the decision.

Jasmine Star 00:01:57  Well you know I think it's just a little too expensive.

Shelby Saap 00:02:00  The price or the cost. The price is what you pay today. The cost is what you pay in the long run by not solving this problem.

Jasmine Star 00:02:05  But you know, I've tried something similar in the past and it didn't work.

Shelby Saap 00:02:08  Are you married.

Jasmine Star 00:02:09  Yes.

Shelby Saap 00:02:10  Okay. Did you go on a couple dates with other people that it didn't work out before in order to find the right one? Yes. Awesome. So now you know a little bit about what you like and what you don't like in order to find the right solution.

Jasmine Star 00:02:20  So I didn't find the right solution. And now this one could be it. Okay. Exactly. But I saw a bad review for your offer.

Shelby Saap 00:02:28  How many bad reviews were on that website. Maybe like four or 5 or 6.

Jasmine Star 00:02:31  I think I only saw two.

Shelby Saap 00:02:33  Two. Okay. Well we have 4000 people in the program. So two out of 4000 is like .000 1% of a negative success rate, which I think is actually pretty good.

Jasmine Star 00:02:43  Can you talk to my husband before I buy?

Shelby Saap 00:02:44  And you definitely will. You're either going to have one of two conversations. You're either going to ask for permission on something that he doesn't really know too much about, or you're going to go to her and you're going to say, hey, honey, I solved this problem for us, and now I'm one step closer to reaching XYZ goal.

Jasmine Star 00:02:58  Okay, great. Okay, here we go. Here we go. 66. 66. Here we go, here we go. I'm scared and I don't think I'm ready to buy.

Jasmine Star 00:03:04  I'm scared.

Shelby Saap 00:03:04  What are we.

Jasmine Star 00:03:05  Selling? We're selling. Of course.

Shelby Saap 00:03:07  Some of the best decisions, not only investing into the market, starting any sort of businesses happen in the gray area. You don't make life changing decisions when everything's all set in stone. It's actually the best time to do that.

Jasmine Star 00:03:18  Great. Overcoming. Silly. I had no caffeine. So good. I put you under the fire and I was like this girl. He goes, yeah, he did.

Shelby Saap 00:03:26  She's not going to start off with, oh, tell me about yourself.

Jasmine Star 00:03:29  Okay. So what people are, if you're just listening or you're watching the video and what you can't see on screen is Blake is here. He is a former guest of the Jasmine Star show. He's also a business partner for Shelby. And so he's behind the scenes. And he told her prep like, hey, girl, you got to watch out. Jasmine's not going to come in. It's like, tell me your origin story. Oh my.

Shelby Saap 00:03:47  Gosh. Well, I actually made a get ready with me video today where I go. So I heard the very first question is going to be something a little juicy. I wasn't expecting it to be this.

Jasmine Star 00:03:56  Easy.

Shelby Saap 00:03:56  But I love that.

Jasmine Star 00:03:57  I'm like, so good energy. In order for this conversation. So we overcame six sales objections in about 70s. Y'all, this is the game that we're playing. And the reason I wanted to start here was because the thing that I see from a lot of entrepreneurs is I don't know how to overcome an objection. And I think a lot of the stuff that I've seen from you is like an objection is an opportunity. And so I wanted to show people how you're reframing these objections into opportunities.

Shelby Saap 00:04:22  100%, and you got it on the head. It's an opportunity. So anytime somebody asks you an objection, it's not a bad thing. It means they're genuinely thinking about purchasing your product and they're genuinely asking you for more information. And they're wanting help. You know, when somebody says, oh, I really want to do it, but it's too expensive.

Shelby Saap 00:04:41  Amazing opportunity for you to build value and sell them even further, because somebody that asks you five different objections before they buy and then they buy, that's a solid customer. That's probably going to buy a lot of other things from you, so it's actually an opportunity to solidify the sale.

Jasmine Star 00:04:56  One of the things I heard you say was you always look at an objection, and it's not a no. It's an opportunity for them to learn more. And you said the people who buy after asking a lot of questions, they don't have questions once they're actually in the after the high tech investment has made is like they already did their work on the front end.

Shelby Saap 00:05:12  Exactly. You don't want the lay down sales where it's like, oh, here's the price okay. Perfect. Buy. This person's going to get in the program and they're going to have so many objections and questions after they purchase. I want the person that 100% knows everything that's going on before they buy, and then they buy it and then they're solid in the program.

Jasmine Star 00:05:30  Okay. So before we get into your origin story, you focus on empowering female sales leads, strong sales leads for high ticket offers. What's the what's a high ticket offer like what are most people selling once they get out of your program and they are qualified sales women? What are what are they mostly selling coaching programs.

Shelby Saap 00:05:47  So anything over around $3,000 for a program. So your favorite fitness coach. Health coach. Nutrition coach. Mindset. Coach. Sales coach. Branding coach. Social media coach. They all have sales teams that are kind of behind the scenes that get on these sales calls. So my girls are the ones that are on those sales calls and make a commission for every sale.

Jasmine Star 00:06:07  Okay. So you have a lot of experience and you have a lot of a very distinct viewpoint. So you have a degree in finance and a master's degree from ASU. But I'm going to go to your story when you are selling pest control door to door. Yes. Let's pick let's pick it up there. Because you are educated.

Jasmine Star 00:06:26  You are a competitive athlete. You're an ice skater in Arizona, like so you're really an outlier. You like to do the impossible.

Shelby Saap 00:06:32  Always did the weirdest things growing up, but I think that made me who I am today because I'm. I literally despise being normal. Like, I stayed so far away from just like the normal soccer cheer straight, just like normal life. I was like, I can't do that.

Jasmine Star 00:06:51  Okay, so that's a very good lead in to not doing anything normal. Well, because here you are, a sorority girl from ASU going door to door wearing a polo shirt, selling pest control in Minnesota. How do you get there?

Shelby Saap 00:07:05  So I was working. Like, every single job I could find in college, I just loved money. So I was hustling, doing whatever I could in order to make money. Like what? I was working at a coffee shop. I was social media intern. I helped build the SEO marketing for a company that used to be Carvana. Okay.

Shelby Saap 00:07:23  Just anything and every opportunity, I was like, I'm down. I'll stack all of these jobs. I just love making money. And so I just remember doing all these jobs, working so hard and being always capped at the amount of money that I would make per hour. And so I just knew I was going to be successful. I always just knew that from a young age, and I was just looking for that one vehicle. And then I ran into a guy that I call my mentor, even though he probably thinks I'm just like some crazy girl. But he told me about sales, and so he said he made a lot of money in door to door sales, and how it was the best skill set in order to become successful.

Jasmine Star 00:08:01  Okay, wait. I'm a storyteller, so I want to picture this like, are you in a hallway? Do you go out for coffee? Like a lot of times it sounds very ideal, idealized, like, for sure. Sitting in Arizona overlooking the canyon.

Shelby Saap 00:08:12  Actually, I mean, it was pretty cool. So I spammed, DM'd him on LinkedIn. So he came in, presented into my Honor Society class about how he started this company that turned into Carvana, and he went to, I think it was Stanford Business School. Okay. And I wanted to do exactly that. I wanted to get my masters from Stanford. And so I was like, I need to get more access to him. So I just dmed him a bunch on LinkedIn.

Jasmine Star 00:08:36  Like, what's a bunch more.

Shelby Saap 00:08:39  Over the next three days? Like, every little bit. And so he replied to me like a couple days later. And he was like, yeah, actually come to the Carvana headquarters in Phoenix and we'll sit down and talk. I kind of just wanted more of, like, a rec letter from him for Stanford Business School. Okay. But anyways, so I sit down with him and he's telling me he's okay. He's bald. Okay. German. Okay. One of my still really good friends that I text often, and he is just saying the F word every two seconds.

Shelby Saap 00:09:10  And I think that's where I get it from, kind of because I was like, he's so successful, makes so much money. I look up to him and he's just like the coolest guy ever. Like super casual. I came in wearing, like, the most business outfit possible. Heels. I'm like 18 years old and he's just like, chill and jeans and t shirts saying the f bomb, making millions of dollars, owning this company. And I'm like, what? So anyways, he tells me about sales and he's like, you need to learn the art of sales. And so I said, awesome, I'm taking that. I'm running with it and signed myself up to do door to door sales in Minnesota because I saw it on Google.

Jasmine Star 00:09:47  And so talk to me about going from like, how are you driving to Minnesota? Like what is.

Shelby Saap 00:09:52  This? Oh my gosh. Yes. So this was probably around like February or March. And then I had a friend who did door to door sales in high school that I contacted, and I was like, hey, I've been thinking about doing door to door sales, blah, blah, blah.

Shelby Saap 00:10:05  And he was like, oh yeah, for sure. Like, it starts in May. We're just going to drive from Arizona all the way to Minnesota, and we're going to live there for 3 to 4 months. And so that's exactly what we did. I drove up with two guys that I went to high school with, and lived in an apartment with all guys for 3 to 4 months and sold pest control.

Jasmine Star 00:10:28  So what time did you wake up in the morning on those days?

Shelby Saap 00:10:30  630 in the morning. And we would come home at like 1030 at night.

Jasmine Star 00:10:34  And you're going door to door selling? Yes. And this is your training for moving into what it is you do now. But go back. Take me back to the girl who is knocking on doors. Okay. Like you're knocking on doors to strangers, people's houses. You're petite. You're like Tinkerbell. Oh, yeah. What? What's going through your mind? Are you worried at all?

Shelby Saap 00:10:53  No.

Jasmine Star 00:10:53  Okay.

Shelby Saap 00:10:54  I'm never worried about safety.

Shelby Saap 00:10:55  Like, I could walk through the city and be completely fine. I'm not worried about anything bad happening to me. And I don't know why. I've just never been like that.

Jasmine Star 00:11:03  Okay, so then what about the next thing? Like. So some people keep on saying like, no, no. Or were people saying yes immediately to you?

Shelby Saap 00:11:09  Well, the very first door I ever knocked on in my life, I actually almost sold it. Except I didn't know that you could switch people over from other companies. Okay. So I'm talking to him. I don't even know what we're selling. I got shown the price. The price sheet they call it on the way to my very first day on the doors. So while my manager is, like, driving me out to this random neighborhood in Minnesota called Brooklyn Park, which is very low income, like, kind of a scary neighborhood. He's driving me out. He's like, yeah, so you're going to say this, this and that, like talking to me in the mirror and I'm like, okay, okay, I knock on this door and I almost sell him.

Shelby Saap 00:11:48  Except he's like, yeah, I would do that. I just, I have another company, like, I don't know if I could switch and I'm like, yeah.

Jasmine Star 00:11:57  I don't know if you could switch anyways.

Shelby Saap 00:11:59  I'm like, oh that sucks. Okay. Anyways, I mean, I totally could have sold him, but I had no idea that you could even, like, cancel somebody else's pest control and like, switch him over.

Jasmine Star 00:12:09  Okay. So you go through all of this now you the following summer go back or is it the following summer? But you go back with a crew of of girls at your side. Yes. Okay. So wait, actually, let's finish the story. So you go through your summer, your first summer ever, doing sales, door knocking, building up the skill and thick skin to know to eventually lead to a yes. How much money do you make that summer?

Shelby Saap 00:12:33  $70,000.

Jasmine Star 00:12:34  So you made $70,000 in three months? Three months. Okay, so you're driving back to Arizona now.

Jasmine Star 00:12:41  What's going through your mind? What are you thinking? How are you distilling all this?

Shelby Saap 00:12:45  I'm thinking to myself. I'm a millionaire. I'm. I'm 18 years old. Made like $70,000 is a really big chunk of change for a college student. And all of my friends just spent the summer partying it up at their local college. And I come back. I'm like a shell of a human being because it really just takes it out of you. If anybody has ever done door to door, you know exactly what I'm talking about. But I'm feeling rich, okay? So I'm like, the shots are on me. Like, let's go on a trip. Da da da. And I won't shut up about sales at all. And so all of my friends around me, though, they were like, okay, we thought you were crazy before you did it, but, I mean, you are making all this money. Like I'm down to do it too. So I recruited a whole team of half guys, half girls, and we went out for the next summer.

Shelby Saap 00:13:35  And then I had, like, my first little sales team. It was about my first summer. I think I went out without like 10 to 12 little sales reps.

Jasmine Star 00:13:45  And so then of the 10 to 12 sales reps, did they make it through the summer?

Shelby Saap 00:13:49  Oh no. So only like 3 to 4 finished. And that's how it is in door to door. It's not like 10 to 12 finish. Like if you go out with ten maybe two will finish. It's very like cutthroat. Wow.

Jasmine Star 00:14:02  Okay. So then actually I have a question of the people that were there. What what majority stayed? Did more of the guys stay or were the girls stay or was it pretty equally split?

Shelby Saap 00:14:10  It was equally split. It was two guys. Two girls.

Jasmine Star 00:14:12  Wow. Okay, so then that summer, going back to Arizona after the second summer where you have your first, like, official sales team, what are your sales that summer?

Shelby Saap 00:14:21  I made $150,000 my second summer.

Jasmine Star 00:14:24  In.

Shelby Saap 00:14:24  Three months.

Shelby Saap 00:14:25  Yeah.

Jasmine Star 00:14:26  Okay, so you're driving back to Arizona. What's going on in your mind?

Shelby Saap 00:14:29  Oh, I'm a billionaire. Like, I made double the amount of money. I was running the sales team and selling yourself. That has its own, like struggles, and that's fine. Like, I can sell myself anytime. But selling with a team is completely different because you're responsible for other people's emotions. And they that's something they don't really train you for, is your sales reps are going to call you as the manager when they get told no 30 times in a row, they get told to off themselves that they're going to get the cops called on them. And you have to like, pick them up, talk them off the ledge in between you selling yourself. Yeah. So it was a huge year of growth because I helped other people make an income. And that was like what I fell in love with because you teach somebody a skill and they go from being terrible at it. You practice with them a little bit and then they're really good at it, and then they use that skill in order to make money.

Shelby Saap 00:15:29  And it's almost like when they call you and they say, oh my gosh, I just sold eight today. Like, I can't believe I made $3,000 in one day. This is insane. I'll never go back to being a server. It feels like you made that money. It's awesome. It feels better than myself making that money.

Jasmine Star 00:15:46  So somebody's watching right now, and they're not. Most likely they're probably not. Door to door sales. But they have told themselves that they have an offer, but they're not really good at sales. And so what I hear you say is these people started off terrible, terrible. And then it was a skill with a finite set of like systems, ways, frameworks, pathology of selling. So do you believe that somebody with an offer who's who feels like they're terrible at sales can be good at sales?

Shelby Saap 00:16:11  100% sales practice? I didn't know how to talk to people before sales. Like, everybody looks at me and they think, oh, this girl is so confident.

Shelby Saap 00:16:20  Like, that's why she's so good is because she can talk so well and she has so much conviction in her voice. She's a good communicator. But sales made me that. So it's like I was not that before I got into it. But when you're talking to all these different people from different walks of life over and over again, and your words correlate to the amount of dollars that you make in a day. You practice on it, you refine your craft, and you get really good at it. So you don't have to start out that way. But you do have to practice in order to be that way and make money.

Jasmine Star 00:16:52  That's so good. Okay, so one of the things that I have noticed is after you've done the reps and you're going somewhere and you're doing the door knocking, you also notice there's a gap in the market and the gap in the market is you're saying there's this this industry is dominated by men, but women are statistically overall stronger salespeople and they're having better results. So the gap in the market is there's not enough women.

Jasmine Star 00:17:15  So then when do you start registering this and when do you start speaking to women sales. Aspiring women sales.

Shelby Saap 00:17:22  Right. Kind of from the jump, because I was always trained by the guys in door to door and the guys that were training me, they were frat guys from U of A, and they talked exactly like that. And so I had to kind of take the bones of what they were training me and refine it into what would work for me. And so I came up with my own script for the sales process that would work as like coming from a woman, because you get perceived a different way. So the sell is a little bit different. It's not as like hard and aggressive. It's a little bit more of like getting somebody to sell themselves through, asking very intentional questions.

Jasmine Star 00:18:00  Okay. Can I put you on the spot. What's one example. Just one example of how the frat guy had given a sales script. And then what was one thing that you did to flip the script so that it's to you.

Shelby Saap 00:18:11  So back in the pest control days now I'm having to like think back to what the script was. Basically they would say, oh hey, boss man, like my name is. His name was Dallas, one of the guys that trained me. Dallas. Oh, you're watching this, I love you. This is such a Dallas. I love you, Dallas. Dallas was. He was the most frat guy ever. We wake up? Hey, boss man. Like, nice to meet you. Let me cut you a deal. I'm the bug boy for so-and-so down the road. Like, if we can fit you in, it's going to be super cheap, okay? And like that. If I said that I'm the bug boy or bug girl. People would be like, what are you doing? And so I had to get really creative. So I changed that approach to. I'm the route manager in charge of the schedule, so I'd say yeah. So it was like instead of I'm coming over from this person's neighborhood, I'm not going to pretend to be a technician, but I can pretend to be the one that's in charge of all of them.

Shelby Saap 00:19:11  So instead of like and that would loop back into the closing because all of the guys would say.

Jasmine Star 00:19:17  Like the guys who are opening the door or the sales guys.

Shelby Saap 00:19:19  The sales guys, okay, the sales guys would take ownership of the actual service. So they would say, when I come, I'm going to do this and I will make sure I will do a good job for you. But for me, I'm not spraying any bugs. I hate bugs. And so I would say like when my guys come, they will do this. And like I'm in charge of all of them. So like make sure they're holding up like their end of the service and if not like you, let me know and I'll have a word with them. So it's like still the same authority but in a different perception. And so that was kind of like the script that I would use. So good. But the actual like sales process itself, it was a lot more of question based selling. So rather than just going straight in for the deal and building value up front, I would ask a lot of questions at first.

Shelby Saap 00:20:08  So if somebody if I'm pitching an older man that's a little bit more alpha, they don't give you a lot of respect out the gate like in the beginning, because you're just like little girl selling pest control, you know? So if they had some sort of issue, I would be like, oh my gosh. Well, I'm sure like, you know, your house way better than me. Like, what would you have done the last time that this popped up or who have you called? I'm sure you've called a million people. So it's like giving them the pedestal almost to be like, I know you kind of know what's going on. Like, what do you think about this? You know.

Jasmine Star 00:20:42  So in this situation, we have somebody like an alpha who knows the most about his house. And so you're just cosigning, you know, the most. You're assuring him and you're asking him what might you need so that the sales fills the gap. Now, what if I'll be very gender? I'll play a very gender role.

Jasmine Star 00:20:57  It's a single mom with a home who doesn't know much, and she's taking more of, like, a piece.

Shelby Saap 00:21:01  Of my favorites.

Jasmine Star 00:21:02  Okay, tell me.

Shelby Saap 00:21:03  Why I love the single moms, okay? Because they respect you like they respect another woman. That's like coming up and working so they don't see you as like a desperate peon sales rep. They see you as like, that's so cool that this young woman is out here working. So that respect is kind of already built. Wow. Yeah. That's why I love, like, selling to women too. Because one women buy way more than the guys. We just it's in our nature. We just love to buy and then to like. they respect another woman that's working hard. But you have to make sure that you're not triggering anything that's competitive.

Jasmine Star 00:21:37  Okay. So I actually saw one of your pieces of content and we have a family friendly show, but you were talking about the Hooters like the Hooters approach. Do you remember this? It's like the Hooters approach.

Shelby Saap 00:21:45  To, like, so many different, like, analogies. But yes, I do remember that.

Jasmine Star 00:21:49  Do you want to give the framework and then you can expand on it? So what you had said would be the best like not that you would.

Shelby Saap 00:21:54  Competitive energy.

Jasmine Star 00:21:55  The competitive energy. Yes yes, yes. You're like, not that I would be like selling at Hooters, but not the competitive energy that it sets as a female sales.

Shelby Saap 00:22:03  Go ahead. Yeah. So it's basically like the Hooters server whenever she comes up to the table, what they're taught, what they teach the servers to do is to look directly at the woman first and say like, hey, like, nice to meet you. Like, what do you guys want to order and talk to the girlfriend? And this is if it's a boyfriend and a girlfriend together. Hooters. Which I would never do. But if that was the situation, that's how the server is going to approach the woman. because if she were to just look straight at the boyfriend, the girlfriend could get triggered.

Shelby Saap 00:22:33  And it's like, well, the server only cares about one thing and that's the tip. So she wants to make sure that both of them are having a good experience. So she kind of takes down the guard of the girlfriend by focusing in on her. Like right from the jump before she even looks at the boyfriend.

Jasmine Star 00:22:48  And so the same thing when applied to sales, like it's like we're meeting in person, is if a husband and wife approach the door, you're going to open the door and you're going to look at the the significant other. You acknowledge her and be like, hey, I'm here to serve, blah, blah, blah, blah, and then turn your energy elsewhere 100%.

Shelby Saap 00:23:05  That's good. And especially because the biggest mistake a lot of people make, too, is they think that the husband is the decision maker. When someone.

Jasmine Star 00:23:12  Say, Ma, I know it happens.

Shelby Saap 00:23:14  To me too. Like sometimes people will think I'm not the decision maker. I'm like, I'm the decision maker, you know? So it's like, that can actually really turn somebody off.

Shelby Saap 00:23:23  If you assume that the husband is the one that makes all of the the decisions. That is a mistake you cannot make. So I always look at the why first. Kind of like let her put her guard down, be like, I'm like, just here to be a sales rep. Kind of like what you said. Like I'm here to serve. Like, you can make a little comment about, like, oh, like, not anything fake, but something about how you have your own boyfriend or how you're working and whatever you want to do just to kind of like, ping her as like to calibrate flirting with your man. Yeah.

Jasmine Star 00:23:54  Okay. So, yeah, I want your business. I don't want your man. Yeah, exactly. Yeah. So one of the things that you had said when it comes to trainings, if for high ticket offers and closing, it's recommended that you bring their partner, the person who is a decision maker. So we don't assume that the husband or the wife is the decision maker.

Jasmine Star 00:24:09  But if it is a two part like decision making, talk to me about that. Like I get on a call with you and we go through the sales process and I'm like, well, I need to talk to my husband, right? Or I need to talk to my wife, right.

Shelby Saap 00:24:18  So if you need to schedule a follow up call, this is actually what I'm training my girls on on Monday. But if you have to schedule a follow up call and then they bring on the other party. That's the decision maker that wasn't on the call prior. The biggest mistake you could possibly make is just picking up right where you left off and being like, so like, did you guys talk about it?

Jasmine Star 00:24:36  You guys start the pitch.

Shelby Saap 00:24:37  All over, right? You have to start the pitch all over because the decision maker needs the value built. They need to be taken through the exact same psychological process of the intro establishing frame, question based selling, pitching the offer, building value through feature benefit before the price.

Shelby Saap 00:24:53  So I always start exactly from the beginning. You approach it a little bit of a different way. So if you were on the call with your husband and I was talking to your husband yesterday, but you're the decision maker and we just get on a follow up call now, I wouldn't start from the exact same beginning in the script, because then your husband's going to be like, wait, that's exactly what she said with me. It sounds so robotic, like everything she's saying is the exact same script. Like what? So I would say it a little bit differently. I would say, hey, like, nice to meet you, blah, blah. I know you're a big, like, decision maker in this decision. I'm glad to talk to you, blah blah blah. We talked about this, this and that. Like what is your perspective on this and like do you have anything to add. Like you kind of recap what already went down. And then you ask like their expertise on it.

Shelby Saap 00:25:40  And that's throughout the whole process. So for the questions it's like we talked about the biggest pain point being this and this. Is that the same with you or like what else have you found being like a big role in this decision?

Jasmine Star 00:25:51  One of the things that you do a lot in your content is you say it is better in a sales process to ask questions, right? Your big belief in asking questions. Why? What do you get from the answers?

Shelby Saap 00:26:02  They sell themselves through their answers, so it depends on which kind of questions you ask. The type of questions I teach my girls to ask are what the issue is, and then the emotional like pain behind that problem.

Jasmine Star 00:26:16  For example, give me example because I'm simple. I'm simple. I like examples, right?

Shelby Saap 00:26:19  So like what have you done in the past with your career. If somebody like wanting to get into sales, it's like, okay, what have you done in the past? Oh, well, I was a server for a blah, blah.

Shelby Saap 00:26:28  Okay. Why are you wanting to make some sort of like career change or side hustle? Oh, well, I just don't really feel like my value is reflected in my pay. That's what most people say. Okay. Well, why like, how does that internal conflict like, make you feel when you're going into work knowing that, like, you're working so hard but somebody next to you isn't really right. So it's like putting them back into that pain state where they get a little bit emotional about like, yes, this is a problem. So you want to ask what the problem is, but you want to ask like how that makes them feel in that moment of dealing with that pain. Now that you have like the current state of the pain, you ask future state questions, which are what's your goal? What's your income goal? Why that number? What does that number mean to you? Build that emotion around the future, and then they can see that there's a gap between where they're at versus where they want to be.

Shelby Saap 00:27:18  And then how you sell in this gap is how well that you're going to close this person because you close this gap based off of your product in the program.

Jasmine Star 00:27:27  Okay. So we're having very foundational sales conversations, which I love and which I'm slurping up like like a spoon. I want to flip the script and go to a completely 180. Okay. So you say that if you have an unfair advantage, use your unfair advantage to win. So we're going to tie this up and dovetail it in with sales. But you're just like listen if you have an unfair advantage use the unfair advantage. How do you use your unfair advantage. How do you see other people using their unfair advantage.

Shelby Saap 00:27:59  I think every single person has advantages and disadvantages. And why not use them if you have them? Like God gives you a gift for a reason, you use that gift. For me, I think I am a pretty good looking girl. Like on paper. So I'm going to use I'm going to get into a career that pays me to be seen.

Shelby Saap 00:28:19  I have a gift of conviction. I love the way that I talk to people, and I can convey a message and I can train people. I'm going to use that gift of how I can talk and communicate to my advantage to other people. So I think a lot of the times people think, oh, if somebody has family money, they should all. She's amazing, but she has family money. It's like, okay, well, if I had family money, I'd use that family money. I would totally want my uncle and my dad to help me start a business. So it's like.

Jasmine Star 00:28:49  Oh, speaking of, I know my mom, I know, oh my gosh.

Shelby Saap 00:28:52  She calls me literally 15 times.

Jasmine Star 00:28:55  A day. I love that. I know you should have answered. We would have had a call. We had to call a mom. Oh my.

Shelby Saap 00:29:00  Gosh. Yeah, she it's probably something about like a tree fell on one of my houses. Or, like, did.

Jasmine Star 00:29:05  You make it? Honestly, I saw I saw it.

Jasmine Star 00:29:07  I saw it on social media. I'm so sorry. Okay, but we're talking. It's ironic that you're talking about if my dad or my uncle had money, I would hit him up. And then your mom called, like, let's go. I know she felt it. She's like, don't you forget about me. Don't you forget can help me see that mom energy.

Shelby Saap 00:29:20  My mom was a real estate agent growing up, so I always heard her talking about closing deals, addendums. I would help her do open houses.

Jasmine Star 00:29:27  An unfair.

Shelby Saap 00:29:27  Advantage. That's an unfair advantage of hearing some. Like having my mom be such a hard working single mom. Growing up, I think is an unfair advantage because she set the tone for me to want to go out and, like, create my own life.

Jasmine Star 00:29:40  Okay, but somebody hears this and they say, yeah, you are a cute girl and your mom was areolas her. I don't have that. Like, what's another unfair advantage?

Shelby Saap 00:29:47  Social media. Their social media is your unfair advantage.

Shelby Saap 00:29:53  The way your algorithm is curated is in your control. If you go on TikTok and you see just like mukbang all day okay, well that's where your intention and your energy is flowing. Why don't you flip it and follow a bunch of creators that post informational content that are everywhere, and learn a couple things, or create your own? Like social media is such a tool to where no matter who you are, you can learn anything. Anything.

Jasmine Star 00:30:18  I've come to believe that things that people will say are like a downfall, or something that's heavier, or like I have more responsibility, like I, before I became a mom, somebody would be like, well, I'm a mom because I can't. I would be like, that's an unfair advantage.

Shelby Saap 00:30:30  Exactly.

Jasmine Star 00:30:30  You are a mom, which means that you have a higher capacity for balancing a lot more other things. And so that's why I wanted to bring this up, because we all have unfair advantages. And so sometimes we don't want to use them. And you're like, flip the script.

Jasmine Star 00:30:40  You're like, use what the good Lord gave you.

Shelby Saap 00:30:42  Well, it's like you can think of yourself as a victim. Like when I was going door to door selling pest control, I could have been like, oh, people look at me because I'm like an 18 year old little blonde girl. What do I know about pest control? Or I could say I'm an 18 year old blonde girl. People are probably going to give me a little bit more time at the door because they're not either. They're not intimidated. Their guard is down. Maybe they even feel bad for me that I'm working out in the heat right now. Like I'm going to use that because my door time allows me to use my powerful words, which is another gift, in order to convince them and make money.

Jasmine Star 00:31:16  So you said same facts. Different beliefs.

Shelby Saap 00:31:19  Exactly.

Jasmine Star 00:31:20  I'm an 18 year old blonde girl. That's a fact. And then the belief that you apply to that is I'm going to get more time. I'm going to make him feel more safe instead of saying I'm at a disadvantage.

Jasmine Star 00:31:27  Exactly. Same fact. Different belief. Exactly. Go. Okay. So you had a piece of content that said how to get anything from anyone at any time. Oh, yeah. And you taught this thing about labeling. Can you tell tell me about that? Because I love.

Shelby Saap 00:31:41  I love labeling. You can get anything you want from anybody using labeling literally. So you human beings love to climb to an expectation that you have of them. So if you're dating somebody and you tell them you are such a terrible boyfriend, I hate the way you do this, this and that. You're nagging them. They're going to kind of back off and then you'll be like, oh, well, I can't do anything right. Versus if you tell your boyfriend, hey, I love how you do this. Like that makes me feel so special. People want that reward system, so they're going to do more things in order to get that same reward. So you telling your boyfriend you're such a good boyfriend, that's going to make him a better boyfriend.

Shelby Saap 00:32:18  You telling your clients that you can use this in sales? Framing it in the beginning.

Jasmine Star 00:32:23  Oh, okay. So we sit down for a sales call. How soon are you labeling me like I'm a warm lead? So let's say you're selling a high ticket coaching program. I just went through, and I saw somebody speak, or I saw a webinar, and then I set up a sales call, and I come to you, and I sit down and I'm looking with you. How long before you're giving me a label?

Shelby Saap 00:32:41  I could do it instantly. You can do it throughout the conversation, but if I do it instantly, I would say, okay, so you just showed up to a webinar last night and you booked this call, right? I love how fast you make decisions like you are somebody that moves quick. I admire that about you because now what? What are you going to do when it comes to the clothes? You're going to move quick. You're going to be decisive because I'm going to tell you that's an amazing trait that you have that a lot of successful people also have.

Shelby Saap 00:33:04  I see that in you. And then later on, you're going to align your actions to reach that same expectation that I just labeled you with.

Jasmine Star 00:33:12  Okay. So because I asked personal questions and if you don't want to or you don't have to answer, it's totally fine. You're in a beautiful new relationship. Yes. Are you labeling?

Shelby Saap 00:33:19  Oh, yeah.

Jasmine Star 00:33:21  Give me an example. Give me an example.

Shelby Saap 00:33:23  He doesn't need. Okay. So I love when he plans things for me. Okay. And so, like, we're going on, like, a whole Europe trip for this month. And I was like, I love how you just, like, hired the travel agent. Like, booked everything and, like, totally took care of it. Like, that's something that, like, I really, really like about you. Because I.

Jasmine Star 00:33:42  Do. Oh my.

Shelby Saap 00:33:43  God. But it's also going to make him like plan more things and do more things and like take care of things for me.

Jasmine Star 00:33:47  This is so funny.

Jasmine Star 00:33:47  This actually happened with my husband and I last night. And I was labeling and I didn't know I was so. Now I feel like I'm in a place of power to, like, really step into it. So it was it's my sister in law who I love. It's her son's birthday. And so my husband, I'm telling you, she'll be in his life. He has never bought a gift. I love giving gifts. Well, he gifts gifts for me. And he'll get gifts for our daughter, but for nobody else. And so this nephew, he's, like, very close to what he loves. But I buy all the gifts. And so I'm leaving on a trip and I'm going to miss the birthday. So I got everything yesterday, and I packed it up and I wrote a card from all of us, and I told him, hey, I'm leaving this. Do not forget it for the party this weekend. I love you. And then we're going on and he comes back and I'm wash my face for the night.

Jasmine Star 00:34:23  And he's like, I just want to say how much it meant to me that you got. You got the gifts and you handle it. And I was like, I just want you to know that when you see me do these things for your family, that it makes me feel like very seen and valued. And so now. And I was like, so in the future, if you want to tell me, like, I'm great for taking care of your family. Go ahead, tell me more.

Shelby Saap 00:34:43  Because it makes you want to.

Jasmine Star 00:34:44  Do more.

Shelby Saap 00:34:46  It's exactly what it is.

Jasmine Star 00:34:47  And now using this like very effectively and respectfully in sales is so phenomenal. Okay. So why do you believe we should start telling people what to do, like on sales. Oh, I've always had the flip approach, which probably why I'm not teaching people how to stop sales. You tell people like straight up, I think you should tell people what to do.

Shelby Saap 00:35:05  A couple things. So number one, in the sales conversation and the sales context, people, if you frame the conversation right, which is I'm the expert, then when it comes to the close, which is this is your problem, this is your solution.

Shelby Saap 00:35:17  Does that sound about right? Yes. Okay. Well, if you want to have success in this program, you need to do one, two and three in order to get that result. You have the frame and you have the authority and the respect from your client in order to be able to say that, for example, if you were to go to the doctor's office, the doctor isn't okay. Well, this is definitely your problem. This is definitely the solution. But like, what do you want to do about it? They wouldn't feel weird about prescribing you with a prescription, or they wouldn't negotiate the price of the prescription because they're a doctor and you're going to listen to them because they have the authority of being a doctor. It's the same thing in sales. You're diagnosing the problem, solving the problem and giving them the guidelines. If you want this solution.

Jasmine Star 00:35:55  Yours, if you want the prescription.

Shelby Saap 00:35:56  Here's.

Jasmine Star 00:35:57  The plan, here's the game plan, here's the price, here's the duration.

Shelby Saap 00:36:00  But that video in the context of what it was, was sales is all psychology.

Shelby Saap 00:36:05  And so human beings like they love labeling in the positive reinforcement. They also their brains take the path of least resistance. So a lot of the times when people don't buy from you, it's because you're not being like the masculine energy of saying, this is the plan. They just don't really know what the plan is, or it's too much to think about to where they just go, okay, yeah for sure. Like just send it over and like, I'll think about it. There's not a clear A equals B equals C. It's like there's a couple things around here and there just like information overload. Like send it over. But if you say, hey this is your problem, this is the solution. So good. This is the game plan. That's that a lot of the times they'll just go okay, sounds good. It's it's really that easy. And so that video was people love to be told what to do. They love for you to take the lead and make it an easy. Yes.

Shelby Saap 00:37:02  And I think I used in that video the example of when you're going on a date with a guy. Was that. Yeah. Because a guy, if they ask you out on a date and they're like, hey, so like, what do you want to do? You're like, put into your masculine energy and you're like, I'm not even going to go on this date. Like he asked me where I want to eat. Like, that's too much like I'm busy. Like I'm just gonna ghost him. Versus if a guy texts you, hey, I'm picking you up at this time, we're going to go here. We're going to do this after where? This. You get that text and you're like, okay, okay. It's the same thing in sales.

Jasmine Star 00:37:36  Okay. So we're talking about all of these principles. And I wanted to lead this conversation with value. But when you.

Shelby Saap 00:37:43  Tell me what.

Jasmine Star 00:37:43  To do. Yeah. Let's go. Yeah. So I'm gonna sell you into the next phase.

Jasmine Star 00:37:49  So I noticed that you're really good at spotting gaps in the market. So you saw a gap in the market when you were door to door, and you could build a sales team, and you saw a gap in the market for not there were there wasn't young females teaching other females how to sell and close high ticket offers. So you step in and you create an offer. Talk to me about where you were as an entrepreneur at that time, because you were going from, I'm really good at this thing. I'm really good at creating content about this thing. And now I'm going to make an offer about this thing. Talk to me about what that offer is and what is the business look like.

Shelby Saap 00:38:19  Yeah. So I guess like the mindset I was in first was kind of what you were saying, like, use your advantages even though it's unfair, like use your advantages. I'm a woman that was making six figures a month in sales and teaching other sales reps how to sell as a woman, and so that was my advantage, was I have all these talents to offer the world.

Jasmine Star 00:38:38  And when you apply, I want to be very clear real quick. Shelby and I met for coffee yesterday, so I do know one thing that I want to come in. She didn't go and say, okay, I'm really good at one thing. I'm going to go and create this big course. What you did was one on one. Then she did small group, then she created programs. And so I want to talk about that inception, because that's an important thing because she just didn't go volume. She said. Not only am I good, I'm going to become a good teacher of the methodology. Okay.

Shelby Saap 00:39:00  Go on. Well, yeah, I was just sharing my message on social media and so many people were saying, oh, I want to learn from you. I want you to teach me how to sell real estate agents, insurance agents, door to door high ticket sales reps. And so I was training all of these women, just like booking calls with me or doing like, group zoom calls, because I didn't really know what the course in program industry looked like at that point.

Shelby Saap 00:39:22  Like have your own program. I was just I loved sales, I loved teaching other people, so that's what I was doing. And then I kind of figured out how to format that in a program that is more valuable for the people that are coming in, rather than just like one on one zoom calls or group zoom calls. These women wanted structured training, and then they also wanted an opportunity. So that's kind of what we did with She Sells is make it the one stop shop for any woman, regardless of background experience, where you are in the world, to be able to learn the best of the best from the best of the best, be build the confidence in order to be able to sell something, and then also be able to get connected to offers and to put that skill set to use and make money.

Jasmine Star 00:40:05  So somebody goes in through a 12 week, it's a 12 week program, and then you testing them and you're making sure that they're following through and that they're actually verified. And then at the end of it, when they successfully complete it, you have placement.

Jasmine Star 00:40:18  Or the goal is to have a hub where people can be getting placed in high ticket sales.

Shelby Saap 00:40:23  Yeah. So my company built like the LinkedIn or indeed of high ticket sales, which is a connection platform, like a software between the graduated closers that we have, like the certified closers that are ready to sell, and then every single high ticket offer that exists in the market. So that way these girls can go through, have everything all in one database, and apply to all of the different coaching offers through that software.

Jasmine Star 00:40:46  Oh my gosh, can I oh, this is a sideways question. Oh my god. Can I totally be selfish? Yeah. So I actually came across from you because I was getting DMs and had said, I'm a graduate of She Sells, She sells. And I was like, what is this? I actually went on a search. That's how I found you. And I was like, who is it? Because that's how many women were hitting me up. And I was like, this is.

Shelby Saap 00:41:07  Crazy.

Jasmine Star 00:41:08  So that's how I started on that journey. Yeah. So because I have a lot of inbound requests. Now, from my perspective, what are things that I should be doing to find the right sales person for me? What kind of questions should I be asking?

Shelby Saap 00:41:18  You should be asking them to send over a loom. I think that's the best way to see. I don't like to look at text from a closer. I want to see their actual sales call. And so that's what we tell the closers to come prepared with, is for these coaches to say, hey, send me over a sales call of yours. And so we do mock sales calls with them before they graduate.

Jasmine Star 00:41:35  Okay okay. So when I say send me over, I am asking them to send over a sales call from a different offer at a different time. And if I like it, then I say, okay, come on and sell me.

Shelby Saap 00:41:42  Right? Okay. And then you would get on an interview with the girl and you would ask the girl, what's your experience? What have you done in this program? How long have you been in there? How involved are you? Whatever you want to ask the girl in order to make sure that this girl is going to be your right hand and your closer.

Jasmine Star 00:41:57  So if this person is really good at high ticket sales, there's a probability that she's selling multiple programs. How does she become familiar with my program so that she's like, what's the training period? What do you recommend?

Shelby Saap 00:42:06  Yeah, so it's pretty plug and play. So a lot of coaches have like a sales manager who handles all the onboarding. But if it's just you and you just want to hire closers directly, a lot of people have some sort of PowerPoint or Canva that explains your entire program. And then it's the girl's responsibility to get familiar with it. So you send her over all of the materials she's going to look through, see what you offer, and then she's going to be able to put you on that.

Jasmine Star 00:42:27  That's so good. Oh my God, that was so selfish. Okay, so we started off the podcast with a game. Can we end it with a game.

Shelby Saap 00:42:34  Oh my gosh for sure.

Jasmine Star 00:42:36  Shelby's up. Sell me this pen okay. If you're just listening on audio, she has she has her the pen in her right hand and she has her left hand in a fist.

Jasmine Star 00:42:46  And she is writing on the area just above the thumb. And she just wrote a tic tac toe.

Shelby Saap 00:42:52  Yes. Miss Jasmine's star. Yes. Would you like to play tic tac toe with me? The winner gets $100. You have nothing to lose. The pen cost $10 and I'll loan you the pen if you pay me in your profits.

Jasmine Star 00:43:06  I just bought it back in. I just want to take pen. That's so good. So tell me, how do other people tell you to sell the pen?

Shelby Saap 00:43:12  So the actual real way you should sell the pen. Besides being like.

Jasmine Star 00:43:16  So here's the thing. Everybody's seen. Okay. Actually, for people, I always say everybody because this is the game that I play, the game that I play. But people say, well.

Jasmine Star 00:43:23  This is the way you sell the pen, but.

Jasmine Star 00:43:25  If everybody knows that's the way you sell the pen, it doesn't work anymore. So we have to go with the.

Shelby Saap 00:43:29  Whole sell a pen thing. That is actually how you would sell a pen, because that's creative.

Shelby Saap 00:43:33  And that's the biggest thing about sales, is you have to be a pattern interrupt. You have to be different than everybody else. Because if everybody says the same script that you're supposed to say, people are still going to know that you're selling them, that still triggers the sales resistance, and they're still not going to buy from you. Yes. But the actual like, sell the pen exercise is more on you. Don't just go straight into selling it. You get context first. So most people go, oh, you need this pen because it has a cute little bunny on it. It's gray instead of just black. And I see you're writing your journal like you need this pen, blah blah blah. What you should do is, well, what do you do for work? Why would you even need a pen? Why don't you have a pen? Right now? You ask questions in order to get this person to sell to you.

Jasmine Star 00:44:12  Okay, ladies and gentlemen, that's what makes this queen ring.

Jasmine Star 00:44:15  She says okay, that's the accepted system. I'm going to pattern interrupt. I'm going to give you a whole framework. Shelby, where do people go to learn more about. She sells.

Shelby Saap 00:44:23  Yes. So you can go to our Instagram. She sells Academy on Instagram, or you can go on my Instagram at Shelby Sapp or my website Shelby Sapp.

Jasmine Star 00:44:33  Y'all tag tag Shelby on Instagram. Just as a little bit of a shout out and a token of appreciation, she has just spent so much energy time in helping you sell what your offer is, and then empowering you to hire high ticket closers when that time is here. Shelby, thank you so much for being and sharing on the Jasmin Starr Show.

Shelby Saap 00:44:53  I appreciate you, I appreciate it. Thank you so much.