#1 Sales Tactic (to Make a TON of Money!)

whether someone's in sales or not, why is it important to have sales skills?

>> 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

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

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 fullheartedly 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, your stuff, other companies, and not only just the money side, but also, you know, it changes your friendships, it changes your relationships and 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 going to tell me no. I'm just going to 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.

>> 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 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 to ourselves. Talk to me a bit about that because I've never heard someone say that before.

>> 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

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

belief? That's what I always say to people. Whenever I roll objections, it's

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

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.

>> Yeah. And I love that acknowledgement that the feeling's real and the fear is there, >> 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. So if your mind says you're

not good enough, you're like, "Yeah, I guess I'm not good enough." Exactly.

>> 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 up. Talk to me about what are the three sales skills that we can use everywhere in our life to get everything we want.

>> Knowing somebody's leverage. Okay. You

can in sales you can sell the same thing 10 different ways. Right. Tell me about that.

>> Okay. For example, if I am selling a fitness program, okay, I'm going to 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

weight. I can sell to somebody who wants to gain weight. I can sell to somebody who has some health problems in an urgent need right now. and I can sell to somebody for prevention, for just overall health. So there's a bunch of

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. So

what your job is is to identify the specific leverage. And by by leverage, I

specific leverage. And by by leverage, I mean pain points. So different people have different pain points and what's going to 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

decision. And once you find the leverage points, that's the problem. The solution

is whatever you're selling them, right?

>> Or, you know, whether that be a promotion, whether that be, you know, your boyfriend rolling objections with him, whether that be 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.

>> So that's the first skill.

>> What are the other two?

>> 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 stake cuz 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

day-to-day basis. So that's the solution part. Then we get into the third which

part. Then we get into the third which is I call it the kiss method but it's keeping it simple stupid. 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

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. 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.

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

annoying. Content you have to be a little annoying. But those people that

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.

>> Yeah. Tell me about the people and I want to 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. 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?

>> For sure. So, everybody thinks that sales is manipulation, but it's actually emotional leadership. So, what I mean by

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

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. So, it's it's very fulfilling.

you. So, it's it's very fulfilling.

>> Yeah, absolutely. I'm I'm thinking back.

So, my first work experience when I was like 16 years old, my mom had asked for a favor from a family friend of ours to get me a job at this

>> company at the business design center.

This is a event space in England, okay?

And I worked at a company where we'd be selling event space to people for these big events. So there'd be a event about

big events. So there'd be a event about bikes and 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 and I remember being trained to cold call like 300 people. Yeah.

people. Yeah.

>> Okay. So what was your pitch? What was

your cold call?

>> I I can't remember it. I can't remember it fully because I was 16 years old.

>> Yeah.

>> And I'd be on the phone and and and I remember just the amount of times I'd be like, "Hey, I'm J. Shetty calling from the business design or I think we were called upper street events."

>> So be like, "Hey, I'm J. Shetty calling

from upper street events." The amount of people that would just put the phone down 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.

places that like there were big fashion shows that took place there. It was a really cool space >> and it goes back to what you were saying that it took me time to a get comfortable with failure and rejection,

>> b get some conviction in my voice >> and then finally get to a point where it was like you're going to be exhibited at the number one exhibition center in the

UK blah blah blah. Yeah, etc. And you learn from figuring out what what's actually going to happen. And you're so right that if you don't reset the product, you can't just read a script.

And I think that's where the energy goes wrong. When you just are repeating a

wrong. When you just are repeating a script, but you don't believe in it.

>> Well, you said something interesting.

It's like people will just immediately put the phone down. Just no, I'm not interested. Boom. A lot of people think

interested. Boom. A lot of people think that in sales you have to sell every single person. And when you get a no,

single person. And when you get a no, that's an indicator that you're a bad sales rep, right? But in sales, you're talking to unqualified and qualified buyers. So, a lot of the times if you're

buyers. So, a lot of the times if you're talking to someone that's unqualified that you shouldn't sweat it. Your job if you are cold calling or doornocking or doing any sort of cold approach is just

the way that I like to explain it is you're almost sifting through the unqualified buyers and you're more qualifying if they are worth your time.

>> You're like, "Okay, you slam the door in my face. No problem. I'm one step closer

my face. No problem. I'm one step closer to getting somebody that will listen to me." Or you uh, you know, hung up the

me." Or you uh, you know, hung up the phone super quick. Awesome. Thank you

for not wasting my time because it would have drained my energy on somebody that I actually can help. So in life in general too, you will learn that not every single person is worth your time.

And there's a difference between somebody that does and doesn't. It's

unqualified buyers and qualified buyers.

So there comes a point in life where you just get some sort of confidence because you know that life is a numbers game.

>> Yeah. And absolutely. I think the point going back to my manipulation point >> is that if someone doesn't want it, you're not trying to convince the person who already put the phone down on you >> to to pick the phone back up to convince

them because you want to get a good target.

>> You're accepting the fact that this isn't the right person. They obviously

don't need this or want this and that's okay. Talk to me about what people,

okay. Talk to me about what people, you're in your 20s.

>> What should people in their 20s be doing to have a great financial future?

>> Oh my gosh. Okay. A couple things. One,

move out.

You cannot change yourself if you are still tied to the perceptions that everybody else has around you. 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, sit in the sauna, and talk to everybody.

One connection can literally change your life. And the amount of people that I've

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

your life. And again, it's a numbers game. You might have some weirdos, you

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,

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, because

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

Bitcoin, whatever. Um, and then I would say learn a high- income skill because you need to provide value in the marketplace if you want to get paid for it. So mine was obviously sales. Um, but

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

value. Because if you re if you become an irreplaceable asset, you'll never be replaced, >> you know. And then the last thing, do

the complete opposite of what everybody else around you is doing. If you look left and right and everybody's doing the same thing, do the opposite. If you want

to have a different result, you need to do different things in order to have a different result. And then also be the

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 going to translate to what you actually want to do in the future. You just might not see it right now.

>> That is a great list.

>> I love that list.

>> I just like I remember like working at a coffee shop. I was a barista. It was one

coffee shop. I was a barista. It was one of my first jobs. And I was the best barista ever. Like I was picking up

barista ever. Like I was picking up every extra shift. I was door dashing on the side. Like I loved making money. Um,

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. Yeah,

bare minimum. Yeah, >> but I mean maybe they were smarter cuz we were getting paid the same amount.

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.

>> Yeah. You're reminding me of I don't know if you ever seen this Tik Tocker called Markel Washington.

>> No.

>> So he used to work in Subway >> and he would sing to the customers as he would make their Subway sandwich and people loved it and that's how he got discovered. Someone filmed him, put it

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. You know, it's I couldn't agree with you more. I always think if you can find a way to even make the job you hate >> attractive, fun, and be passionate about

it, it's just a great skill in life and it transforms everything. You talked

about building high income skills, high value skills, >> which I wish was talked about in college. I wish it was talked about

college. I wish it was talked about earlier in school. I feel like it's completely missed because you kind of get taught or at least I did to be a generalist. It was like kind of be good

generalist. It was like kind of be good at this, kind of be good at this, kind of be good at that. No one ever tells you like, "Hey, pick something and become incredible at it." And pick something that the world's actually going to value. How do you, now that

we've all left school, we're post college. How do you actually build a

college. How do you actually build a high income or high value skill? What

does the process look like?

>> Well, there's so much free content on social media. Like, we literally live in

social media. Like, we literally live in an age where, you know, there's multiple YouTube videos. I literally just filmed

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

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

some data. You might need some experience. So, I would challenge people

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.

>> Yeah, absolutely. I couldn't agree with you more. I feel like there's so much

you more. I feel like there's so much free content out there, >> but it's so hard because I think we look at like 30 seconds of a reel, >> for sure. And a lot of this is sitting down for a few hours. Like I remember

when I was first learning social media, I was spending three hours every Saturday and Sunday morning just studying 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, 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. It became 5 hours a day after work, sometimes up

until 2 3:00 a.m. just trying to learn and study only to go back to work next day. I think

day. I think >> there's so much truth to that and it is all out there.

>> What do you find is the biggest difference between people who have sales skills and people who don't?

>> 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, sales people 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

mood. Maybe he just got served divorce papers." Anyways, not my problem. I'm

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 cuz 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

around rejection. That way you can take it a little bit easier. Um cuz it's 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 because there is someone who wants to talk to

me. Even though the last 10 people might

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

yes. So, that level of skill set that you get from sales, it trickles into everything into dating, into uh like friendships, into the way that you talk

to yourself. Being able to handle

to yourself. Being able to handle rejection will get you anything in life.

What's fascinating to me is how you need it to get promoted.

>> You need it to convince, like you said, potentially even a partner to know whether they're committing or not committing.

>> You need it, of course, if you run a sales job. Let's walk through the sales

sales job. Let's walk through the sales process for people who are like, >> Shelby, I need this advice.

>> I need everything you're selling right now because I need to transform my life.

>> What's the first step?

>> So, sales as a skill set. If you want to learn like 60-second sales master class 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

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,

sell them. So, quick little compliment, something super easy. And then just getting straight to the point. Hey, I'm

busy. I want to be, you know, very tentative of your time as well. Is it

cool if we just kind of jump right in?

Start the sales process easy. Then we

get into questionbased selling. So,

everybody thinks that you just start selling. Yeah.

selling. Yeah.

>> You don't even know what you're going into yet. So questionbased selling is,

into yet. So questionbased selling is, you know, figuring out what somebody's leverage is. Figuring out those pain

leverage is. Figuring out those pain points. So like, what made you book a

points. So like, what made you book a call? What are you going through? Take

call? What are you going through? Take

me through your day. What made you want to figure something out? Then you will gather a little bit of data. I call it gathering ammo that you're going to 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

your problem. Then you go into the solution, which is obviously what you are selling. And it's very you have to

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

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

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 going to 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

cashier. So when you go up to Starbucks and you're ordering, you're like medium vanilla ice latte or I guess grande vanilla ice latte. You go up to the window. What does the cashier rep do? He

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

going to 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 have had that out. Here you go." That's the energy that you need when you pitch pricing, 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 going to 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, >> you know, cuz 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 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 4 lbs or whenever you're selling. Would you mind keeping me in

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

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.

>> Yeah. And and it actually motivates them too.

>> For sure.

>> Because they're like, "Oh, now that I've committed to this, I could actually make that change >> and I've actually committed to the process that makes that happen." What's

fascinating is that we're constantly being sold to, but we don't know how to sell.

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, the laptop that you use, the phone that you carry, like we're constantly being sold

to, but we find sales so scary.

>> Does that Right. Do you

>> No, for sure. I mean, even the videos that you watch on social media, somebody's selling you on why they are 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

tanning salon. He sold me on a $200 tan package. And I don't even live here, but

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 where when you get sold to, you almost appreciate it.

>> I fully agree. You respect it. By the

way, I love being sold to. I love being sold to like if someone's because I also know when it's not working. Like there

are shops that I'll go into where I'm like ready to buy, but then the experience is not great and then I won't buy and then there are other shops where I'm like, "Oh, I'm not sure if I want to spend any money today." And someone's really trying to sell to me and I'm

like, "Oh, I love this." Like, they're really great at what they do. I respect

it.

>> Yeah. Sales is all about like, you know, making someone feel important and listened to. And that's why women are so

listened to. And that's why women are so good at sales is because women all day, what do we do? We call our friends. We

talk to our friends. We hype our friends up. That's literally sales. Sales is

up. That's literally sales. Sales is

hyping people up into, you know, pushing them into this higher version of themselves and making them really believe that they can achieve a transformation if they're given the tools to do so.

>> That's sales. That's what you're doing.

>> Yeah.

>> It's a whole new life when you learn how to sell.

>> Yeah. Yeah. What's the What's the best thing you've ever been sold?

>> My pink G Wagon.

>> Okay. How did Who sold it to you? How

did that process?

>> So, I was kind of a lay down for it. I'm

not going to lie. Um, but I saw videos on it. It was this girl car sales rep on

on it. It was this girl car sales rep on social media. She's making videos of it.

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, it'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? So I

Arizona. Like what are the chances? So I

go in there and the car sales rep, she shouts, "Shelby." She's like, "Shelby,

shouts, "Shelby." She's like, "Shelby, I've been to so many of your master classes. I love you. I follow you on

classes. I love you. I follow you on everything." Like, and I think that

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

content. This car has your name written all over it." And then she sincere closed me, which was um turning the no away from the client to the product, and

she made me have to say no to her, which I couldn't. So, the sincere close is

I couldn't. So, the sincere close is just like, I know you're going to buy a car at some point. I'm going to sell this to someone. If it's not you, it's someone else, but I want you to have it.

and I want to be the one to help you get this dream car. So,

>> Wow. Are you still friends with her?

>> Oh, yeah. She's awesome. Yeah, she's

great.

>> Yeah, that's amazing. Yeah. And it's

>> and and obviously you're happy with your purchase, which makes it better. I think

that's I think that's the part is like when you're not happy with the value that you received, >> 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

them. There's the technique that I read about. Talk to me about this because I

about. Talk to me about this because I saw this on social media >> and I've experienced it a few times.

Okay. Where these fancy places try and make you feel less than so that you buy.

I don't like that cuz it feels uncomfortable, >> right? So, it is a real phenomenon. So,

>> right? So, it is a real phenomenon. So,

I call it the Louis Vuitton sales technique. It's not specific to Louis

technique. It's not specific to Louis Vuitton, but um it was just a name I picked on. But yeah, so they one, they

picked on. But yeah, so they one, they hire attractive sales reps, and two, they train those attractive sales reps to be a little bit dismissive to you when you're in the store. And this is a

true thing because as a client, when you walk in and somebody's not all over you, hey, what are you in here for? What do

you want? Blah blah blah. Did you see this jacket? You almost feel a little

this jacket? You almost feel a little bit like you're trying to earn a sales rep's time because you want to prove that you belong in the store.

>> And so what are they doing? Well, it's

actually pretty smart. Even though I would say that's slightly manipulative, but uh what they're doing it's smart is they know their brand has weight and so they know uh kind of the feeling that

they have with the brand and that they are so you know up there and sophisticated. So they make you assign

sophisticated. So they make you assign yourself >> to feel like you deserve to be with the brand. How do they do that?

brand. How do they do that?

>> By buying a bag. So you almost feel like, you know, when a sales rep does come up to you, oh, I'm I promise you I have money. Like I am a buyer. And then

have money. Like I am a buyer. And then

makes you want to buy more things.

>> Yeah. And it's it's sad that we fall for that, right? I think a lot of this a lot

that, right? I think a lot of this a lot would you say that people will actually spend more mindfully if they understood sales.

>> 100%.

>> Talk to me about that.

>> 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 want to

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?"

that?" >> 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. And so sales is all about like push and pull. And so a

buyer's brain will literally turn off when you try to sell too hard or when you try to use these cringy, pushy, aggressive tactics because in their brain it's like if you have to try so

hard, obviously what I'm getting sold is not that valuable because why would you have to try so hard? So, in fact, the pull method actually works a little bit better, 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."

>> Yeah. Where do you think confidence comes from? You're so confident.

comes from? You're so confident.

>> You You talk about this idea of being able to turn it on, like, you know, just switch on. How do people access that?

switch on. How do people access that?

Because I think so many people today feel like a smaller version of themselves. We shrink. We get shy. We

themselves. 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. And it's not you do believe in the

it. And it's not you do believe in the product. You do care about what you're

product. You do care about what you're doing, but you also kind of care about the other person. Where does that confidence come from?

>> 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.

things. You put yourself out there.

You're scared. And then you build confidence. Like I know I look like this

confidence. Like I know I look like this girl that's super confident, all these things, whatever. But when I first

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 5 to seven business days. Like I literally hated it. I was just insecure and I

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

fine. I'm gonna go get somebody else to say yes.

>> Yeah. It's doing hard things.

>> For sure.

>> Yeah. Absolutely. It's do I I couldn't agree more. Everyone always thinks you

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, right? And because you have evidence,

right? And because you have evidence, you have proof.

>> Exactly.

>> Right. You have a list of things.

They're like, "Hey, I I did all these things." And it's not the external

things." And it's not the external achievement. It's the fact that you put

achievement. It's the fact that you put yourself in that position, whether it was getting rejected 10 times, moving out your house, >> uh going out there and taking on a job you never did, being out of your comfort

zone. Like, all of that builds

zone. Like, all of that builds confidence. And but you know, when

confidence. And but you know, when someone's sitting there and going like, "Shelby, I want to be better at sales. I

get you, but like I just don't know how to start. What would you say to that

to start. What would you say to that person who says, "I don't know how to start."

start." >> 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

can. And again, good for you. It's all

on social media. It's right on your phone. Uh but then number two is start

phone. Uh but then number two is start and know that you're going to 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

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. 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.

>> Yeah, we found some questions in social media that we think would be good. So, I

want to hear your take on this. What's

something people struggling with money think is smart but actually keeps them broke?

>> Spending money on networking events.

>> Talk about that.

>> I should be pro networking, right? No.

So, I have a very kind of controversial but specific take on networking. So I

think you know 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 on to because they don't have anything to offer. So I want you instead of to focus

offer. So I want you instead of to focus all of your energy on networking cuz I used to be the same. What rooms can I get into? Who can help me with this?

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. 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 currently in group chats with right now. I was dying to be in those. But

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.

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 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 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

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

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.

Yeah, I love the idea that your reputation precedes you in the sense of and I think people often get confused that you have to have some big brand for that. My friend started his content

that. My friend started his content creator journey more recently.

>> He has like 6,000 followers, >> but the video content he's creating is so high quality that people are introducing him to people because his level of research, his communication

skills, it's only a matter of time before he 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." It's like, "No, you could have 5,000 followers, 6,000, maybe 10,000." But because of the

maybe 10,000." But because of the content you're creating and the way you're communicating, >> people will look at you and be like, "Oh, you're the stylist that comes front of mind. You're the coach that comes

of mind. You're the coach that comes front of mind. You're the uh car saleserson who comes front of mind."

Like, you don't have to have millions of followers for someone to notice you. And

I think that's a really important part as well. And I think a big thing too,

as well. And I think a big thing too, uh, you need to be what we call the pattern interrupt. So in sales, a

pattern interrupt. So in sales, a pattern interrupt means someone that breaks the pattern because 99% of sales people sound the same. They sound like robots. So if you want a different

robots. So if you want a different result than every other salesperson that gets denied, you need to do something different. So aka break the pattern of

different. So aka break the pattern of the cringy sales rep pitches that people hear. But in life, you need to break the

hear. But in life, you need to break the pattern. You need to be different and do

pattern. You need to be different and do different things than everybody else in order to stand out. Like your friend who made, you know, the most highquality videos, he was probably a lot different

than everybody else who's just putting mass amount of videos out there to where somebody recognized that.

>> Absolutely. Yeah. He's really thought about it. It's very specific and so

about it. It's very specific and so people in that specific niche are paying attention to him even though he's not got >> because he's an expert.

>> Exactly. Exactly. He's actually good at what he's talking about. It's absolutely

it. Okay. What's the biggest This is another one. Okay. What's the biggest

another one. Okay. What's the biggest mindset difference between someone making $50,000 and someone making $500,000?

>> A year or a month?

>> That's a Shelby question right there.

Let's start with a year.

>> 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. M

like that should excite you.

>> That should be like, "Oh my gosh, there's all of this money to make in the world and there's proof of so many people making so much money. Why not

me?"

>> That was my biggest thing. I always like heard of these people on social media making so much money and I'm like, "You 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 going to 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.

>> Yeah. And I think the truth is that high income skill matters even when you're an employee >> because if you have a high income skill, that person never wants to lose you >> and therefore they're going to keep investing in you and keep giving you

promotions and raises because they know they can't live without you%. So even if you're not an entrepreneur, if you're part of someone's team and you have a high income skill and you add lots of value to that place, >> people are never ever going to take a

risk. I mean, you're an employer. I'm an

risk. I mean, you're an employer. I'm an

employer. It's like, I don't want to lose my best people. Like, I would never take that risk.

>> Replacing people sucks.

>> It's so hard. Yeah. When you find someone who's really amazing what they do, >> you want to pour into them.

>> Exactly. Yeah. You want to invest in them. You want them to grow with you.

them. You want them to grow with you.

You're excited about it just as you are in in love in one sense where it's like, "Yeah, I want to see what we could achieve together."

achieve together." >> Exactly. But I think that goes back to

>> Exactly. But I think that goes back to like the person who's making $50,000 a year and is completely fine with that.

They just see it as a job and they won't go above and beyond versus the person that maybe their paycheck doesn't reflect $500,000 a year, but they believe that they are in a $500,000 a

year opportunity if they act like it.

And so when you go above and beyond, people notice that. So every single ounce of hard work that you put into yourself right now, maybe it might not benefit you now, but it will benefit you

dividends in the future. Totally. It's

just you have to put it in in order to get it out.

>> Absolutely. Great answers. All right. Uh

if someone wants to go from making 100K to 300K in one year, >> what's specified the year?

>> Yeah. What's the 30 60 90day plan >> from 100K to 300K?

>> Yeah. In one year. Are they working for someone or working for themselves?

>> Let's do both examples. So, let's do someone who's working for someone and then let's do someone who's working for themselves.

>> Someone who's working for someone. So, I

would say that you need to job hop.

You're never going to have, you know, a $200,000 raise in two in three years.

Like, it's just not going to 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

other. So, uh the company that you're working for now versus another one, right? you go out to their competitor or

right? you go out to their competitor or somebody in a different niche and you show them the value that you've 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.

>> I think that's very sound advice actually.

>> For sure. Yeah. But if you are on your own, if you want to go from a hundred to 300, the very first thing is mindset.

Because $300,000 a year, that's a completely different mindset that than somebody making just a hundred. So you

need to I would say be the best and get paid to be the best. That's how you're going to do it. But also look at scaling yourself. If you have your own business,

yourself. If you have your own business, you know, create mini me 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

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, because 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.

>> Yeah, I I think that's really sound advice for both of them. I think you're spot on that you're not going to suddenly catapult inside of an organization 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. Like you will have to find ways to if you're trying to go from 100 to 300K, that means you've got to look at how many people you've sold to, how many customers or clients

you have. You're going to have to find a

you have. You're going to have to find a way of tripling your failure rate because that's going to get you that same success rate. That could mean more people. It could mean more hours

people. It could mean more hours yourself as well, >> right? So, like a good example is like

>> 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, starting your own business, pouring a ton of money into it and also without posting content.

>> What other examples of jobs are there in sales that you think are giving people opportunity to really take their finances into their control? So, door

tod 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 rejectionbased because you are the first person they see and you're also closing the deal. You have to be outside in, you

the deal. You have to be outside in, you know, 100°ree heat every single day.

It's, you know, not the best for lifestyle wise. But, uh, if you're

lifestyle wise. But, uh, if you're young, like a college person, I would definitely think about doorto-d dooror sales. There's also insurance sales. I

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 industry. 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

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

these things. But then there's freelance sales, which is like setting and closing. And this is where you are your

closing. And this is where you are your own closing business. And you can talk to someone for 30 minutes and they want to buy, you get a commission off of it.

>> If people can make this much money in sales, why isn't everyone doing it?

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

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 going to 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

rejection. People aren't, you know, used to getting told no nowadays. It's very,

you know, instant gratification. If you

want to look something up, you can have it on your phone right then. If you want to order something, it's at your door in 2 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.

>> Yeah. What are the mindsets you're seeing that are holding women back especially?

>> They don't believe that they deserve to 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

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

jobs. Like, you can focus on negative data points in order to pull a negative story. But what you need to do is you

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. Focus

on the positive data points in order to believe a positive story.

>> Yeah. Yeah. I always say everyone can tell two stories of their life. They

could be like, I got all these opportunities. My life changed. I met

opportunities. My life changed. I met

the love of my life. 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

tried to sue me. This person, whatever it may be, and both are true, both happen."

happen." >> Oh, for sure.

>> But it's like, which one am I going to focus on?

>> 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 or this is gonna be something

great that I'm gonna be able to talk about on a podcast or on stage, you know. So, everything that you go

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. Yeah.

You know, it's, "Oh, I missed my exit.

I'm so stupid. I'm going to be late.

People are going to hate me. I always do this." No, it's, "Hey, I missed my exit.

this." No, it's, "Hey, I missed my exit.

Thank God." Because maybe I would have gotten into a car crash or gotten pulled over, but because I missed that exit, now I'm just going to add on two more minutes to my time. I'd rather take 2 minutes of redirection than, you know,

what could have happened. So,

>> absolutely. Shelby, we wanted to put your sales skills to the test in the room. Okay. So, I'm going to ask you to

room. Okay. So, I'm going to ask you to sell a few things to me, and I'm also doing research for myself. So, the first thing I'm going to ask you to sell to me is mine and my wife's uh tea. This is

ours. You can grab it, the drink, >> and so I'd love for you to sell this to me >> so that we can learn how to sell it better.

>> Okay, try it for me.

>> Oh, yeah. Okay.

>> What do you think?

>> It's very tasty.

>> Okay.

>> Why would you even want What is this?

It's an energy drink.

>> It's It's a calming drink. Like, it's a balancing drink.

>> Okay. And what does it do for you?

>> It helps you de-stress your mind. It

helps you uh bring back your body into regulation. It helps calm you.

regulation. It helps calm you.

>> Okay. When do you crack one of these open? When do you need that?

open? When do you need that?

>> I probably open it midday, like probably like my midday pickme up or like around 3:00 4 p.m. when you start hearing that slump. It's got enough caffeine in it as

slump. It's got enough caffeine in it as the amount of natural amount in tea.

>> Okay.

>> So, so it's not energy. It's not like 200 milligrams of caffeine. It's only

like 24 25.

>> I saw somewhere, you know, tea reminds you of talking with your mom or something. Tell me more about that.

something. Tell me more about that.

>> Yeah. Yeah. So tea was when I used to get back from school, my mom would sit me down and she'd pour me a cup of tea, but it would be like a hot cup of tea >> and she'd ask me how my day was. And so

like every day that was our ritual. She

was super busy. But that was a moment that we sat down together and had that moment together.

>> Okay. So tomorrow comes around like 3:00 4 when you have your little crash. If

you don't have one of these, what are you doing?

>> I'm uh What's the substitute?

>> I'm like, well, it would be something unhealthy. Like this is only five

unhealthy. Like this is only five >> this is only um what is it? Z it's five calories and zero grams of sugar.

>> I would usually have reached for something sugary and put sugar into my body which I try and stay off of refined sugars. So yeah, caffeine and heavy

sugars. So yeah, caffeine and heavy sugars.

>> And when you do that, what's the result?

>> Less energy, less motivation. Like you

know, it's like you feel like you've been in the gym all week, but what's the point? cuz you're just like putting

point? cuz you're just like putting rubbish into your body. Maybe more sugar spikes and then low moods and down points.

>> So, what does that like mean for you though if you're not able to show up with the energy or with, you know, knowing that what you're putting in your body isn't necessarily the best? Like,

what does the crash actually mean if you were to go through that tomorrow?

>> I mean, in one sense, you could argue that it's like is it is whatever it is.

But I think I really appreciate being alert all the time and being focused and making sure that my snacks are not unhealthy, >> right? You don't want to live a life

>> right? You don't want to live a life that just is whatever it is. You want to live a life where you're at your best, right? Um, so that's kind of what I'm

right? Um, so that's kind of what I'm getting at is it's not about, you know, this is an energy drink or, you know, adapt an adaptogenic tea.

>> It's about the result that it can have for you on a day-to-day basis when someone like you, you need to be on, right? So my question to you is if you

right? So my question to you is if you tomorrow could show up your best self for podcast, for your work, for your clients, what would that be worth to you to show up as the best version of yourself?

>> Probably everything, right? Absolutely.

>> Okay. Well, I'm not asking for everything. I'm just asking for five

everything. I'm just asking for five bucks.

>> There you go.

>> That was really good. I love I love how personal it was.

>> Yeah. So, it's and I'm glad that we did that because I want a lot of people to understand >> selling something the wrong thing to do would have been Okay, awesome, Jay. So,

uh this is obviously the can's super pretty. Um I'm reading that it has 150

pretty. Um I'm reading that it has 150 milligs of this. It's manufactured here.

It is the best quality drink that you could have right now by it.

>> Yeah.

>> I didn't know what I was walking into in this context. I don't know anything

this context. I don't know anything about your day-to-day life. I don't know anything about what you would substitute if you didn't do this and I didn't know obviously this is going to give you energy but it's what that energy does

for you which in your case prevents crashes when you're trying to show up as your best self. So you really need to step back and gather context and ask questions. That's literally all sales

questions. That's literally all sales is. It's what I just did. It's just

is. It's what I just did. It's just

asking questions about what somebody actually wants. And if it fits into it

actually wants. And if it fits into it and I knew exactly when it fit into it because you said, you know, I would crash and I don't want to crash when I'm trying to run like a highlevel

lifestyle, right? When I'm running a

lifestyle, right? When I'm running a business, having family, right? So

that's what people buy is they don't buy what it is, they buy the transformation.

So your job couple different steps is one be the pattern interrupt, which is instead of getting straight to selling, just ask, have a conversation, and then it's figure out the leverage points, which I did that by asking you

questions. Then it's provide value and

questions. Then it's provide value and provide a clear solution, which is this.

Um, and then it's also, you know, anchoring someone before you price drop.

So, what did I ask? I said, "What would that be worth to you? It'd probably be worth everything, right? To show up as your best self."

>> Well, I'm not asking for everything. I'm

just asking for five bucks.

>> And so, it makes it a little bit more attainable.

>> Yeah. It's such a good demonstration.

Let's do that with something that I know less about. I want people to see that

less about. I want people to see that version.

>> Okay.

>> So, like maybe >> you got a pen.

>> Oh, oh, yeah. Here you go.

Okay.

>> Someone's Hopefully someone's not chewed on that. Not me. Not me.

on that. Not me. Not me.

>> Is this the only pen you have around you?

>> Do you want a nicer one?

>> Give me every pen. Can I go find a nice one? We did it with a product that I

one? We did it with a product that I know a lot about. It's my product.

>> Obviously, you want, right?

>> Obviously, you want this product, right?

>> Yeah. Exactly. Exactly. No, no, no. But

I think the way you I still think what you did was brilliant. I'm just saying you'll be good to Yeah. Yeah. Let's do

it again. Yeah. Let's do it again.

>> Do you have any other pens in the room or is this it?

>> That's it.

>> Okay. Is that bad? Do you want nicer one?

>> This is fine. This is every pen though, right? There's no other hiding. No.

right? There's no other hiding. No.

Okay. Awesome. Step number one. Create a

need. No, I'm

>> kidding. Oh, yeah.

>> Um, but let's see.

>> That's good. That's funny.

>> Okay.

>> Do you want PayPal? I don't want you to have to worry about >> No, no, no. This is fine.

>> Okay.

>> Want to play tic-tac-toe?

>> If you win, >> I'll Venmo you $100.

>> Okay.

>> If you lose, nothing happens and I just give you all your pens back.

>> Okay.

>> The only trick is >> Where's your pen?

>> I don't have one.

Well, I'm selling all of these pens for $5 each. I will let you choose.

$5 each. I will let you choose.

Basically, $5 entry fee in order to only have an upside in order to win $100.

Which one would you like, the red or the white one?

>> Obviously, this is a joke, you guys, right? So, it's obviously a joke, but

right? So, it's obviously a joke, but what it is is it's another concept of a pattern interrupt. And sometimes when

pattern interrupt. And sometimes when you're selling something, you know, people expect you just to try to sell a pen when that's the whole trick. So, the

whole trick of it is, and I'll show you a little bit of a more tangible way to sell a pen after this, but the trick with the time old sell me this pen is everybody wants you just to start

selling the pen, right? Oh, this pen is so amazing. It's all black, monochrome,

so amazing. It's all black, monochrome, signature engraving right here. It never

runs out of ink. Like, it'll look nice on your desk. Like, nobody cares about your pen, >> right? Like, literally nobody cares. So,

>> right? Like, literally nobody cares. So,

what you would do is you would one like break the pattern, be different. What I

just did is obviously a little bit of a joke, but it is different. And then

number two with this is I'm selling an experience. I'm like, "Hey, play me."

experience. I'm like, "Hey, play me."

The upside is I'll literally right now Venmo you a hundred bucks, >> but the entry fee I created a need by gathering all your pens even in the other room. The entry fee is $5. Do you

other room. The entry fee is $5. Do you

want to play or not? Well, obviously

someone would probably take a $5 to get $100. And then the other thing is too,

$100. And then the other thing is too, like if you just create something that's clear, super simple. A lot of people try to over complicate the sales process.

It's just problem solution.

>> Yeah.

>> Your problem was, you know, you probably wanted to play, but you didn't have any pens. And my solution was giving you

pens. And my solution was giving you back one of your pens. So, the right way to actually sell the pen, though, um, if anybody ever asks someone that's watching, how do you sell the pen?

>> It's a trick to see if you are a trained sales rep. So, don't do this. This is

sales rep. So, don't do this. This is

just a joke, right? But what you would do is you would hold the pen and you would be like, I mean, why would you even want a pen? Like what do you do for work?

>> Yeah.

>> What do you do for work?

>> I uh I have a podcast. I write books and uh I coach people.

>> Okay. Do you write books? Probably on a laptop though, right? Everything's

online. I have a laptop.

>> So, what would you even use a pen for?

>> Uh yeah, I barely use a pen. Maybe

randomly to sign checks, but like very rarely. Oh, to sign checks.

rarely. Oh, to sign checks.

>> Very rarely because now it's Docu Sign and >> For sure. Yeah. So, take me through signing a check. Is that someone's paycheck or is that to pay for something? Or

something? Or >> maybe it's like to pay for something but like so rare. I can't even remember the last time I did it.

>> And it's always one of those things where it's like you don't need a pen until you need a pen. Right.

>> Yeah. Yeah. Exactly. Yeah. Or maybe I doodle while I'm on the phone.

>> Sometimes I'm just like, you know, playing around.

>> So on the phone with someone where you're trying to like write down notes about a conversation.

>> Yeah. I like I still like writing down notes. Yeah. By hand probably. Yeah.

notes. Yeah. By hand probably. Yeah.

>> Okay. So, somebody calls you up and they give you amazing tangible advice for your podcast or your next book. And in

that moment, you don't want to go on your notes app because you're trying to like stay focused, stay concerned, right? You reach over for a pen kind of

right? You reach over for a pen kind of like how we just did and this guy pops up.

>> Yeah.

>> Who looks like this?

>> Yeah. Go on that.

>> How do you feel writing down million dollar advice with this pen? Probably

not the best, right?

>> Great. Because I'm thinking someone's someone in the office has chewed on >> chewing on it, right? Do you want to take down million dollar advice with a 50 cent Sharpie pen that's been chewed on? Probably not, right?

on? Probably not, right?

>> But then this pen >> is on your table instead, you know, instead of that one reaching for it.

Maybe has gum on it cuz it's been in the bottom of a backpack. Instead, this pen always stays on your office no matter what. Even though you'll probably never

what. Even though you'll probably never use it cuz everything's on Docu Sign, but when you do need it, it'll be right there.

>> It's not about the pen. It's about peace of mind that when that when that one person does call you, >> you won't be frantic trying to search for another pen. It'll just be right there and you can just write down all the advice.

>> So, I would sell basically like your leverage point was I don't need a pen, >> but I could, right? It's like I don't really use.

>> So, I did the leverage of insurance. You

know, it's like you might not need one tomorrow, but when you do need one, you're going to really need one and you want to have the peace of mind that it will be there. So, what did I do? So, I

asked questions in order to understand context of what you do for work, why you would even want it. Uh what the scenario would be if you had a pen that you didn't like versus a pen that you loved

and just looked at it and felt super confident about writing, you know, that next book or writing somebody's advice down or, you know, signing someone's paycheck is a big deal as well. Hiring

someone, first impressions matter. So

you kind of extrapolate whatever you are selling from like the actual object and you broaden it out into something that somebody actually cares about which for you it's peace of mind in order to be

prepared at every point in time.

>> Yeah. What's impressive is at no point did you sell me the pen.

>> No none.

>> Like at no point were you like look at the color. Look how it will make you you

the color. Look how it will make you you didn't even try and sell me the prestige of it. Like you weren't like oh if you

of it. Like you weren't like oh if you hold this pen everyone's going to think you're f cuz I don't care about that cuz nobody cares.

>> Because nobody cares. And it's so interesting because I think we're constantly trying to think we know what the other person wants. So like if someone like me walks into wherever,

you're assuming I want to be certain things or if someone sees you walking and they assume that oh well Shel's character profile must be this, this, and this. It's like I don't know. Like

and this. It's like I don't know. Like

until I talk to you.

>> 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.

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

talking about. They think that daddy's just going to swipe, you know, my I'm going to 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

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.

>> When you're actually in practice with it, like when you see it like what you were just doing, you're like, "Yeah, no point did I feel forced.

>> At no point did I feel like and if I and if I had said to you, no, I never used a pen. I don't need it at all." Well, you

pen. I don't need it at all." Well, you probably >> I would be like, "Okay, awesome. You're

not a >> close." Great. Exactly. Yeah. And that

>> close." Great. Exactly. Yeah. And that

and I think that's partly it as well where it's like, yeah, if I would have closed the conversation, whereas I was actually thinking >> I mean, I'd probably roll that objection a couple times.

>> Yeah. Yeah.

>> Well, when somebody gives you like straight off the bat not interested, what they're doing is it's called a brushoff objection. It's not a true

brushoff objection. It's not a true objection. What do you mean you're not

objection. What do you mean you're not interested? You haven't even like seen

interested? You haven't even like seen what we have to offer. So, it's I wouldn't say that, but that's what I'm thinking, right? Obviously, they're not

thinking, right? Obviously, they're not interested, but they're not interested in the time spent with you rather than what you have to offer. So, when they brush you off, you brush it right back off.

>> Know for sure, I'll just take 2 seconds out of your day to talk about XYZ. You

literally just keep going.

>> And if somebody is a qualified buyer, they will take the time to actually talk to you and you can roll that objection into more time, which then you can sell.

Can I have a drink of that one?

>> Of course. Yeah, of course you can. Do

you like that flavor?

>> I do. Would you like another flavor? I

think it's a blue one that you gave me.

You said >> peach one or >> I I think it was blue. Was it blueberry?

>> Yeah, peach. Oh, no. We have a We don't have any blueberry anymore. We have

peach.

>> I don't think it was blueberry. It was

like some berry.

>> It was a raspberry or cherry lime.

>> It was raspberry and >> raspberry. Should we get you that one?

>> raspberry. Should we get you that one?

>> I think this will be good.

>> Okay, fine. If you want that one, I can get you that one.

>> But they're really good.

>> Thank you. You're the best.

>> Do they not have caffeine in them?

>> They do have caffeine with the same amount of cup of tea.

>> M. So, there is caffeine in it, but it's a natural amount. That's a decaf one, though.

>> Oh, >> yeah. You want one with caffeine in it?

>> yeah. You want one with caffeine in it?

Yeah. So, we need to get you the raspberry one. That's the one that has

raspberry one. That's the one that has That's the one that has caffeine.

>> Okay. Okay.

>> Yeah. You're like, I need to know.

>> I'm like, oh, never mind. Yeah. Yeah. No

purpose.

>> We have caffeine and decaf.

>> Okay. Okay. That's cool.

>> Yeah. Yeah. All right. So, we're going to test you on the objections.

>> You got to know them.

>> Okay. The first one is it's too expensive. 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?

>> 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?

>> Right. Yeah, it's a good one.

>> You just reframe it.

>> Yeah. Yeah. And and it is good because half the time that person hasn't done that reframe either.

>> All right. I need some time to think about it.

>> Do you need quantity of time or quality of time?

>> Quality. It's like I really need to like digest what you've told me today.

>> 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

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 wellthoughtout

decision, right? I'm literally the same

decision, right? I'm literally the same way. But like I said, we have 20 minutes

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 got to run the business, all the things. So, we have 20 minutes left

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. I

need to check with my wife.

>> And you will uh you're either going to come to her though with a problem or a solution. You know, a problem of, "Hey

solution. You know, a problem of, "Hey honey, I really want to do this, but I don't know if I should." And 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

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 the solution, right?

wife? Probably the solution, right?

Also, another one I love for that, and I've never talked about this either, is the the flip-flop. So, for example, if somebody tells me, you know, I need to talk to my husband or my wife, I would

just be like, no problem. Can I

challenge that? Yeah. Okay, awesome. So,

if instead instead 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 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? You probably would, right? So,

decision? You probably would, right? So,

is it fair to say that she'd probably support you in the same way that you support her?

>> Right?

>> And this works really well if you're talking to a woman, if you instead of saying the husband thing, cuz 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?

>> You know, you probably would, right?

Well, is it fair to say other people would probably tell you to do it, too?

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?

it. You'd probably say to do it, right?

Let's do it. So

>> yeah, >> I gave you two on that one.

>> Yeah. Yeah. I appreciate it. And now's

not a good time >> for to talk or to make a decision about something or >> I've just got so much going on. Like

I've got family stuff. I'm like

exhausted. I just I just don't think now is a good time.

>> Can I challenge that?

>> I don't know. I just I don't know if I have the bandwidth for it right now.

>> No, for sure. Uh and I'll just make it easier for you cuz you know the bandwidth to think about things over a long period of time by yourself. It just

that's how stress gets created, right?

Uh so I'll just clear that up for you.

So when you say you don't have the time um you know to think about it and to process the bandwidth a lot of people think that they need to be in a situation where they have every single ounce of intentional time but in fact

the best decisions are made in the gray area. Some of the best companies were

area. Some of the best companies were started in the recession. It's because

while everybody else is moving forward you need to be the person that maybe takes a step back but while everybody else is sleeping you need to be the person that makes a decision in order to get better. So what do you want to be

get better. So what do you want to be right now? someone that just follows

right now? someone that just follows along with what everybody else is doing or someone that actually moves forward when everybody else is kind of just moving along cuz you're are you going to wait for life to happen to you or are you going to make your life happen for

you right now?

>> And sometimes people may even take that and be like I still need time >> but you've helped them think about it in a different way.

>> So I always start every objection with I hear you. Can I challenge that thought?

hear you. Can I challenge that thought?

Because it allows you to separate the objection from you. I'm not saying can I challenge you, you know, it's not me versus you. It's like, hey, can I

versus you. It's like, hey, can I challenge that thinking for a second?

And it's like a lot of people think this, but it's actually this will help you get one step closer to your goal.

>> Yeah, I love that. These were some other things that came in from social of people of things they're struggling with. So, how should this we're moving

with. So, how should this we're moving away from the objections. How should

someone approach a conversation to ask for a raise?

>> 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 J 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

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 going to 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.

>> 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?

>> Numbers, what you've done for the company. Um, I would say audit what you

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

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 going to 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

sales. You can't drop the price when negotiating with someone for no reason, right? You need to actually have a

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

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 going to get for her." Okay, awesome. Let's do it.

for her." Okay, awesome. Let's do it.

>> Yeah. How do you deal with it when you don't get what you want? Like, what's

the right response?

>> Never burn the bridge. That's a very good question that not a lot of people talk about. You never burn the bridge

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 reask again when you have more leverage there. So, just know that a no isn't forever. It's just not

right now.

>> 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 starts to affect everything because then you're like you know it could go in multiple

ways. You're like shrinking yourself.

ways. You're like shrinking yourself.

Your mood's a bit dull. You're not

walking in with that smile and with that confidence that you had and all of a sudden it's affecting everything.

>> Yeah, for sure.

>> It's crazy how quickly we kind of shut the door on ourselves. What about if you're going to interview for a job for the first time? M.

>> So, what are interviewers looking for when you're interviewing for a job?

>> Right. So, they're looking for people that are bought in on the long-term vision. Exactly. But also, they're

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

apply?" And you're like, "Uh, I just really want to 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 want to make

money, blah blah blah, it's, hey, I've been following ex creator or ex 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 want to help you guys grow your business. So, it's all about making

your business. So, it's all about making the game plan clear, but also using the leverage points of the other person, not yourself.

>> Yeah, absolutely. Yeah. I think the amount of people that interview these days and they don't have that like it's entitlement.

>> It's it's it's Yeah. The answers just it shocks you sometimes. You're like like some I' 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."

doing." >> Right. And it's like

>> Right. And it's like >> and I'm like, "Cool." Like, that's fair.

Like, I get it. I've I've not liked certain jobs that I have, but like you don't want to be here.

>> You you want to 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. Cuz from an employer's perspective, we don't want someone who just wants to show up and do the bare

minimum. We want someone who sees the

minimum. 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. So, if you embody that, you should be good to go for an interview. and asking questions that

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, >> you won that. And that's sales. 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 is like, and then I can come back to you with a decision."

>> Yeah. And I think I think there's a lot of test of your worth too. Like for

example, if you're going to be confident enough to say, I've got these offers and I'm doing that, >> you better back it up because that person may also just go, "Yeah, good for you." Like

you." Like >> we don't need you either. And I feel like sometimes >> if it's if it's all a story, then it doesn't always play well. Like I find like even like I do a lot of uh corporate coaching work. That's that's

where most of our coaching is in me working with large organizations. And I

have there's a few experiences I've had.

The first time I had an experience when I first began this was like maybe I don't know like 10 years ago 11 maybe even 12 years ago before before the brand and yeah so maybe even longer

>> and I remember being in an office and I asked all the questions and before I was about to give my solution to their problem I realized that my solution did solve their problem. And so I remember

just going like all right great thank you and I walked in I was like thank you so much like I just want to be honest with you I don't think I have what you need but really grateful and I hope we can keep

this conversation open.

>> Fast forward 5 years from that point I went back and sold a really great contract to this client because they could see the honesty too like where I was I was happy to be like guys you know what actually I don't have anything you need but I will come back.

>> Exactly. And that's ethical sales because you can sell someone and then walk away from the conversation and both of you guys don't feel good about it and that doesn't do any good at all. So it's

like when you sell someone or when you apply for an interview and you are really trying to sell yourself. Do you

genuinely believe that you can provide this business value? Because that

doesn't just come off in the words that you say. That comes off in your energy.

you say. That comes off in your energy.

And I'm sure you could feel like when you kind of felt like oh I might not be ready for this right now. your energy

was probably like, "Oh, wait. I don't

know what I got myself into." But that's why you really need to build the data points in order to have conviction in yourself or whatever you're selling in order to show up that way and like energetically be like, "I'm here. I

deserve this. Like, let's go cancel all the other interviews because I'm your person." And until then, I like how you

person." And until then, I like how you just kept the bridge open. You didn't

burn it.

>> And it worked out. 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

our business. And it's like there's just seven years of relearning, patience, figuring it out, >> you know, developing new skills. And I

just think that long game is so healthy for everyone to always play because your current employer may write you a reference one day. Your current employer maybe end up being one of your biggest clients one day. Like you just have no

idea. Like I worked at a company called

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 or left on good terms to your point of

burning again, well then that wouldn't have been the case. Exactly. And I feel like there's too much short-sightedness now because we think there's lots of opportunities, but at the top everyone knows each other.

>> 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. And so

sometimes that lesson can be way more valuable than getting what you want in the moment.

>> Yeah. Couple more of these before we go to the final five. This one's great.

What's the right way to talk about your strengths without overselling or apologizing? Um, so I like to sprinkle

apologizing? 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

them. So you can use it, but use it as a lesson in order to provide value to somebody else.

>> Ego just always is such a turnoff.

>> Like I I don't know. I generally just I struggle so much when someone I feel is egotistical. And the way I think about

egotistical. And the way I think about the difference between confidence and ego is evidence and reflection.

>> So it's like if someone can give me evidence and they can reflect on the evidence to prove that it's real experience. Now it doesn't feel like a

experience. Now it doesn't feel like a name drop and doesn't feel like a number drop >> which just feels like it's it's a bit distinct.

>> I hate when people name drop. It's my

least favorite thing when somebody name drops or says you know all these different numbers. It is a literal

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 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

are. So sometimes, you know, the numbers that you've done for a company or your experience will speak volumes. And so

nobody's going to, 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 uh and like shouting it from the rooftops because you deserved it if you worked for it. But it is a very fine line.

>> Yeah. Which which sales call or sales deal challenged YOU THE MOST?

>> OO, 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.

spouse objection. I keep rolling it.

Blah blah blah. Keeps giving me the spouse objection. I'm like, "Okay,

spouse objection. I'm like, "Okay, fine." We keep rolling it. Then his

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

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 have had this done a long time ago. Like what's the issue?" And so

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

to him. He goes, "No, I really need to talk to my husband. He's not here right now."

now." >> And I go, "Is there three of you?"

>> No.

>> And it was a thrpple.

>> No, it >> was a gay thrpple. But let me tell you, the way that I closed this deal, uh, I sincere closed them. And I go, you guys, this is one for the books. I was like,

I've never been in this situation. And

you guys are going to use someone.

Probably the next person that comes up, you're going to have to buy something at some point cuz you do have some issues.

I want that person to be me. I've never

sold a throppple before in my life.

Like, I would die to be able to go tell my boss and my co-workers that I just had this experience. Would you guys please allow me just the glory of having, you know, my first throppple sale? And they still send me Christmas

sale? And they still send me Christmas cards to this day.

>> I love that.

>> It's kind of a funny sale, but it was just I was so backwards. I was mad at them cuz I was like, I thought you were the decision maker, but it's you. But

it's you. But it's you. Wait, they're

not here with us, are they?

>> That's incredible. That's wild. It was

pretty crazy. I was actually speechless.

>> So your point is you're pretty much prepared like because obviously that's something you'd never prepare for.

>> You're pretty much prepared >> Oh yeah.

>> for any direction it can go in. And when

you're training people, you're training them in sales training for every scenario possible. That's

scenario possible. That's >> Yeah. So you have to train like things

>> Yeah. So you have to train like things are going to go wrong. You have to train for payments link payment links not working. You have to train for your Zoom

working. You have to train for your Zoom maybe crashing. You have to train for

maybe crashing. You have to train for different objections. uh different

different objections. uh different scenarios if they need to call their bank. Um like different things you just

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

objection. And so then the follow-up question is probably like how do you preempt objections? Well, you kind of

preempt objections? Well, you kind of get key indicators from someone you're talking about. So if I'm talking to a

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

for that? If there is anyone else in the picture, you got to get them on the call. But if not, easy. You just

call. But if not, easy. You just

preempted the objection. So you always plan for things. Um, and that's just that's how a well-fundled sale works.

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 that makes it so easy for someone to say yes.

>> Yeah. Why do 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?

>> 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 want to buy a bag, you can do that, right? Like if it makes you

feel good, like I love buying designer.

But buying it just for other people when you have other priorities is where it becomes an issue. Like I never bought until >> even though I could. 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

move. Like there were so many other things that mattered to me more >> than just worrying about other people's perceptions 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 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.

>> 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.

>> So why worry about if every single word is going to 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. If you

say. They don't know your script. If you

mess up, you just roll with it. You keep

going. Like this podcast, I don't want to be perfect. If I was perfect, I would be AI and I wouldn't be relatable to people. So, just know that, you know,

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

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.

>> 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 most the people that are selling to us.

>> Like there are just certain life choices we feel we made independently >> but we were all sold on what it meant.

>> Oh yeah. And and it's like but when it comes to investing in ourselves, building our skills, learning, it's almost like we're scared >> to part with our hard earned money because it feels in some way like we're

being sold to.

>> 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. There's obviously a lot of things

ROI. 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

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? Yeah.

>> If you can feel good about that give and take, then you should make the decision for yourself.

>> 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. Um because I think a lot of people love investing in themselves.

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? I think we're kind of shifting

right? I think we're kind of shifting away from that. So, I'm very happy for that era.

>> Yeah, absolutely. Shelby, you're

awesome. This is so much fun. Uh, I

learned so much. I think my audience learned so much. And I know, like you just said, you just recorded a six-h hour sales training for free for YouTube. So, I'm excited for people to

YouTube. So, I'm excited for people to go subscribe to your channels, follow you on Instagram, on YouTube, everywhere else. Uh we end every episode of On

else. Uh we end every episode of On Purpose with a final five. These have to be answered in one word or one sentence maximum.

>> Okay.

>> So Shelby, these are your final five. Uh

question number one, what is the best advice you've ever heard or received?

>> To go as fast as possible.

>> Never slow down.

>> I like that. No one's ever said that before.

>> I can't elaborate.

>> You can go and I'll let you. I'll let

you. I'll let you.

>> Everybody always says, you know, um take it slow. You have time. you deserve a

it slow. You have time. you deserve a break. Like just chill when in reality

break. Like just chill when in reality you don't. You literally have no time.

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

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 because you're like, "Well, how fast

can I get there?" 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.

>> Yeah, well said. Uh yeah, I I feel like that idea of moving fast, you will break things, but if you didn't move fast, you wouldn't have had the progress and the growth. And and I can relate to that. I

growth. And 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 >> it's chaotic and it's messy but you learn as you go. That's the only way to do it.

>> Absolutely. And I think if we tried to go any slower we wouldn't exist.

>> Exactly.

>> I won't be around. Yeah. I love that.

>> 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

right? Um I learned work ethic and whatever. Um but every summer that I was

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

to strangers. So it's like I was going so fast. I never had a second that I was

so fast. I never had a second that I was just bored. And maybe that comes from

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

urgency. Like, I need to go. Like, there

is nobody else that's going to save me right now. Nobody's going to come in and

right now. Nobody's going to come in and build your life for you. You need to go.

And everybody in your life is going to 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

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

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

now. And especially if like a woman's watching this that doesn't have kids yet, you need to go now. The 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 speedrun it.

Because as soon as like if you want to grow a family one day, you've got a lot of other stuff to do and you're probably going to 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.

>> Absolutely. Wow. That was that was a very motivational >> You're like, "What am I going to do tonight?"

tonight?" >> Yeah. Like this is like amazing. Like

>> Yeah. Like this is like amazing. Like

I'm not I'm not even a woman. That was

like that got me right there.

>> For men and women, it's like just >> No, but I know you were. Yeah.

>> Yeah.

>> No, I agree. I agree. My uh my mentor who I I forget how old he is now, but he was like, "That's not good."

>> Huh?

>> That's >> No, no, no, no, no, no. Not like that. I

was What? When I was 28, he was like 55, so I'm 10 years old, so he's like 65.

And he used to always tell me, he was like, "Jay, before you have kids, you can move 200%."

>> For sure. put your foot down on the pedal, like do everything >> for sure.

>> And he was absolutely right. Like he was absolutely right. Like it was just for

absolutely right. Like it was just for the past 10 years I've had my foot down on the gas and I would I don't regret a second of it. It's been the best thing ever.

>> You've built a foundation. We built more than just a foundation. But you built it. And so now like when you are able to

it. And so now like when you are able to have kids, you can like enjoy that and be a little bit more present and not have to work out of survival.

>> Yeah. Uh, question number two. What is

the worst advice you've ever heard or received?

>> Finish your master's program.

>> Did you finish it?

>> Yeah.

>> I got a master's degree by 22.

>> What was your masters in?

>> Business.

>> Wow.

>> Yeah. So, it was in business development, but it didn't really do much. We had a teacher. It was like you

much. We had a teacher. It was like you have four different types of teachers for the four different types of business. One of them was sales and

business. One of them was sales and negotiation. And I was in doortodoor

negotiation. And I was in doortodoor sales, like making a ton of money, like loved it. And this professor was

loved it. And this professor was teaching the most menial like kindergarten level sales tactics. And

I'm like, this is what people are teaching you. Like I I think there is

teaching you. Like I I think there is something to be said when you are someone that is in a situation, whether that be a job or school or a program and

you kind of look around and you don't feel like you belong, but in a good way.

I think it's good to notice that, acknowledge it, and like if you still want to finish it just to be able to say you did, like I think that's important, but it's also like don't follow that path. Then if you know that you're

path. Then if you know that you're better than everybody else around you in a non-egotistical way, but you just know you're special, you know you're destined for more than what you're doing right

now, that that's okay. And I think a lot of the people when they told me, you know, just do things the normal way. Why

are you trying so hard? It's like those people now are in a position where they're asking me for advice. And I'm

like, well, there's not really much advice to give because we both started off at the same exact playing field.

It's just some people go really freaking fast and try a bunch of different things out. And not everything worked out and I

out. And not everything worked out and I had to sacrifice nights, I had to sacrifice friendships, I had to sacrifice, you know, going out or whatever. But it's worth it. So yeah, I

whatever. But it's worth it. So yeah, I wouldn't have finished my M's program if I know what I know now, but I mean glad I did it.

>> Yeah, that's cool. Question number four.

that's cool. Question number four.

Can everyone be good at sales or are certain people just not meant for it?

>> Everybody thinks you need to be extroverted in order to be good at sales, and that's actually false. And

I'm not saying introverts are better than extroverts, even though a lot of introverts do do well in sales because you can build that empathy. But it all comes down to internal motivation of I

will do what I need to do right now even if nobody's watching. Which means on a sales call, people are going to tell you no. Are you going to sit there and roll

no. Are you going to sit there and roll a couple objections with them? Are you

going to sit there and even though it's a little uncomfy, are you going to do what you need to do in order to move the conversation forward? Or at the end of

conversation forward? Or at the end of your day, are you satisfied? Or are you going to send out some follow-up emails?

Are you gonna text a couple clients from the day before to make sure you pick up every single deal that you possibly can?

And those people, I would boil it down into one word, and that's hunger. You

need to be hungry. Like, you need to be maniacal in your work ethic and gritty.

That's who succeeds in sales is who want it, who wants it the most, and who does the most in order to get it. What do

people do when they just feel lazy, stuck? Maybe they've just wasted a bit

stuck? Maybe they've just wasted a bit of time and they've kind of developed bad habits.

>> I always ask her, "What's your morning routine? What are you doing today? What

routine? What are you doing today? What

did you do before? Did you stop doing the things outside of your sales job that made you so great to where you got a little too cocky to where you think you thought to yourself, I don't need to

show up to these trainings. I I could skip a workout if I need. I don't need to, you know, get a little bit of extra advice about this. I don't need to re-watch my sales calls cuz I close everyone. But money is a lagging

everyone. But money is a lagging indicator. So, if you stop doing the

indicator. So, if you stop doing the things that got you to be so great, it might not affect you that day, but it'll affect you in two months. And then

you'll wake up one day and be like, "Where did it all go?" Well, because two months ago, you stopped doing the things that made you great in the first place.

So, sales is all about being the best.

Yes. But staying at the top is a big stressor as well because you have to keep up with that level of pressure where everybody's looking at you and saying, "You're the best closer on our team. Like, what's your secrets?" Blah,

team. Like, what's your secrets?" Blah,

blah, blah. But also being humble enough to know that you could go down the line at any point in time. So, you need to keep doing the things that got you there.

>> Yeah, good advice. Good advice. Uh,

fifth and final question. We ask this to every guest who's ever been on the show.

Shelby, if you could create one law that everyone in the world had to follow, what would it be?

>> The law that you have to use the cards that you were dealt. A lot of the times I see women specifically feel bad about an an unfair advantage that they've been dealt. Like everybody has a deck of

dealt. Like everybody has a deck of cards, right? And maybe one of your

cards, right? And maybe one of your cards is you have family money. Like

you've got daddy's money. Daddy did very well for himself and you are financially set. Okay, use that card and don't feel

set. Okay, use that card and don't feel bad about it. Maybe one of your cards is you're really good at talking to people.

Don't h try to humble yourself by doing something outside of your skill set.

Like take that unfair advantage and use it. Or maybe you're gorgeous. Go model.

it. Or maybe you're gorgeous. Go model.

Go put yourself in front of a camera and go viral. Like use every single unfair

go viral. Like use every single unfair advantage and don't ever feel bad about doing so. So the law would be I guess

doing so. So the law would be I guess just >> yeah, >> you know, using all of the cards that you were dealt and not faking humility in order to, you know, play it fair. You

don't have to play fair. Nobody else is playing fair. So do what you can to get

playing fair. So do what you can to get ahead with the cards that you were dealt.

>> Yeah. Yeah. Well said. Yeah. I think

there's so many of us that totally do the opposite. You're absolutely right.

the opposite. You're absolutely right.

>> Well, I I see a lot like And I think it's cool too though on one hand cuz it's like, oh, you have family money, but you want to go make a name for yourself in a completely different facet. like great, but also it's like

facet. like great, but also it's like >> a lot of people have so many advantages in their book and they don't realize that they have them.

>> Yeah. Yeah.

>> You know, and it's like you do, you're just not focusing on it or you're focusing on what's in somebody else's deck and you're not looking at yours and you're not doing things in order to get more cards in your deck. Again, building

these skills, building experience for yourself in order to have more cards that you can be dealt. So, I think a lot of people just don't play the game of life to the full advantage that they could.

>> Yeah. Well said, Shelby. Thank you so much. This was awesome. your advice,

much. This was awesome. your advice,

your insight, your motivation and inspiration is contagious and I can't wait to see so many more people >> come to your work to be able to learn from you how to sell better, to negotiate better, to persuade better,

get the raise they deserve, make the money they deserve, and really create abundance in the world where more people are living a more full life. So, thank

you so much.

>> I'm all for it. Yeah. Thank you. This is

awesome. If you love this episode, you'll love my conversation with Dr. Joe Dispenszer on why stress and overthinking negatively impacts your brain and heart and how to change your

habits that are on autopilot. Listen to

it right now. How many times do we have to forget until we stop forgetting and start remembering? That's the moment of

start remembering? That's the moment of change. No one cares how many times you

change. No one cares how many times you fell off the bicycle. If you ride the bicycle now you ride the