0:02 [music] 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
0:48 own mind. Like you can roll your own objections that tell you I'm not good enough. I don't deserve this. Uh to make you really believe that you do deserve a better life in every single aspect. So sales to me is freedom because I 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
1:33 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
2:19 into a yes or a negative into a positive." But when you roll other people's objections and when you really fight for somebody to transform their life, whether that's in your own business that you sell or whether you're selling somebody else's offers, you learn how to fight for other people and then you replicate it in your own mind. So everybody goes through the same thoughts of you know this is too risky or I should stay safe or I'm not good enough or you know these limiting beliefs but you have to tell yourself okay I'm feeling that fear I'm feeling that kind of hesitation that's negative energy I need to turn it into positive energy in order to move forward. So, you can roll your own objections, which is like, "I'm not good enough." And then it's like, "I totally hear you."
3:05 Calming, easing. Can I challenge that belief? That's what I always say to people. Whenever I roll objections, it's always, "I hear you, but can I challenge that belief for a second?" And then you challenge that own belief with somebody else, but also with yourself if you need it, too. Um, and it's how you just reframe your brain into, okay, I'm inputting something that's negative, but I'm going to feel that. I'm going to roll that objection, reframe it, and output something positive. >> 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."
3:51 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 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 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
4:37 what your job is is to identify the specific leverage. And by by leverage, I mean pain points. So different people have different pain points and what's 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 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. [clears throat] >> What are the other two?
5:23 >> 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 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
6:09 that people don't necessarily say no to you because they don't want it or they don't, you know, want you around them or whatever, it's because you're not clear, you know. So, if you make your ask clear to where somebody knows exactly when I hand over my credit card or exactly when I give this person this promotion or exactly when I give you this job, I know exactly what's going to happen. [clears throat] 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 [laughter] like selling people you have to be a little annoying. Growing a business you have to be a little annoying. Content you have to be a little annoying. But those people that step out of the box
6:56 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 that is when you are selling somebody that's a qualified buyer, which means
7:42 they're somewhat interested in what you have to offer. They are here talking to you because they have a problem that they need solved. So it is your duty to if they don't solve their problem, if they don't, you didn't do your job. You didn't help them. So what helps with this is actually selling something that you believe in. And so if what you're selling is yourself, like on a job interview or talking to a friend or your boyfriend, you have to believe in your worth. That's a big thing. But again, if you're selling something, you have to believe in the worth of what you're selling because that comes off in the conviction of your voice. And sales is 80% the conviction of your voice and the energy that you have when you're talking about your product. Like I always say, people buy your eyes and the way that you have passion coming through when
8:28 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. >> 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
9:14 selling event space to people for these 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. >> 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.
10:00 >> 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 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
10:46 that in sales you have to sell every 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 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 to getting somebody that will listen to 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
11:31 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, you're in your 20s. >> What should people in their 20s be doing to have a great financial future?
12:17 >> 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,
13:03 sit in the sauna, and talk to everybody. One connection can literally change your life. And the amount of people that I've met just from talking to people in the elevator, you know, sitting in the sauna, and just being open, not having a frown on your face all day, and being a little bit approachable, it will change your life. And again, it's a numbers game. You might have some weirdos, you might have some randos, but that very few people that you do interact in a conversation with, you know, keep them in your back pocket because your network is your net worth, obviously. Um, I would say use your credit card like your debit card. I've been a big, you know, proponent of that. Invest every 20 cents to the dollar is a good one. Um, I wish I knew that a long time ago. Um, because
13:49 I was always just spend spend spend. But I would literally shake myself and be like in just throw it into the market. It doesn't matter. Put it all in Bitcoin, whatever. Um, and then I would say learn a high- income skill because you need to provide value in the marketplace if you want to get paid for it. So mine was obviously sales. Um, but there's copywriting, tech, AI, content creation, whatever your skill is, just hone in on it and be the best of the best and try to provide other people value. Because if you re if you become an irreplaceable asset, you'll never be replaced, >> 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
14:36 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 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 of my first jobs. And I was the best barista ever. Like I was picking up every extra shift. I was door dashing on the side. Like I loved making money. Um, and I knew it wasn't my forever job
15:23 because I would look left and right and everybody was just showing up doing the 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 [snorts] 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
16:08 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 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 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
16:54 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 an age where, you know, there's multiple YouTube videos. I literally just filmed a six-hour YouTube video going over every single part of the sales process. Like, if you want to learn, we now live in an age where you can learn. You just have to do the thing that nobody's willing to do, which is sit down and learn and take notes and practice with yourself, reach out to companies, you know, get some experience and climb the ladder just like that. But so I would say learn from social media completely free. So many mentors right now will teach you anything. And then step number
17:41 two is practice. And so when it comes to practicing obviously we all have a dream job in our head. You know oh I would love to sell for this person. I would love to be on this person's sales team. But in the very beginning you might need some data. You might need some experience. So, I would challenge people to yeah, keep that dream job in your head, but more so like build your data, build your experience right now with amazing lead quality, with, you know, just a good system. That way, you can have something in your back pocket when you do go to pitch yourself for that dream job. >> Yeah, absolutely. I couldn't agree with 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
18:26 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 >> 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
19:12 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 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 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
19:57 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 have told you no, you still have to walk into every conversation expecting that yes. So, that level of skill set that you get from sales, it trickles into everything into dating, into uh like friendships, into the way that you talk 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
20:42 committing. >> You need it, of course, if you run a 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 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
21:28 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. >> You don't even know what you're going into yet. So questionbased selling is, you know, figuring out what somebody's leverage is. Figuring out those pain points. So like, what made you book a call? What are you going through? Take me through your day. What made you 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
22:14 solution, which is obviously what you are selling. And it's very you have to be very careful because what you are selling is different to every sort of person. So you take these specific leverage points and you plug and play with specific solutions that only solve these leverage points. Nothing else. Keep it super simple. And then you pitch the price. Very simple. And when you pitch price, when you initially close someone, it's all about your energy. If you are almost anticipating an objection or anticipating a no, it's 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 and you're ordering, you're like medium vanilla ice latte or I guess grande
23:00 vanilla ice latte. You go up to the window. What does the cashier rep do? He holds the Apple Pay thing in front of you and he's like, "Okay, awesome. It's 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
23:46 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 the loop for that transformation? Like, I would love to be a part of your journey." Now, somebody's like envisioning themselves not only following through with the process, achieving the transformation, but also they see you as more of like an accountability coach rather than just the frame of a sales rep.
24:31 >> 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
25:17 on your for you page every day. Like, I went to the tanning salon yesterday. The most menial thing ever. Just a simple tanning salon. He sold me on a $200 tan package. And I don't even live here, but I just loved his sales process. And I love supporting other sales reps. Like, when you learn sales, you just see life in a completely different way where when you get sold to, you almost appreciate it. >> I fully agree. [laughter] 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
26:03 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 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 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. [laughter] How did Who sold it to you? How did that process? >> So, I was kind of a lay down for it. I'm
26:49 not going to lie. Um, but I saw videos on it. It was this girl car sales rep on social media. She's making videos of it. I get tagged in it a ton of times. I click on it. I'm like, "Oh, 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 go in there and the car sales rep, she shouts, "Shelby." She's like, "Shelby, I've been to so many of your master classes. I love you. I follow you on everything." Like, and I think that initial connection and rapport. Uh, and then when she was showing me the
27:35 vehicle, obviously she let me test drive it, but she was also, you know, telling me like, "You could use this for content. This car has your name written all over it." And then she sincere closed me, which was um turning the no away from the client to the product, and she made me have to say no to her, which 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. [laughter and gasps] 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
28:20 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 about. Talk to me about this because I saw this on social media [snorts] >> 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, I call it the Louis Vuitton sales technique. It's not specific to Louis Vuitton, but um it was just a name I 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,
29:07 hey, what are you in here for? What do you want? Blah blah blah. Did you see 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 yourself >> to feel like you deserve to be with the 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
29:52 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 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?" >> You know, I I wanted this. I am a buyer.
30:39 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. >> You You talk about this idea of being able to turn it on, like, you know, just switch on. How do people access that?
31:26 Because I think so many people today feel like a smaller version of 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 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. You're scared. And then you build confidence. Like I know I look like this girl that's super confident, all these things, whatever. But when I first started, that was literally so opposite from the case. Like I had so much anxiety, I could not talk to people or someone would ask me, you know, how's your day going? And I would stutter and think about it for the next like 5 to seven business days. Like I literally
32:12 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.
32:58 Now I'm more confident that every other person I talk to. If they say no, that's fine. I'm gonna go get somebody else to say yes. >> Yeah. It's doing hard things. >> For sure. >> Yeah. Absolutely. It's do I I couldn't agree more. Everyone always thinks you somehow feel confident in your mind and then you take action. And it's completely the opposite way around. You're spot on. It's take action, do uncomfortable things, do hard things, do big things, do scary things. And then all of a sudden confidence comes to you, 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 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
33:43 zone. Like, all of that builds 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 person who says, "I don't know how to 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 on social media. It's right on your 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 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
34:29 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, [snorts] a lot of the people that
35:16 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 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? 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 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
36:02 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 going to a closer event, amazing. A life coach going to a life coach event, amazing. Um, but I think the general networking cocktail hours are just a waste of time, money, and energy that
36:48 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 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 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
37:35 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, uh, you need to be what we call the 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 result than every other salesperson that gets denied, you need to do something different. So aka break the pattern of the cringy sales rep pitches that people hear. But in life, you need to break the 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
38:21 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 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 mindset difference between someone making $50,000 and someone making $500,000? >> A year or a month? [laughter] >> 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.
39:07 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
39:54 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
40:40 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 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
41:26 do, >> you want to pour into them. >> Exactly. Yeah. You want to invest in 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." >> 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 [snorts] 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
42:11 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 working for now versus another one, right? you go out to their competitor or
42:56 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
43:43 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 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.
44:30 >> 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 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 yourself as well, >> 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,
45:15 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 know, 100°ree heat every single day. It's, you know, not the best for lifestyle wise. But, uh, if you're young, like a college person, I would definitely think about doorto-d dooror sales. There's also insurance sales. I
46:02 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 gritty in-person, you know, grind sales like door to door and insurance, but then there's also the more corporate, which is like office job type sales, uh, where you work for a larger company, you have quotas, you have minimums, all these things. But then there's freelance sales, which is like setting and closing. And this is where you are your own closing business. And you can talk to someone for 30 minutes and they want
46:48 to buy, you get a commission off of it. >> If people can make this much money in sales, why isn't everyone doing it? >> [sighs] >> 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
47:34 me that 80% of people's mindsets just suck. They're very self-limiting. Like a lot of people won't even put themselves in the position to do something on their own because they're afraid that they're not 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 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
48:22 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 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
49:08 data points in order to pull a negative story. But what you need to do is you need to pull the positive data points. even if there's only a few, but focus on the positive data points of your life that pushes a positive story of no, no, I do deserve this and I deserve this because of all of the data points that I can look back at. So, everything that happens to you in your life, if you're wanting more like tangible advice from this, everything that happens in your life, not just in sales, just life, you can pull a negative story from it or you can pull a positive story from it. 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 the love of my life. Like look at where it is now. Or at the same time, and it's
49:54 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." >> 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 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.
50:41 People are going to hate me. I always do 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 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.
51:28 >> 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. >> Okay. When do you crack one of these 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 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. >> Yeah. Yeah. So tea was when I used to get back from school, my mom would sit
52:14 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 >> 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. >> 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 rubbish into your body. Maybe more sugar
53:00 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 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 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
53:47 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 bucks. [laughter] >> 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 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 about your day-to-day life. I don't know
54:33 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 is. It's what I just did. It's just asking questions about what somebody 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 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,
55:18 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 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 version. >> Okay. >> So, like maybe >> you got a pen. >> Oh, oh, yeah. [laughter] Here you go. Okay. >> Someone's Hopefully someone's not chewed on that. Not me. [laughter] 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
56:05 know a lot about. It's my product. >> Obviously, you want, right? [laughter] >> 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 [laughter] 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.
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