Shelby Haas-Sapp: The Sales Psychology That Gets Buyers to Sell Themselves | Sales | YAPClassic

Hala Taha (0:00)

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Shelby Haas-Sapp (1:57)

Sales isn't a chase, it's a dance. And when you chase somebody, they're gonna run away.

I like to say you have to be a complete literal psychopath in sales. You're gonna go call, call, call, door, door, door of no, no, no, no. But you have to go into every single encounter thinking this is the person that's gonna buy from me.

Hala Taha (2:16)

And I got some stats. Female reps are 11% more likely to win deals than men. So talk to us about why women are so good at selling.

Shelby Haas-Sapp (2:25)

So this is what I've found is people believe 0% of the words that come out of a salesperson's mouth because duh, you're a sales rep. But they believe 100% of the words that come out of their own mouth. So a lot of my job is asking the right questions and getting them to say the words that they can't go back on later.

Hala Taha (2:42)

So on Instagram, what do you feel like goes most viral?

Shelby Haas-Sapp (2:45)

There's like two buckets. One bucket is...

Hala Taha (2:48)

Yeah, fam, if you want to stop sounding salesy and start closing more deals like somebody who knows they just belong in the room, you're gonna love this episode. Today, we're bringing back my awesome conversation with Shelby Sapp, founder and CEO of She Sells Academy. Shelby has built a massive brand teaching women how to dominate high ticket sales, and she is totally the it girl in business right now. And in this episode, she and I talk about why the best salespeople don't chase, beg, or over explain. They bring the right energy, ask questions that make buyers sell themselves, and prevent objections before they ever happen. So without further ado, let's dive right into my amazing conversation with Shelby Sapp.

Shelby, welcome to Young and Profiting Podcast.

Shelby Haas-Sapp (3:35)

Thank you for having me.

Hala Taha (3:36)

I'm so excited to talk to you today because I love sales. I feel like I'm a natural salesperson. Everything I do at my company right now, the main focus is sales. I've been selling since I was 10 years old, I would say.

But many people think that sales are scary. And Jeremy Minor came on my show. I know you talked to him recently. And he says that nobody is born a salesperson and you've got to work at it. So that's my first question to you. What kind of person do you think is cut out for sales? Do you think everybody is cut out for sales?

Shelby Haas-Sapp (4:09)

Oh my gosh.

You would never guess who's going to be good at sales. Is what I've learned. And that's coming from my sales trainer background from different industries is I would put money on like this guy that would come out and do door to door, top of the football team, super extravagant, extroverted guy. I'm like, you're going to do so good. He doesn't at all. But then like the shy person that just studies, knows the scripts, works hard, doesn't sit down, that person completely outsells the other one. So you really just never know. But I think the main trait of like what makes somebody good is intrinsic motivation. And I think at the end of the day, no matter your personality type, shy, extroverted, outgoing, if you know that you are so motivated that nothing else is going to stop you, that's what's going to make you good. Because at the end of the day, you can teach anybody sales, right? It's like the work ethic. And when you're so down, going for that extra call, rolling that extra objection, you can't really teach somebody that. So I always look for that in the girls that are in my academy and really try to instill the intrinsic motivation in them.