The Secret to Closing High-Ticket Sales (Even With Objections) with Shelby Sapp

0:0010 years ago, I made the decision to build my personal brand that was elevated, yet approachable, and reflected who I was, not just what I did. I created my website with ShowIt because it's true drag-and-drop freedom, so you can easily build and update your site. Plus, their real human support team, game changer. Want to try it for yourself? Head to jasminestar.com forward slash ShowIt for a 14-day free trial and first month free when you subscribe. If you're looking to make your first dollar or your first$10 million in sales, welcome. You are in the right place. If you'd like to overcome objections in 60 seconds, get people to convince themselves of the sale, to be confident in how you guide customers to a sale, and to look at sales like a game you can absolutely win every single day, this episode of the Jasmine Starr Show will show you exactly how to do that.

0:46Shelby Sapp is one of the world's top sales educators and empowers closers and sales teams to break their biggest records. She joined me in a powerful conversation explaining how she empowers women to take control of the sales process, not back down, and build a future they're in control of. It's no surprise this episode was one of the top five episodes all year. was unrivaled. And if you enjoyed it just as much as I did and the tens of thousands of other people who enjoyed it as well, I would love for you to send me a message on Instagram to say hi and hear what it is you're selling. I want to know more about you.

1:21So without further ado, let's talk about how we can change our businesses and lives by ways of sales. Do you want to learn how to get people to buy anything you're selling? Yeah, we're going to get better. And better yet, we're going to teach people how they're going to want to say yes to high ticket offers. And they're going to wait longer. They're going to climb over fences. They are going to go out of their way to make sure that they are getting what it is that you are selling. And better yet, we're going to overcome any objection that they're going to give to the offer. Welcome to the Jasmine Starr Show, where today we're going to be talking about sales specifically with high ticket offers with high ticket closing sales expert, Shelby Sepp.

2:00Welcome to the show. Hi, thank you so much for having me. I am so happy that you're here. It's been a minute. It's been a minute. I have been just watching your stuff for a while. We've been communicating. And now you are here in Newport Beach, ready to take this show on. 100%. Had to come see my girl. And you lured me in with energy drinks and a glass straw. I said copious amounts. Copious amounts. I was like, have a email. Send the pin and I'll be there. Okay, so we're going to do something a little bit different this time. And we'll keep you on your toes. Okay. Okay. So we're going to have...

2:30she was not ready. So before we actually get into the show, I want to play a game. Oh, okay. Okay. So you ready? Sure. Okay. The game is called Welcome to Overcoming Six Sales Objections in 60 Seconds. Okay. I know you're ready to play. I know you're ready to play. So here's the goal. Here's the goal. I'm going to give her six sales objections and the goal, and we're going to set a timer. Hold on. You're too soon. Oh, good. Oh, good. Take a sip. Take a Take a sip. Take a sip. Okay. Here we go. Where's my caffeine pill? Okay. Okay. Here we go. We are going to be setting a one minute timer. Okay.

3:05And I know you're going to play with me. I know you're going to play. It's going to be real good. Okay. So overcoming six sales objections in 60 seconds. Let's do it. Starting now. You know what? I think I need more time. Do you need timer information? Because right now we have 60 seconds of intentional time and I've got all the information in order to make the decision. Well, you know, I think it's just a little too expensive. The price or the cost? The price is what you pay today. The cost is what you pay in the long run by not solving this problem. But, you know, I've tried something similar in the past and it didn't work.

3:35Are you married? Yes. Okay. Did you go on a couple of dates with other people that it didn't work out before in order to find the right one? Yes. Awesome. So now you know a little bit about what you like and what you don't like in order to find the right solution. So I didn't find the right solution and now this one could be it. Okay. Exactly. But I saw a bad review for your offer. How many bad reviews were on that website? Maybe like four, five, six? I think I only saw two. Two. Okay. Well, we have 4 ,000 people in the program. So two out of 4 ,000 is like 0.0001 % of a negative success rate, which I think is actually pretty good.

4:10I need to talk to my husband before I buy. And you definitely will. You're either going to have one of two conversations. You're either going to ask for permission on something that he doesn't really know too much about. Or you're going to go to her and you're going to say, hey, honey, I solved this problem for us. And now I'm one step closer to reaching XYZ goal. Okay, great. Here we go. Here we go. I'm scared and I don't think I'm ready to buy. I'm scared. What are we selling? We're selling a course. Some of the best decisions, not only investing into the market, starting any sort of businesses happen in the gray area.

4:40You don't make life changing decisions when everything's all set in stone. It's actually the best time to do that. Right. Overcoming. It's early. I have no caffeine. That was so good. I put you under the fire and I was like, this girl. He called it. He goes, she's not going to start off with, oh, tell me about yourself. Okay. So what people are, if you're just listening or you're watching the video and what you can't see on screen is Blake Roca is here. He is a former guest of the Jasmine Star Show. He's also a business partner for Shelby. And so he's behind the scenes and he told her prep, like, hey girl, you got to watch out.

5:10Jasmine's not going to come in. It's like, tell me your origin story. Oh my gosh. Well, I actually made a get ready with me video today where I go. So I heard the very first question is going to be something a little juicy. I wasn't expecting it to be this juicy, but I love that. No, I'm like, I'm in that energy in order for this conversation. So we overcame six sales objections in about 70 seconds. Y 'all, this is the game that we're playing. And the reason I wanted to start here was because the thing that I see from a lot of entrepreneurs is I don't know how to overcome an objection. And I think a lot of the stuff that I've seen from you is like an objection is an opportunity.

5:44And so I wanted to show people how you're reframing these objections into opportunities. 100%. And you got it on the head. It's an opportunity. So anytime somebody asks you an objection, it's not a bad thing. It means they're genuinely thinking about purchasing your product. And they're genuinely asking you for more information and they're wanting help. You know, when somebody says, oh, I really want to do it, but it's too expensive. Amazing opportunity for you to build value and sell them even further. Because somebody that asks you five different objections before they buy and then they buy, that's a solid customer.

6:19It's probably going to buy a lot of other things from you. So it's actually an opportunity to solidify the sale. One of the things I heard you say was you always look at an objection and it's not a no. It's an opportunity for them to learn more. And you had said the people who buy after asking a lot of questions, They don't have questions once they're actually in after the high ticket investment has made. It's like they already did their work on the front end. Exactly. You don't want the lay down sales where it's like, oh, here's the price. Okay, perfect. Bye. This person is going to get in the program and they're going to have so many objections and questions after they purchase.

6:50I want the person that 100 % knows everything that's going on before they buy. And then they buy it and then they're solid in the program. Okay. So before we get into your origin story, you focus on empowering female sales leads, strong sales leads for high ticket offers. What's a high ticket offer? Like what are most people selling when they get out of your program and they are qualified sales women? What are they mostly selling? Coaching programs. So anything over around$3 ,000 for a program. So your favorite fitness coach, health coach, nutrition coach, mindset coach, sales coach, branding coach, social media coach.

7:25They all have sales teams that are kind of behind the scenes that get on these sales calls. So my girls are the ones that are on those sales calls and make a commission for every sale. Okay. So you have a lot of experience and you have a lot of a very distinct viewpoint. So you have a degree in finance and a master's degree from ASU, but I'm going to go to your story when you are selling pest control door to door. Let's pick it up there because you are educated. You are a competitive athlete. You were an ice skater in Arizona. So you're really an outlier. You like to do the impossible. I always did the weirdest things growing up, but I think that made me who I am today because I'm, I literally despise being normal.

8:07Like I stayed so far away from just like the normal soccer, cheer, straight, just like normal life. I was like, I can't do that. Okay. So that's a very good lead into not doing anything normal. Well, Because here you are, sorority girl from ASU going door to door wearing a polo shirt selling pest control in Minnesota. How did you get there? So I was working like every single job I could find in college. I just loved money. So I was hustling, doing whatever I could in order to make money. Like what? I was working at a coffee shop. I was social media intern. I helped build the SEO marketing for a company that used to be Carvana.

8:50Okay. Just anything and every opportunity. I was like, I'm down. I'll stack all of these jobs. I just love making money. And so I just remember doing all these jobs, working so hard and being always capped at the amount of money that I would make per hour. And so I just knew I was going to be successful. I always just knew that from a young age. And I was just looking for that one vehicle. And then I ran into a guy that I call my mentor, even though he probably thinks I'm just like some crazy girl. but he told me about sales and so he said he made a lot of money in door-to-door sales and how it was the best skill set in order to become successful okay but um i'm a storyteller so i want to picture this like are you in a hallway did you go out for coffee like a lot of times it sounds very ideal idealized like oh we were sitting in arizona overlooking the canyon actually i mean it was pretty cool so i spam dm'd him on linkedin so he came and presented into my honor society class about how we started this company that turned into Carvana.

9:50And he went to, I think it was Stanford Business School. Okay. And I wanted to do exactly that. I wanted to get my master's from Stanford. And so I was like, I need to get more access to him. So I just DM'd him a bunch on LinkedIn. Like what's a bunch? Over the next three days, like every little bit. And so he replied to me like a couple days later and he was like, yeah, actually come to the Carvana headquarters in Phoenix and we'll sit down and talk. I kind of just wanted more of like a rec letter from him for Stanford Business School. Okay. But anyway, so I sit down with him and he's telling me he's okay.

10:26He's bald. Okay. German. Okay. One of my still really good friends that I text often and he is just saying the F word every two seconds. And I think that's where I get it from. I was like, he's so successful, makes so much money. I look up to him and he's just like the coolest guy ever. Like super casual. I came in wearing like the most business outfit possible heels. I'm like 18 years old and he's just like chill and jeans and t-shirt saying the F bomb making millions of dollars owning this company. And I'm like, what? So anyways, he tells me about sales and he's like, you need to learn the art of sales.

11:04And so I said, awesome. I'm taking that. I'm running with it and signed myself up to do door-to-door sales in Minnesota because I saw it on Google. And so talk to me about going from like, are you driving to Minnesota? Like, what is this? Oh my gosh. Yes. So this was probably around like February or March. And then I had a friend who did door-to-door sales in high school that I contacted. And I was like, hey, I've been thinking about doing door-to-door sales, blah, blah, blah. And he was like, oh yeah, for sure. Like it starts in May. We're just going to drive from Arizona all the way to Minnesota and we're going to live there for three to four months.

11:42And so that's exactly what we did. I drove up with two guys that I went to high school with and lived in an apartment with all guys for three to four months and sold pest control. So what time did you wake up in the morning on those days? 6.30 in the morning and we would come home at like 10.30 at night. And you're going door-to-door selling. Yes. And this is your training for moving into what it is you do now. But go back, take me back to the girl who is knocking on doors. Okay. Like you're knocking on doors to strangers, people's houses. You're petite. You're like Tinkerbell. Oh, yeah. What's going through your mind?

12:18Are you worried at all? No. Okay. I'm never worried about safety. Like I could walk through the city and be completely fine. I'm not worried about anything bad happening to me. And I don't know why. I've just never been like that. Okay, so then what about the next thing? So people keep on saying like, no, no, or were people saying yes immediately to you? Well, the very first door I ever knocked on in my life, I actually almost sold it, except I didn't know that you could switch people over from other companies. Okay. So I'm talking to him. I don't even know what we're selling. I got shown the price, the price sheet, they call it, on the way to my very first day on the doors.

12:55so while my manager is like driving me out to this random neighborhood in minnesota called brooklyn park which is very low income like kind of a scary neighborhood he's driving me out he's like yeah so you're gonna say this this and that like talking to me in the mirror and i'm like okay okay i knock on this door and i almost sell him except he's like yeah i would do that i just i have another company like i don't know if i could switch and i'm like yeah i don't know if you can switch anyways. I'm like, oh, that sucks. Okay. Anyways, bye. I mean, I totally could have sold him, but I had no idea that you could even like cancel somebody else's pest control and like switch them over.

13:36Okay. So you go through all of this. Now you, the following summer, go back, or is it the following summer, but you go back with a crew of, of girls at your side. Yeah. So I, wait, actually let's finish the story. So you go through your summer, your first summer ever doing sales, door knocking, building out the skill and thick skin to a no to eventually lead to a yes. How much money do you make that summer? $70 ,000. So you made$70 ,000 in about three months. Okay. So you're driving back to Arizona now. What's going through your mind? What are you thinking? How are you distilling all this? I'm thinking to myself, I'm a millionaire.

14:15I'm 18 years old, made like$70 ,000 is a really big chunk of change for a broke college student. And all of my friends just spent the summer partying it up at their local college. And I come back. I'm like a shell of a human being because it really just takes it out of you. If anybody has ever done door to door, you know exactly what I'm talking about. But I'm feeling rich. Okay. So I'm like, the shots are on me. Like, let's go on a trip. And I won't shut up about sales at all. And so all of my friends around me, though, they were like, okay, we thought you were crazy before you did it, but I mean, you are making all this money.

14:54Like I'm down to do it too. So I recruited a whole team of half guys, half girls, and we went out for the next summer. And then I had like my first little sales team. It was about my first summer. I think I went out without like 10 to 12 little sales reps. And so then of the 10 to 12 sales reps, did they make it through the summer? Oh, no. So only like three to four finished. And that's how it is in door to door. It's not like 10 to 12 finish. Like if you go out with 10, maybe two will finish. It's very like cutthroat. Wow. Yeah. Okay. So then actually I have a question of the people that were there.

15:32What majority stayed? Did more of the guys stay and more of the girls stay or was it pretty equally split? It was equally split. It was guys, two girls. Wow. Okay. So then that summer going back to Arizona after the second summer where you have your first official sales team, what are your sales that summer? I made$150 ,000 my second summer in three months. Yeah. Okay. So you're driving back to Arizona. What's going on in your mind? Oh, I'm a billionaire. Like I made double the amount of money. I was running the sales team and selling yourself that has its own like struggles and that's fine. Like I can sell myself anytime.

16:10But selling with a team is completely different because you're responsible for other people's emotions. And that's something they don't really train you for is your sales reps are going to call you as the manager when they get told no 30 times in a row. They get told to off themselves that they're going to get the cops called on them and you have to like pick them up, talk them off the ledge in between you selling yourself. So it was a huge year of growth because I helped other people make an income. And that was like what I fell in love with because you teach somebody a skill and they go from being terrible at it.

16:51You practice with them a little bit and then they're really good at it. And then they use that skill in order to make money. And it's almost like when they call you and they say, oh my gosh, I just sold eight today. Like I can't believe I made$3 ,000 in one day. This is insane. I'll never go back to being a server, it feels like you made that money. It's awesome. It feels better than myself making that money. So somebody's watching right now and they're not most likely, they're probably not door-to-door sales, but they have told themselves that they have an offer, but they're not really good at sales.

17:22And so what I hear you say is these people started off terrible. Terrible. And then it was a skill with a finite set of like systems, ways, frameworks, pathology of selling. So do you believe that somebody with an offer who feels like they're terrible at sales can be good at sales? A hundred percent. Sales is practice. I didn't know how to talk to people before sales. Like everybody looks at me and they think, oh, this girl's so confident. Like, that's why she's so good is because she can talk so well and she has so much conviction in her voice. She's a good communicator. But sales made me that.

17:56So it's like I was not that before I got into it. But when you're talking to all these different people from different walks of life over and over again, and your words correlate to the amount of dollars that you make in a day, you practice on it. You refine your craft and you get really good at it. So you don't have to start out that way, but you do have to practice in order to be that way and make money. That's so good. Okay. So one of the things that I have noticed is after you've done the reps and you're going summers and you're doing the door knocking, you also notice there's a gap in the market.

18:28And the gap in the market is you're saying there's this, this industry is dominated by men, but women are statistically overall stronger salespeople and they're having better results. So the gap in the market is there's not enough women. So then when do you start registering this? And when do you start speaking to women's sales, aspiring women's sales? Kind of from the jump, because I was always trained by the guys in door to door and the guys that were training me, they were frat guys from U of A and they talked exactly like that. And so I had to kind of take the bones of what they were training me and refine it into what would work for me.

19:08And so I came up with my own script for the sales process that would work as like coming from a woman because you get perceived a different way. So the sell is a little bit different. It's not as like hard and aggressive. It's a little bit more of like getting somebody to sell themselves through asking very intentional questions. Okay. Can I put you on the spot? Mm-hmm. What's one example? Just one example of how the frat guy had given a sales script. And then what was one thing that you did to flip the script so that it's to you? Yeah. So back in the pest control days, now I'm having to like think back to what the script was.

19:42Basically they would say, oh, hey boss man. Like my name is, his name was Dallas. One of the guys that trained me. Dallas, Oh, this is such a frat name. This is such a frat name. Dallas from U of A frat. Love you, Dallas. Dallas, he was the most frat guy ever. We go, hey, boss man, nice to meet you. Let me cut you a deal. I'm the bug boy for so-and-so down the road. If we can fit you in, it's going to be super cheap. And if I said that, I'm the bug boy or bug girl. People would be like, what are you doing? and so I had to get really creative so I changed that approach to I'm the route manager in charge of the schedule so I would say yeah so it was like instead of I'm coming over from this person's neighborhood I'm not going to pretend to be a technician but I can pretend to be the one that's in charge of all of them so instead of like and that would loop back into the closing because all of the guys would say like the guys who are opening the door or the sales guys the sales guys The sales guys would take ownership of the actual service.

20:50So they would say, when I come, I'm going to do this and I will make sure I will do a good job for you. But for me, I'm not spraying any bugs. I hate bugs. And so I would say like, when my guys come, they will do this. And like, I'm in charge of all of them. So like, make sure they're holding up like their end of the service. And if not, like you let me know and I'll have a word with them. So it was like still the same authority, but in a different perception. And so that was kind of like the script that I would use. But the actual like sales process itself, it was a lot more of question-based selling.

21:26So rather than just going straight in for the deal and building value up front, I would ask a lot of questions at first. So if somebody, if I'm pitching an older man, that's a little bit more alpha, they don't give you a lot of respect out the gate, like in the beginning, because you're just like a little girl selling pest control, you know? So if they had some sort of issue, I would be like, oh my gosh, well, I'm sure like, you know, your house way better than me. Like, what would you have done the last time that this popped up? Or who have you called? I'm sure you've called a million people.

22:01So it's like giving them the pedestal almost to be like, I know you kind of know what's going on. Like, what do you think about this? You know? So in this situation, we have somebody like an alpha who knows the most about his house. And so you're just co-signing. You know the most. You're assuring him and you're asking him what might you need so that the sales fills the gap. Now, what if I'll be very gender, I'll play a very gender role. It's a single mom with a home who doesn't know much and she's taking more of like a passive. Those are my favorites. Okay, tell me why. I love the single moms.

22:31Okay. Because they respect you. They respect another woman that's coming up and working. So they don't see you as a desperate peon sales rep. They see you as like, that's so cool that this young woman is out here working. So that respect is kind of already built. Wow. Yeah, that's why I love selling to women too. Because one, women buy way more than the guys. It's in our nature. We just love to buy. And then two, they respect another woman that's working hard. but you have to make sure that you're not triggering anything that's competitive. Okay. So I actually saw one of your pieces of content and we have a family friendly show, but you're talking about the Hooters, like the Hooters approach.

23:10Do you remember this? It's like the Hooters approach to sales. I make so many different like analogies, but yes, I do remember that one. Do you want me to give the framework and then you can expand on it? So what you had said would be the best, like not that you would, you said - The competitive energy. The competitive energy. Yes, yes, yes. You're like, not that I would be like selling at Hooters, but what the competitive energy that it sets as a female sales fleet. Go ahead. Yeah. So it's basically like the Hooters server, whenever she comes up to the table, what they're taught, what they teach the servers to do is to look directly at the woman first and say like, Hey, like nice to meet you.

23:43Like, what do you guys want to order and talk to the girlfriend? And this is if it's a boyfriend and a girlfriend together at Hooters, which I would never do. But if that was the situation, that's how the server is going to approach the woman. because if she were to just look straight at the boyfriend, the girlfriend could get triggered. And it's like, well, the server only cares about one thing and that's the tip. So she wants to make sure that both of them are having a good experience. So she kind of takes down the guard of the girlfriend by focusing in on her, like right from the jump before she even looks at the boyfriend.

24:15And so the same thing when applied to sales, like we're meeting in person, is if a husband and wife approach the door, you're gonna open the door and you're going to look at the significant other, you're going to acknowledge her and be like, hey, I'm here to serve, blah, blah, blah, blah, and then turn your energy elsewhere. 100%. That's good. And especially because the biggest mistake a lot of people make too is they think that the husband is the decision maker. Say more. Say more. I know. It happens to me too. Like sometimes people will think I'm not the decision maker. I'm like, I'm the decision maker.