Sales Expert: How to Win Over Anyone, Build Confidence, & Become Rich! (ft. Shelby Sapp)
5/7/202636 min
How did Shelby Sapp go from selling rat poison door-to-door to becoming a 24-year-old founder making 8-figures per year? It's the same trick she uses to win arguments with her fiancé and pick the wedding venue she actually wants... In this episode, Shelby breaks down the tactics she's used that can win over anybody.
Shelby Sapp is a high-ticket sales coach who teaches sales psychology to other women. She started knocking on doors at 18 selling pest control, became the top first-year rep in the entire company, and was making $300K a summer by 21 — before going all-in on remote high-ticket sales and building a training program that turns servers, nurses, and bartenders into five-figure-a-month closers.
Chapters
00:00 - The Bartender Who Made $62K in Sales Her First Month
01:16 - Why You Don't Need to Be Extroverted to Sell
02:16 - From Zero Sales to Breaking the Company Record
08:07 - Top Confidence Tips
09:04 - Female-Specific Sales Tips
10:38 - The Sales Trick That Closes Deals
13:49 - Why She'll Never Take a Brand Deal
14:34 - When to Quit Your 9 to 5
16:28 - From Door Sales to High-Ticket Closing
19:22 - Why You Have to Be a Psychopath in Sales
20:14 - Using Sales Tactics in Your Relationships
29:48 - Making More Than Him
33:22 - If She Started Over at 20, What She'd Do
🔗 FOLLOW US
https://www.instagram.com/phoebegates
https://www.instagram.com/sophiakianni
https://www.instagram.com/shelby.sapp
🔥 FOLLOW THE BURNOUTS
https://www.instagram.com/theburnouts
https://www.tiktok.com/@theburnouts
https://www.linkedin.com/company/the-burnouts
📲 Support What We’re Building
Phoebe and Sophia aren’t just your hosts—they’re the founders of Phia, a fashion-tech app helping shoppers find the best prices across retail and resale. Download the app and help us grow → https://www.phia.com
About The Burnouts
The Burnouts brings you raw, unfiltered conversations with today’s top founders, creators, athletes, and culture-shaping entrepreneurs. Hosted by Stanford roommates turned startup co-founders Phoebe Gates and Sophia Kianni, the show goes beyond the headlines to reveal the real stories behind ambitious careers.
Past guests include Paris Hilton, Chelsea Handler, Kris Jenner, Karlie Kloss, and more.
Subscribe for the insider playbook to build your dream career.
Clips
Showing 10 of 12Transcript preview
First 90 secondsShelby Sapp· Guest0:00
I was making 300 grand in a summer. You have to be a literal psychopath and step into an alternate version of yourself.
Phoebe Gates· Host0:08
What are your biggest confidence? Hips.
Shelby Sapp· Guest0:10
I did not know how to talk to people. I had anxiety. I would stutter over my words. People think that you have to be extroverted, confident, articulate, but sales gave me all of those skills.
Phoebe Gates· Host0:20
Let's say I'm just someone who wants to be better at negotiating. I wanna win an argument with my boyfriend. What do you think are tips that are really applicable to that?
Shelby Sapp· Guest0:27
Whenever somebody says something that you don't like ... Hey, I'm Shelby Sapp, and welcome to The Burnouts.
Phoebe Gates· Host0:32
Tell me a story about one of the favorite clients you've had that you've trained up, without naming names.
Shelby Sapp· Guest0:38
I'll drop their names. Sabrina, my girl. Okay. Sabrina was a bartender making $4,000 a month, and she has the best energy. Like, she loves talking to people. Obviously, anybody that's a bartender, barista, or a server kills it in sales, 'cause that is sales.
Phoebe Gates· Host0:55
Yeah.
Shelby Sapp· Guest0:55
You're working for tips. You're making a table happy, you know? And so she basically, she tried everything: e-commerce, drop shipping, starting a marketing agency. Nothing really stuck, and then she did remote closing, w- obviously through my program. She made $62,000 last month in February, and she had no sales experience.
Phoebe Gates· Host1:15
This is something I always struggle with when we're hiring for sales is, do you think people are just born with it? Like, do you think you have to be social and charismatic to get sales, or do you think anyone can learn it?
Shelby Sapp· Guest1:23
Dude, not at all. I was so scared to start sales. Like, the word