The Exchanges

Q Okay, I want to end on two more. One is she sells. You've taught, like, tens of thousands of ladies by now how to sell. What's your secret tips? Like, if I have, if I'm a she sells girl by Shelby, and I'm listening today, what are the secret tips for sales that you're like, my girls get this, nobody else does?

A I love that. So remember how I talked about the environmental closing door-to-door sales, where I'm like, you have to move someone? You can do the same thing over Zoom, and I never talk about that on social media, because I don't want anybody else to use it, because sales tricks, it's like, you teach it for a couple years, and then everybody starts doing it, and you have to come up with something different, right? So that's kind of one that I gatekeep that y'all can have, but I was thinking, I was like, environmental closing works so well in in-person, when you just move people, because it breaks The frame of being a salesperson, and now you're a helper. I was like, how do we do that over Zoom when we're just stuck in a box? Well, the answer is, you'd be like, oh, sorry, I need to plug in my phone really quick. Oh, I need to go get water. Oh, someone's at my door really quick. This is when you find yourself in a position where someone keeps saying no, no, no, no, no. Because they start associating the physical surroundings with their no. So you can kind of restart the conversation by being like, hold on, I need to go put my dogs in the room. I'll come back in like two minutes. Because what does this person do? You don't ask, you just tell them. What do they do? They open up their phone. They start scrolling. They maybe check their email. They just forget about how hard you are …

AI assessment note: “You can do the same thing over Zoom, and I never talk about that”

Q So good. This is kind of controversial, but do you think that you make more money when you dress better and you're hotter?

A Ooh, ok, yes to an extent. So, uh, we've actually found when you're a woman and you're selling to another woman, you should underdress a little bit. When you're selling to a man, you should overdress a little bit. So it is a little bit different, and I'm not saying you have to, like, put your makeup on, take it off, put your makeup on, take it off on your sales calls, but it's like, it is knowing that the core rule is, like, never outshine the master. So if you're talking to somebody and you're trying to say how amazing you are, you're Beautiful. It's like, that's very intimidating for someone, and if being intimidating is not gonna allow them to open up and to feel safe with you, then it's gonna hurt you. So it is a fine line to toe where it's like, look confident, because confidence comes out in your conviction, which comes out in the energy that you bring into a conversation, and your energy is your currency. So look confident, but you don't have to kick yourself up every single time you take a sales call. Serious, I have so many girls that, they look perfect, and they're like, why aren't people opening up to me? And I'm like, You are too perfect. People love to talk to someone that, uh, one little trick I teach my sales girls too is to say something a little self-deprecating in the beginning just to show that you're human, you know, or to like wipe your camera a little bit …

AI assessment note: “yes to an extent. So, uh, we've actually found when you're a woman”

Q What does that sound like? What is a sincere close?

A So a sincere close is taking the yes or no off of the product and putting it to yourself. So you're making the sale personal. You're saying it's not about this anymore. It's about I want your business so bad because I know what's on the other side. I know what we can do. I know you're going to buy this at some point in the future. Maybe it's with the next person that hits you up about whatever it is that you're selling. I want that person to be me. I've seen what it looks like with other competitors, with us, and I want to be the person that shows you XYZ transformation. Would you please give me a shot to Get you in the door to show you, and then I'll earn your business for life. So it's like you just put the sale back on you, but the key with this is you have to earn the right to do so. You can't just sincere close someone that you just met that you don't have a connection with. This is why building rapport is so important throughout the sale. Um, and then the question is how do you build rapport with someone, right? Um, bad rapport looks like Oh my gosh, you're from Florida. My cousin went to FSU. That's so funny. Oh my gosh, I love your hair. People hate when you're fake. And so before the sales process comes about, don't say any of that stuff because they know that you're only saying that because you want to get a commission. And so it just further increases their sales res…

AI assessment note: “a sincere close is taking the yes or no off of the product”

Q Ah, so good. What about, um, What about, like, how many reps do you feel like you need to take to get really good at sales?

A Mmm, okay, so it depends on if you're doing cold leads or warm leads, but I feel like the rule of a hundred stands true. I forget what book it was that I read, but it was like, if you do something a hundred times for a hundred days, you become an expert, and it's true. Like, if you just get your reps in, it will work, and so everybody thinks that you need the skill in order to be good. It's no, you need the quantity before you get the skill. You get the skill through just doing it. Like, you don't, What's the phrase? It's like, you don't learn how to swim by reading about water. You just have to throw yourself into it, and you learn what you like to say, what you don't like to say, what feels weird and icky, versus what really hits with your clients coming out of your mouth. Like, you just learn your own selling style through actually doing it, but that's the band-aid that you have to rip off.

AI assessment note: “I feel like the rule of a hundred stands true.”

Q But even how your voice kind of went down and you were like, oh, you know, and you change your intonation. What have you learned about not just what you say, but the way your voice changes in sales?

A Ok, so this is huge. When I first started sales, I was wondering why nobody would take me seriously. And I felt like I was just becoming people's friends and nobody would buy from me. And then my manager was like, hey, record some of your calls and we'll dissect it. And it came to be, and I learned through the voice recordings, which is a great way to practice sales, that I was talking with commas instead of periods. So I was like, hey, nice to meet you. My name's Shelby. So blah, blah, blah, blah. All of my words were blending together. And the way that you talk Like, even the way that I'm doing this right now is more with a downward inflection rather than an up tone. So little kind of tips and tricks really can convey a different message when you're trying to talk to someone. Even as little as the tonality, talking with periods instead of commas. Um, it's so funny because you mentioned content a lot, which I obviously love content. You do the same thing in sales. It's called hooking people. So people's attention spans are very short. So you can say something that kind of grabs their attention, and then the three reasons why. Which does that remind you of content? It's like the hook, and then the three reasons why.

AI assessment note: “I learned through the voice recordings... that I was talking with commas instead of periods.”

Q to feel like they're the important one, and so you might not even realize you're not talking to the buyer. You might be talking to the user, aka the wife, but the buyer's the husband, and you don't even realize that you need to change the sales pitch because you've got to talk to this other person. How do you figure out who is really in charge in a sale?

A Um, if it's different between a gatekeeper and a non-decision maker. So a gatekeeper is like a receptionist. Uh, when I did door-to-door sales, there were a lot of house managers in big mansions, um, or maybe their kids answered the door or whatever. Um, a gatekeeper is different because the sale with the gatekeeper is you're not selling the product because that's not their decision to make. You're selling the chance to pitch the decision maker. Versus if you have a non-decision maker in front of you, you are, you should never reveal price without having a decision maker present with you. So you have to use the price as leverage in order to get the decision maker on the call or in front of you. So it's like, I would love to have all of us like right here that way when I go for the price, we can all ask our questions together. I'm sure he or she has a ton of questions. Also, never assume that the girl is not The decision maker. Because nowadays I feel like they're literally the decision maker more often than not the guys. And so never assume that someone's the decision maker if they're not or vice versa. Um, and like you said, always make people feel important and make people feel like you're a helper. Because if you're a salesperson, they won't let you near the decision maker. But if you're a helper and you're trying to help people, then they will guide you to that decision mak…

AI assessment note: “use the price as leverage in order to get the decision maker on the call”