Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)
Shelby Haas-Sapp: Top Sales Strategies to Convert and Scale Your Online Business | Sales | E345
Mon, 07 Apr 2025
Shelby Haas-Sapp didn’t become a sales expert overnight. At just 18 years old, she was selling door-to-door, mastering rejection, and prospecting with confidence. Now, at 23, she has built a thriving online business by combining her unapologetically feminine sales strategies with content marketing across social media. In this episode, Shelby reveals the mindset, psychology, and tactics behind closing deals. She shares how to handle objections, convert leads, scale with webinars, and stand out online. In this episode, Hala and Shelby will discuss: (00:00) Introduction (01:32) How Motivation Drives Sales Success (03:37) Building a “Sales Psychopath” Mindset (06:53) Why Women Are More Successful at Selling (09:50) The Hot Girl Sales Mentality (16:31) How to Sell to Different Types of Buyers (26:37) Lessons from Door-to-Door Sales Strategy (29:44) Why Being a “Soft Girl” Won't Cut It in Sales (33:18) How to Handle Objections and Close Deals (45:02) Why Content is the New Sales Pitch (46:41) The Secrets to Successful Deal Closures (54:35) Social Media Sales Strategies (01:02:07) Webinars for Effective Online Selling Shelby Haas-Sapp is a sales trainer, content creator, and founder of She Sells Academy, where she empowers motivated women with the skills and mindset needed to succeed in sales. Starting in door-to-door sales, Shelby learned how to pitch, handle rejection, and build resilience. Now, she’s changing the game by teaching women how to crush it as remote sales reps, own their ambition, and achieve financial freedom. Sponsored By: RobinHood - Receive your 3% boost on annual IRA contributions, sign up at robinhood.com/gold Indeed - Get a $75 sponsored job credit at indeed.com/profiting Shopify - Sign up for a one-dollar-per-month trial period at youngandprofiting.co/shopify Microsoft Teams - Stop paying for tools. Get everything you need, for free at aka.ms/profiting Mercury - Streamline your banking and finances in one place. Learn more at mercur.com/profiting Open Phone - Streamline and scale your customer communications with OpenPhone. Get 20% off your first 6 months at openphone.com/profiting LinkedIn Marketing Solutions - Get a $100 credit on your next campaign at linkedin.com/profiting Bilt Rewards - Start paying rent through Bilt and take advantage of your Neighborhood Benefits™ by going to joinbilt.com/PROFITING. Airbnb - Find yourself a co-host at airbnb.com/host Resources Mentioned: She Sells Academy: bit.ly/SheSellsRemote Active Deals - youngandprofiting.com/deals Key YAP Links Reviews - ratethispodcast.com/yap Youtube - youtube.com/c/YoungandProfiting LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Economics, E-commerce, Ecommerce, Negotiation, Persuasion, Inbound, Value Selling, Account Management, Business Growth, Scaling, Sales Podcast.
Chapter 1: What is the importance of motivation in sales?
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.
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.
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. So on Instagram, what do you feel like goes most viral?
There's like two buckets. One bucket is...
Yeah, fam, we get a lot of big names on the show from Gary Vaynerchuk to Mel Robbins to Adam Grant. And it turns out, even though this is Young and Profiting podcast, most of the people that I interview aren't young at all. And if you guys listen to the show, you know that. But from time to time, I do like to keep my eyes open for rising young stars that we could learn from.
This is all about actionable advice, real advice that we can use in entrepreneurship. And sometimes there's a young person out there that just really knows their stuff. And even if they're at the start of their entrepreneurial careers, they understand a certain topic and they understand how to teach that topic. And that's why I'm so happy to welcome Shelby Sapp to the show. She's 23 years old.
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Chapter 2: How can women leverage their strengths in sales?
She's taken the sales community by storm. She's a sales expert. She's completely dominated the female sales training space. And she's the founder and CEO of the SheSells Academy. Her approach to sales training has garnered her hundreds of thousands of followers on Instagram and TikTok. In this episode, we're really going to focus on two things, her sales strategies.
We're going to talk about objections, mindset, how to be a sales psychopath, how to hot girl and hot guy sell. We're also going to talk about how to build an online community and sell to them. If you guys want a masterclass in hot girl, hot guy sales training, you guys are in for a treat today. Without further delay, here's Shelby. Shelby, welcome to Young and Profiting Podcast.
Thank you for having me. 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 Miner 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? 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 does it. at all.
But then 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 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? But 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.
And speaking of like mindset, motivation, what kind of limiting beliefs do you feel like people usually have that's holding them back from actually being good at selling?
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Chapter 3: What is the 'Sales Psychopath' mindset?
I would say that people are scary. People are not scary at all. Especially I teach a lot of women, the men, they're like so scared to sell these alpha males. And it's like, those guys are more than often the teddy bears. And they kind of respect when you are a little bit pushy with them. Like, they're like, okay, like I respect this girl. I respect the hustle.
So just kind of knowing that other people aren't as scary as they seem, and they have no idea what you're saying. So you can just have fun with it. Bring back the human connection to sales rather than just like selling with a script.
So you're like blowing up on social media. You're doing really well on Instagram and TikTok. And I saw one of your videos and you were talking about how you need to be a sales psychopath.
Oh, yes, you do. Talk to me about that. I like to say you have to be a complete literal psychopath in sales because a lot of people think, you know, sales is super cool, the shiny thing. You can make a lot of money. It's like, yes, but you don't get paid to show up. You get paid to go the extra mile. And sales is something to where it's a direct reflection of your work ethic.
So if you really want to make it worth it and to be that top 1% cream of the crop, you have to be a little bit of a psycho, not only in your work ethic, but also in your ability to just know how to regulate your emotions throughout the day. Like for example, you're going to 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 sale. This is the person that's going to buy from me. when maybe the last 10 people told you to yourself. So to me, that's so psychotic because that's not normal. That's not normal human behavior. You have to trick yourself into being this psychopathic mentality in order to really reap, in my opinion, the true benefits of sales.
Because that really does come from the top of the top, the best of the best.
It's so true because like nobody really knows like what your track record is. Nobody knows how many sales you made before that day. The customer knows nothing about you. They don't know your ranking. They don't know anything about you. So you can come there with good energy and just have the confidence and know your stuff. And they have no idea how well you've done in the past. Exactly.
And it sounds so simple, but it's really not because having that conviction in your voice and that sure tone and that confidence, that energy and the aura when you just got demolished by every single person before is so hard. But like you said, they really have no clue. So you almost have to like brainwash yourself into being like, this is the client that's going to buy.
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Chapter 4: Why is appearance important in sales?
So I know that you spent a lot of your time focused on selling to women. And there's been a lot of recent reporting saying that women are better at selling than men. And you've really built your whole brand around female sales reps. 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.
So this is what I've found is one, women get a little bit underestimated when they hop onto a sales call. And this can be either a really good or really bad thing. Because if you don't know how to run the call, if you don't know how to establish your authority, your credibility, your respect, then you're just going to get walked all over.
And then that's why some women think, oh, well, I'm just not good because they don't respect me. It's like you didn't demand the respect. So that's kind of like the way it could go negatively if you don't know how to use your advantages to your advantage.
But the best way is you get a little bit underestimated in the beginning, but then you kind of like take charge and put your foot down almost in the sale. That way they're like, oh, this girl knows her stuff. Like I respect that. So then it kind of almost becomes a positive.
And that's what I train my girls on is how to use like, yes, we're going to have a little bit of a stereotype no matter who you're talking to. Older women might look down on you. Younger women might look up to you. Older men might be like, oh, she has no idea what she's talking about. So using those different stereotypes as a way to actually be a plus side in sales.
Also, men, I've trained a lot of men specifically more in door-to-door. They have that credibility. Like as soon as they hop on a call, they have that authority. They have a little bit more respect. And so for them, it's more about building the softer side throughout the sales process versus girls. I teach them to do a little bit of the opposite because people already want to open up to you.
That makes sense. So it's like women already have natural empathy and the men, you actually teach them how to have better empathy so that they can be more like women in the sales process.
So it's kind of like a blend of the soft side, but also like maintaining that respect and credibility because that's what sales is, is it's perfectly teetering the line between let's get the deal done. This is what makes sense. Like the business side, the logical side of your brain, but then the other side of your brain is emotions.
And I always tell my students that I teach, you can't sell with logic because then a buyer is going to make a logical decision. They're going to take your logical pitch and they're going to make a logical decision, which is, this sounds great. Send it over and we'll talk about it later. That's the logical thing to do, right? Is not to spend thousands of dollars on a 30-minute call.
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Chapter 5: How do you sell to different personality types?
And I was telling them how when I worked at Disney and corporate, everybody, I look much younger than I am. And so everybody used to think I was like 10 years younger than I was. And I was treated like an intern, even though I had all this experience. And I ended up leaving corporate to be an entrepreneur. One of the reasons why is because I look too young to be taken seriously.
And the guy told me that in business, the age you want to look like is 35. I agree. Whether you're older or younger. And to me, like, I always like remember that. I was like, okay, I just need to look like 30, 35 forever.
That is so funny because I always tell my friends, I'm like, I feel like girls want to look younger. I make myself try to look older. You know, like I put my hair up, glasses on, red nails. Like I'm trying to make myself look a little bit more older because you're so right.
I feel like that's like the perfect age for respect, but also still being like somebody that people really are like, oh my gosh, like I really want to talk to her.
Exactly. You've got experience, but you're still young enough to be like hungry and tech savvy. And so like 35 is the age that you want to emulate. And I like never forgot that. So when it comes to sales, I personally feel like my femininity, wearing makeup, dressing nice, grooming helps me close deals.
When I was saying before, like if I'm ever like sick, tired or like don't have time to do my makeup or hair and I get on a sales call, I'm like 50% chance this is not going to close because like I don't feel my best. I don't look my best. Maybe the lighting is bad. I'm like in a hotel or something. And so I wanted to get your thoughts on that, like grooming men and women.
What do you think matters?
100%. So the majority of the sales that I teach are like face to face. So like you can see the other person. And I straight up tell, well, I told my girls or my guys when I was doing door to door and I tell my girls now, you need to look good. Like looks do matter in a sales process. They make people want to talk to you, hear you out a little bit more, but also like yourself.
When you look and feel your best self, you're going to be more open with people. You're going to have just a better energy. And that kind of comes back to the hot girl mentality of I am that girl. And when I show up, I'm going to look my best. I'm going to feel my best and I'm going to act my best.
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Chapter 6: What lessons can we learn from door-to-door sales?
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