Sales Expert: #1 Secret to Master Negotiating | Shelby Sapp

BigDeal

Codie Sanchez

Entrepreneurship, Business, Marketing, Investing

4.9 • 972 Ratings

🗓️ 16 April 2026

⏱️ 85 minutes

🔗️ Recording | iTunes | RSS

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Summary

What if the skill that changes everything isn't marketing, networking, or even hard work? What if it's just learning how to shut up and listen? Sales isn't manipulation. It's communication with intent. And the people who master it never go broke. Shelby Sapp went from knocking doors at 18 to training tens of thousands of closers who now pull in $20K to $60K a month. She built her foundation in door to door pest control, got the cops called on her, had water thrown in her face, and came out with skin so thick that internet hate doesn't even register. Now she teaches women how to sell luxury, close rich people, and never discount their worth. In this conversation, she breaks down the exact frameworks, tonality shifts, body language cues, and objection killing strategies that separate amateurs from killers. You'll learn: Why door to door sales builds thicker skin than any other job on the planet The 80/20 rule that flips every sales conversation and why you should be talking less The three question framework: probing, provoking, and future state questions that close deals Why you should never outshine the master and how to dress when selling women vs men The door frame reset that removes physical objections in real time Why networking is a trap and building yourself beats begging for connections every time How to sell luxury clients without dropping your price and why rich people test you Live rapid fire objection responses to every no you've ever heard The four rules to change your life: delusional goals, work ethic, consistency, and urgency The best closers aren't chasing new leads, they're compounding on existing relationships. Newsletter growth works the same way: own the relationship, don’t rent attention. That’s why creators are switching to beehiiv → https://beehiiv.link/8e4jqq Better quality sleep = better focus. Head to https://eightsleep.com/bigdeal and use code ‘DEAL’ to get $350 off the Pod 5 Ultra. Discover where cash is leaking in your biz and how to stop it at my upcoming Masterclass → https://contrarianthinking.biz/4cEHuZI ___________ (00:00:00) Introduction (00:00:25) The Thick Skin Factory: Why Door-to-Door Sales Built My Foundation (00:10:51) Shut Up and Listen: The 80-20 Rule That Closes Deals (00:11:52) The Three Question Framework: Probing, Provoking, and Future State (00:13:33) Never Outshine the Master: The Dress Code for Selling Women vs Men (00:25:12) The Door Frame Reset: Removing Physical Objections in Real Time (00:28:42) Networking Is a Trap: Why Building Yourself Beats Begging for Connections (00:33:26) Communication Is Currency: How Sales Makes You Wealthy (01:16:16) Selling Luxury: How to Close Rich People Without Dropping Your Price (01:13:12) The Objection Killing Spree: Live Rapid-Fire Responses to Every No (01:22:19) Four Rules to Change Your Life: Delusional Goals, Work Ethic, Consistency, and Urgency ___________ MORE FROM BIGDEAL 🎥 YouTube: https://www.youtube.com/@podcastbigdeal 📸 Instagram: https://www.instagram.com/bigdeal.podcast 📽️ TikTok: https://www.tiktok.com/@big.deal.pod MORE FROM CODIE SANCHEZ 🎥 YouTube: https://www.youtube.com/@codiesanchezct 📸 Instagram: https://www.instagram.com/codiesanchez 📽️ TikTok: https://www.tiktok.com/@realcodiesanchez OTHER THINGS WE DO 🌐 Our community: https://contrarianthinking.typeform.com/to/WBztXXID 📰 Free newsletter: https://contrarianthinking.biz/3XWLlZp 📚 Biz buying course: https://contrarianthinking.biz/3NhjGgN 🏠 Resibrands: https://resibrands.com/ 💰 CT Capital: https://contrarianthinking.biz/4eRyGOk 🏦 Main St Hold Co: https://contrarianthinking.biz/3YfGa8u Learn more about your ad choices. Visit megaphone.fm/adchoices

Transcript

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0:00.0	When you teach a woman's sales, she'll never go broke. Because there's always something to sell. People do love to be sold. I take that back. People hate to be sold, but they love to buy. How do you become a dangerous person at sales? You shut up. You literally shut up. Shelby Sapp has built and broken down more killer salespeople than just about anybody. Founders, entrepreneurs, companies printing millions,
0:21.7	all riding on one skill. Persuasion. Learn to sell and you'll learn to win. Dude, I used to knock on
0:26.9	doors and get the cops called on me. I used to get the door slammed in my face. You really can't
0:33.2	do much to shake me because of the thick skin that I've built through sales. Most annoying line, I think, ever told by a salesperson.
0:40.3	Never let them off the phone.
0:42.3	I hate that.
0:43.3	People need some other freaking urgency nowadays.
0:47.3	I love Gary Vee, but I hate when he says, you have time.
0:50.3	You're so young.
0:52.3	You don't have time.
0:53.3	If you had to give listeners today in 60 seconds, one thing that maybe could make them a million bucks, one thing that could make them 100 bucks.
0:59.9	Four things. One.
1:03.4	What does matter if you want to get ahead?
1:06.1	Yeah. So I would say emotional leadership is a big thing that will never become replaced. That's why I say,
1:11.9	like, anything to do with cold calling or setting is going to be replaced in the next two to three
1:15.4	years, if not faster, because you're just sifting through leads. But anything where you have to do a
1:21.4	high-ticket deal, entrepreneurship, you're leading someone through a purchase decision of over $3,000, they need to talk to a human.
1:30.8	And so any type of skill that protects that buying atmosphere is going to be protected, no matter what comes into play.
1:38.2	You had a video that I loved where I think you were convincing your now fiancé that he should order some food and was hungry. Oh, yeah. Do you remember
1:46.4	this? Like, how can you use sales to convince anybody of anything? And maybe you can use that example.
1:52.0	Yeah. So, I mean, you can phrase questions to a leading no. So everybody thinks that questions you
1:57.2	should ask should lead to a yes. But the human brain loves to say the word no,
	...

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