We’re not failing at life. We were just never taught how to speak up, handle rejection, and confidently ask for what we want.

Today, Jay sits down with sales leader and entrepreneur Shelby Sapp to unpack why sales isn’t about convincing others, but about understanding people, building trust, and believing in yourself. Shelby shares how the skills that helped her go from door-to-door sales to building a thriving business are the same skills we use every day: advocating for ourselves, navigating rejection, and communicating our value. She reframes sales as a mindset shift, from seeing “no” as failure to seeing it as feedback, explaining why learning how to sell is really about learning how to think, speak, and lead with confidence.

Jay and Shelby break down the core principles that make sales applicable to every area of life: identifying leverage, creating real value, keeping things simple, and having the courage to ask for what you want. Shelby explains why people don’t buy products, they buy solutions, outcomes, and relief and how rejection becomes easier when you stop taking it personally.

They also dive into the deeper mindset shifts that separate those who stay stuck from those who grow. Shelby challenges the idea that confidence comes before action, revealing instead that confidence is built by doing uncomfortable things repeatedly and overcoming rejection. Jay reflects on how sales skills teach resilience, the ability to keep showing up with belief even after setbacks, and why handling rejection well can unlock opportunities in every part of life.

In this interview, you'll learn:

How to Sell Without Feeling Manipulative

How to Communicate Your Value Clearly

How to Handle “No” Without Taking It Personally

How to Ask for What You Want (and Get It)

How to Identify What Truly Motivates People

How to Stop Overexplaining and Keep It Simple

How to Create Momentum When You Feel Stuck

Progress isn’t about perfection, it’s about momentum. Trust yourself enough to ask, to act, and to keep going. The skills you build today will shape the confidence, freedom, and purpose you step into tomorrow. 

With Love and Gratitude,

Jay Shetty

JAY’S DAILY WISDOM DELIVERED STRAIGHT TO YOUR INBOX

Join 900,000+ readers discovering how small daily shifts create big life change with my free newsletter. Subscribe here. 

Check out our Apple subscription to unlock bonus content of On Purpose! https://lnk.to/JayShettyPodcast 

What We Discuss:

00:00 Intro

01:23 You’re Already Using Sales in Your Every Day Life 

02:53 The Power of the Reframe 

04:42 The Core Sales Skills Everyone Needs

08:03 Sales Isn’t Manipulation, It’s Emotional Leadership

12:59 One Connection Can Change Everything

17:41 Building a High-Income Skill is Essential 

19:51 Why Mindset Is the Real Advantage

21:35 A Simple Sales Process That Actually Works

27:31 The Most Memorable Thing You’ve Ever Been Sold

30:55 How to Spend Money More Mindfully

34:44 How to Get Started in Sales (Even If You’re Scared)

35:42 Are Networking Events Worth Your Time?

39:39 There’s No Limit to What You Can Earn

43:15 How to Create a Major Salary Jump

46:19 Jobs That Sharpen Your Sales Skills

47:49 The Mindset That Keeps People Stuck

49:35 The Power of Believing in Yourself 

51:59 How to Sell Any Product Effectively

56:44 Sell Me This Pen

01:02:41 Why Assumptions Kill Sales

01:04:09 How to Handle Rejection Without Losing Momentum

01:07:27 How to Reframe Any Objection

01:12:07 The Right Way to Ask for a Raise

01:15:44 What Employers Are Really Looking For

01:20:06 It’s Not a No, It’s a Lesson

01:21:22 How to Talk About Your Wins Without Ego

01:23:24 The Most Challenging Deal of All

01:25:29 Why the Best Sellers Preempt Objections

01:27:12 Why We Struggle to Invest in Ourselves

01:30:57 Shelby on Final Five 

Episode Resources:

Shelby Sapp | https://shelbysapp.com/ 

Shelby Sapp | https://www.instagram.com/shelby.sapp/ 

Shelby Sapp | https://www.youtube.com/@Shelbysappyt 

She Sells | https://shesellsremote.com/ 

She Sells | https://www.instagram.com/shesellsacademy

We&rsquo;re not failing at life. We were just never taught how to speak up, handle rejection, and confidently ask for what we want.
Today, Jay sits down with sales leader and entrepreneur Shelby Sapp to unpack why sales isn&rsquo;t about convincing others, but about understanding people, building trust, and believing in yourself. Shelby shares how the skills that helped her go from door-to-door sales to building a thriving business are the same skills we use every day: advocating for ourselves, navigating rejection, and communicating our value. She reframes sales as a mindset shift, from seeing &ldquo;no&rdquo; as failure to seeing it as feedback, explaining why learning how to sell is really about learning how to think, speak, and lead with confidence.
Jay and Shelby break down the core principles that make sales applicable to every area of life: identifying leverage, creating real value, keeping things simple, and having the courage to ask for what you want. Shelby explains why people don&rsquo;t buy products, they buy solutions, outcomes, and relief and how rejection becomes easier when you stop taking it personally.
They also dive into the deeper mindset shifts that separate those who stay stuck from those who grow. Shelby challenges the idea that confidence comes before action, revealing instead that confidence is built by doing uncomfortable things repeatedly and overcoming rejection. Jay reflects on how sales skills teach resilience, the ability to keep showing up with belief even after setbacks, and why handling rejection well can unlock opportunities in every part of life.
In this interview, you'll learn:
How to Sell Without Feeling Manipulative
How to Communicate Your Value Clearly
How to Handle &ldquo;No&rdquo; Without Taking It Personally
How to Ask for What You Want (and Get It)
How to Identify What Truly Motivates People
How to Stop Overexplaining and Keep It Simple
How to Create Momentum When You Feel Stuck
Progress isn&rsquo;t about perfection, it&rsquo;s about momentum. Trust yourself enough to ask, to act, and to keep going. The skills you build today will shape the confidence, freedom, and purpose you step into tomorrow.&nbsp;
With Love and Gratitude,
Jay Shetty
JAY&rsquo;S DAILY WISDOM DELIVERED STRAIGHT TO YOUR INBOX
Join 900,000+ readers discovering how small daily shifts create big life change with my free newsletter. Subscribe <a href="https://news.jayshetty.me/subscribe">here</a>.&nbsp;
Check out our Apple subscription to unlock bonus content of On Purpose! <a href="https://lnk.to/JayShettyPodcast">https://lnk.to/JayShettyPodcast</a>&nbsp;
What We Discuss:
00:00 Intro
01:23 You&rsquo;re Already Using Sales in Your Every Day Life&nbsp;
02:53 The Power of the Reframe&nbsp;
04:42 The Core Sales Skills Everyone Needs
08:03 Sales Isn&rsquo;t Manipulation, It&rsquo;s Emotional Leadership
12:59 One Connection Can Change Everything
17:41 Building a High-Income Skill is Essential&nbsp;
19:51 Why Mindset Is the Real Advantage
21:35 A Simple Sales Process That Actually Works
27:31 The Most Memorable Thing You&rsquo;ve Ever Been Sold
30:55 How to Spend Money More Mindfully
34:44 How to Get Started in Sales (Even If You&rsquo;re Scared)
35:42 Are Networking Events Worth Your Time?
39:39 There&rsquo;s No Limit to What You Can Earn
43:15 How to Create a Major Salary Jump
46:19 Jobs That Sharpen Your Sales Skills
47:49 The Mindset That Keeps People Stuck
49:35 The Power of Believing in Yourself&nbsp;
51:59 How to Sell Any Product Effectively
56:44 Sell Me This Pen
01:02:41 Why Assumptions Kill Sales
01:04:09 How to Handle Rejection Without Losing Momentum
01:07:27 How to Reframe Any Objection
01:12:07 The Right Way to Ask for a Raise
01:15:44 What Employers Are Really Looking For
01:20:06 It&rsquo;s Not a No, It&rsquo;s a Lesson
01:21:22 How to Talk About Your Wins Without Ego
01:23:24 The Most Challenging Deal of All
01:25:29 Why the Best Sellers Preempt Objections
01:27:12 Why We Struggle to Invest in Ourselves
01:30:57 Shelby on Final Five&nbsp;
Episode Resources:
Shelby Sapp | <a href="https://shelbysapp.com/">https://shelbysapp.com/</a>&nbsp;
Shelby Sapp | <a href="https://www.instagram.com/shelby.sapp/">https://www.instagram.com/shelby.sapp/</a>&nbsp;
Shelby Sapp | <a href="https://www.youtube.com/@Shelbysappyt">https://www.youtube.com/@Shelbysappyt</a>&nbsp;
She Sells | <a href="https://shesellsremote.com/">https://shesellsremote.com/</a>&nbsp;
She Sells | <a href="https://www.instagram.com/shesellsacademy">https://www.instagram.com/shesellsacademy</a>

I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace.

I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!

I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace.
I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!

On Purpose with Jay Shetty

My name is Jay Shetty, and my purpose is to make wisdom go viral. I’m fortunate to have fascinating conversations with the most insightful people in the world, and on my podcast, I’m sharing those conversations with you. New episodes Mondays and Fridays. Please rate and review the podcast if you enjoy it. Live life today ON PURPOSE.

My name is Jay Shetty, and my purpose is to make wisdom go viral. I’m fortunate to have fascinating conversations with the most insightful people in the world, and on my podcast, I’m sharing those conversations with you. New episodes Mondays and Fridays. Please rate and review the podcast if you enjoy it. Live life today ON PURPOSE.

Sales Expert Shelby Sapp: The Simple Sales Framework You Can Use in Work, Money, and Relationships (Follow THIS Method to FINALLY Get The Life You Deserve)

https://api.omny.fm/orgs/e73c998e-6e60-432f-8610-ae210140c5b1/clips/b47949cd-3632-4bd5-80db-b3e5006633f0/transcript