How to Build Trust and Close High-Ticket Sales Without Pressure with Stephen Smith

Stephen Smith has spent three years in high-ticket sales, including two years as a setter and one year as a closer, after leaving 12–14-hour oil pipeline shifts in Canada. Now based in Paraguay, he recently reached a personal best of $17,000 in commissions from $150,000 in cash collected, selling 42 units in a single month.His approach centers on service-based selling, deep discovery, and helping prospects influence themselves through better questions rather than persuasion. Stephen also draws from boxing, visualization, mentorship, and personal development, using a deeper personal “why” to replace recognition-driven goals that previously pushed him toward 80-hour workweeks and burnout.The conversation examines how trust can reduce resistance, how deeper listening creates stronger sales conversations, and how closers can build consistency without exhausting themselves. It also explores Stephen’s work helping U.S. veterans pursue disability benefits, where compassion, vulnerability, and understanding the prospect’s deeper challenges become central to the sales process.In this episode00:02 Introduction and Stephen Smith’s sales journey03:59 From oil pipeline work to high-ticket sales05:20 Building a network in Colombia and Paraguay09:12 Lessons from fitness, boxing, and personal development11:01 The psychology of performing under pressure13:12 Mentorship, assertiveness, and leadership15:14 Reaching $17,000 in commissions and $150,000 cash collected16:25 Selling to veterans through trust and compassion22:52 Finding a deeper why and overcoming burnout27:10 Building character, consistency, and sustainable performance29:42 Deep listening and removing rigid sales scriptsMore Value:Join the Sales Ninja party as my personal guest, where I help you to sell more to give more! Grab your guest pass here! https://pro.gosalesninja.com/live-workshopFollow Stephen Smith’s Socials:Facebook | Instagram | LinkedInFollow Jay Lee’s Socials:Facebook | Sales Ninja Community | Instagram | LinkedIn | YouTube | Sales Ninja