Who Is Zahava Thornton? How to Get Into Sales and Win

Who is Zahava Thornton?

Zahava Thornton is a sales coach for women. She goes by Hava, and on Instagram she is @hava.thornton. The account is verified and had about 13,800 followers on October 17, 2026. She also has about 22,300 followers on TikTok.

Her bio sums up her pitch: "Top producer 12 months straight," and now she builds them. She asks women who want to learn more to message her the word CLOSE.

Her start was rough, and she talks about it openly. In one reel she says that six years ago she was working three jobs, walking everywhere and making almost no money. Today she says she works from home and runs a sales team of more than 45 people.

What does Zahava Thornton sell?

She sells two things. First, she sells over the phone. Her videos point to Medicare insurance. One morning clip greets "all my Medicare reps" on the first day of AEP, the busy season for that work. Medicare lists the open enrollment period, when people can join or switch plans, as October 15 to December 7. In her live call clip, she asks about the caller's doctors, medicines and extra benefits like a monthly food card.

Second, she sells coaching. Her posts describe a women-only sales coaching program for women "ready to hit six figures." Her link page offers a free daily mindset and sales workbook. It also points to a clothing shop called Sales Baddie and an Amazon storefront.

Insurance sales comes with strict rules. If you sell Medicare plans, follow the scripts and rules your company and the carriers give you. Our insurance objection handling script guide covers more on that.

What is her advice on how to get into sales?

Her answer is simple. Stop making it so hard. In that same reel, she says she just went on Indeed, found a job, applied and got in.

She tells people in DoorDash or restaurant jobs to do the same. Insurance, tech, cars, real estate. "Pick one and apply," her caption says. She also says you do not need to pay for a $5,000 course just to start. Find a job where you don't pay money to begin, and see if you even like the game.

In a separate post, she speaks to teachers and managers. If you lead a classroom or a team, she says, you already have people skills. Sales is a real talk, rapport, finding the problem and guiding someone to a better answer.

Once you land a job, be ready for the interview questions. Our list of sales interview questions and answers can help.

What happened the first time she tried sales?

She failed. In a reel caption, she says she made 100 calls a day and got nowhere. After eight months, she quit.

Three years later she tried again. She says she made more than $150K in her first year. Those are her numbers. We have not checked them, and nobody's results are guaranteed.

She says three things changed:

1. Conviction. She got clear on why she was in the job and how much she wanted to make. Then she worked backward. Her income goal told her how many sales she needed and how many calls to make each day.
2. Conversion. She learned the steps every sales call needs (more on those below).
3. Consistency. Sales burns people out. She learned to spot burnout coming and to keep showing up anyway.

If 100 calls a day sounds scary, our guide on what cold calling is shows what that work really looks like.

What are her four steps for every sale?

She once tried to fit them into about a minute in a quick video. Here they are:

1. Tell them why you're on the phone. Don't waste their time. Get straight to finding the problem.
2. Sell the feeling. She says people don't buy products. They buy feelings. Help them feel what it's like to have the problem solved.
3. Get them to say they want it solved. When they say it out loud, they own the choice.
4. Solve and close.

She says most people skip to step four and wonder why it fails.

She keeps the pitch short too. In a reel about pitching, she says to "sell the vacation, not the flight." Use the buyer's own words, show the result, and skip the tiny details. Before you give the price, ask, "Anything you don't love so far?" Then say the price and move right into the next step. Our sales pitch presentation examples show more ways to keep a pitch tight.

How does she handle objections without feeling pushy?

She hated feeling pushy. So, in a reel filmed on a dog walk, she explains how she stopped pushing and started asking.

• The first objection is rarely the real one. Something sits under it that they don't want to say.
• Name the two options. When she hears "I need to think about it," she says it's usually a real worry, or a polite way to say no, "which is totally okay." Then she asks which one feels closer.
• Ask them to open up. "When you say you want time to think about it, what do you want to think about?"

She calls this her "therapist approach." When people feel heard, they trust you. When they trust you, they buy. Our full guide to objection handling for sales has more ways to find the real reason.

She is not the only coach on this beat. Featured Closer Kayla Hodges also trains women in sales and uses questions to calm push-back before it forms. And Maddie DeCoste also says "I need to think about it" usually hides a deeper reason.

How does she handle "I don't want to switch"?

This brings us back to her live call. In her caption, she names the big mistake: reps jump straight into what their product can do.

Her view is that people don't care what you offer until they feel safe leaving what they have. So she asks first:

• What do they like about where they are now?
• What would they hate to lose?

On the call, she checks what the caller wants, then asks one more question. Would they be open to looking at options if their doctors and medicines stayed the same? "Understand what they're protecting," she writes, "and the objection handles itself."

What can any closer learn from her?

Knowing how to get into sales is step one. Staying in is step two. A few of her lessons work in any kind of sales. In a list post, she says she has been the worst producer on the floor and the top producer for a year straight. What she says she learned:

• "I need to think about it" is often a polite no. Deal with it on the call.
• If they haven't hung up, they're still interested.
• Talk less about features and more about their pain.
• Being nice doesn't get you paid. The hard truth does.
• Listen to your own calls. That's your game tape.

She also coaches managers. In one video, she says she loves jumping on her agents' calls. She says who she is, asks easy questions and helps guide the call home. Our guide to what a sales manager does covers more of that job.

Not every post is a lesson. Some of her clips are acted-out POV jokes about life in phone sales, like one about having a stern face but a sweet phone voice. Others are morning hype posts for "sales girlies" working from home.

Where can you follow Zahava Thornton?

You can find her on Instagram and TikTok as @hava.thornton. Her link page has her free workbook and her other links.

Think back to that live call. A caller who did not want to switch. A rep who skipped the pitch and asked what she liked about her plan. That one question is her whole method in small form: find out what people want to protect, then help. It is also how she says she went from quitting sales to leading a team. Meet more people like her in our Featured Closers section.