Charlie

Over $4m generated for info offers
Managing and scaling 6-figure sales teams

[Charlie @char_mathias]

I used to think the same when I was a closer

closed my first 100k and thought it was so easy

thought I was the shit

lol

$4m later and I am still learning, daily

managing is a different skill

[Charlie @char_mathias]

Managing a sales team is so different to being a closer yourself

It's understanding how to take the skill of selling

knowing how to then get the best performance out of each individual rep

considering they each have different personalities and communication styles

what works for 1 won't work for another

good managers understand what makes the individual tick

then

how can you bring the right culture to the team as a whole

[Charlie @char_mathias]

offer owners relying on a single payment processor are waiting to crumble

couple chargebacks or refunds and your business is shut down for days

[Charlie @char_mathias]

Hiring a bad sales rep will cost you at least 3x more than hiring a good one

Not seeing the errors soon enough and removing them from the team quickly will cost 10x more

[Charlie @char_mathias]

closers brag about a 50% close rate

but their leads are all from youtube organic and webinars

they are sitting comfy in a 2 call process

the leads are already closed before coming to the call

and they still only close half of them

[Charlie @char_mathias]

To scale an offer, you have to build the foundation and hire the right reps first

too many offers pumping ads to a calendar of reps who can't close a door

Build the team

optimise metrics

scale

[Charlie @char_mathias]

Your closers should have real numbers and proof of their CC

Not just some certificate of who they trained with and how much the training costs

they're not ready for the game

[Charlie @char_mathias]

May 2024 - I was $50k in debt

May 2026 - I just wired $50k for a house deposit

Dream big

[Charlie @char_mathias]

It's insane to me that you see founders working so in the trenches of their own offer

even taking some of the sales calls themselves

and they think the reason they aren't scaling is that they are not spending enough on ads

scaling when your funnel is broken is like filling a bucket that has a hole in it with water

[Charlie @char_mathias]

Sales managers, implement this into your offers to collect more cash without spending any extra

I spot-check closers every week on
- no show/cancellation follow-ups
- referral requests to clients
- weekly follow-up KPI

Reps become lazy when they don't think they are being watched

Lazy reps = less money

[Charlie @char_mathias]

Want lay downs?

Do this yourself or get one of your closed leads to do so…

Make a post on Reddit for your offer owner “is XYZ mentorship legit?”

Then comment as a student on the post about the success you had when you joined

Everyone who interacts is a lead

You’re welcome

[Charlie @char_mathias]

The worst advice anyone could give a sales rep is “just be yourself”

Are you mad??

Be anything but, you absolute neek

You’re not on a sales call to be liked for your gEnUiNe PeRsOnAliTy

[Charlie @char_mathias]

I worked with a psychologist to help me understand people people better

What she taught me?

People dig their heels when they feel judged

Now translate it sales?

More people will buy from you if they feel listened to instead of trying to bulldoze them in objection handling

[Charlie @char_mathias]

Prospects need to be challenged if their beliefs don’t align with what you sell BUT, before you reframe, you have to get their flawed logic to hit a basement

Question them so their idea falls on its ass and they are backed into a corner. Now your reframe will land like gold

[Charlie @char_mathias]

Prospect came with a resistance to invest into himself before even pitching

I could have let it slide, allowed him to take that frame then chase him for weeks to get a deal over the line

Instead, I challenged him (even told him I’ll take payment in 20 mins once he’s heard my pitch)

20 mins later…

Objectionless close

[Charlie @char_mathias]

@jabariwilliamsk Big Win

[Charlie @char_mathias]

@jabariwilliamsk 🤝

[Charlie @char_mathias]

A prospect asked for 50% off as he feels like he doesn’t need to use the full programme and he’s “almost there”

A bad sales rep would allow that frame and brush over him being “almost there”

I walked away from the sale

2 weeks later…

They need you more than you need them

[Charlie @char_mathias]

@StavrosFelanis Leading🤝

[Charlie @char_mathias]

Hit a record day this week

25k CC in a single day

2.5k in coms

I used to work for 2 months to make that amount at my last 9-5

Skillset over everything