In this episode of Your Dream Business Podcast, I’m tackling the often-feared topic of sales calls with Charlie Day, a pro in the sales world and award-winning entrepreneur. We chat about how the online business landscape is changing and why sales calls are becoming more important—especially for high-ticket items. I also share my own struggles and misconceptions around sales, while Charlie drops some super helpful tips on handling objections, building real relationships, and selling with integrity. Packed with real-life examples and thought-provoking insights, this episode is perfect for coaches, course creators, and membership site owners who want to step up their sales game in today’s fast-changing market.
KEY TAKEAWAYS COVERED IN THE PODCAST
- Sales Calls Are Crucial for High-Ticket Sales: As the online business world evolves, sales calls have become a must for selling higher-ticket items, helping you build trust and close bigger deals.
- Handle Objections with Confidence: Learning how to respond to objections and seeing them as an opportunity to connect with potential clients is key to mastering sales calls.
- Build Real Relationships: Selling isn’t just about pushing a product—it’s about building genuine relationships. Approach your sales calls with integrity, focus on solving problems, and focus on long-term connections, not just a quick sale.
If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.
LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE
Connect with Charlie on Instagram, Facebook, TikTok, or LinkedIn
Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa’s email list, Instagram, LinkedIn, or Facebook
Transcript
Teresa: Today’s podcast guest called me out on something that I don’t do and really made me think about why I don’t do it and why maybe I should. We are talking about sales and sales calls. If you have ever thought, I don’t need to do a sales call, I have an online business, well, the world is changing, and depending on the price of your product that you’re selling online, some people are going to want to get on a sales call with you, and in some instances we will need to do that.
So how do you do a sales call if you don’t love selling? And also how do you do it with integrity, non sleazy in a way that feels good for you and the person who’s on the call with you? This is exactly what we’re talking about in today’s podcast episode.
Welcome to the Your Dream Business Podcast. I’m your host Teresa Heath Wareing an international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast.
I am so excited to [00:01:00] guide you on the journey of creating a business and life that you not only love, but one that perfectly aligns with you and the season of life that you are in. In each episode, I’ll share you easy, actionable, and insightful strategies to grow your online business. Plus, we’ll be diving into some mindset, tools and strategies that keep you focused, motivated, and are going to stop you from getting in your own way.
So if you’re a course creator, membership owner, or coach, you are in the right place. Let’s get started. Hello and welcome to another episode of the Your Dream Business Podcast. I’m your host Teresa wearing as always. Okay. This week we have an interview and it’s a subject that I don’t really love, but I have to learn to love it.
I don’t have to learn to love it, but I definitely need to learn to do it because the world of online business is changing. And today I am talking to the very lovely Charlie Day Sales about sales. Her name isn’t Charlie Day Sales. Her business is called Charlie Day Sales. Her name’s Charlie [00:02:00] Day. Anyway, so we are talking all about sales and how you sell to people, now.
I think most of us in business really don’t love that. And I think there’s this thing where, and I think it’s for me, that if you are trying to sell, you don’t care. Like, and I know that sounds ludicrous and this episode is definitely gonna prove that is not the case, but. In my head, it’s like if you are going into a sales call and you’re trying to convert someone, and you know it’s a numbers game, so you know you need to do X amount of sales calls.
If you want X amount of customers that that doesn’t feel like you are caring or that you are like invested. You are just invested in the sale and that really isn’t the case. And I think that’s probably a block I’ve had in my own head that I have to shift that actually. Selling isn’t what we think it is.
Selling is just about having a conversation, and that’s exactly what Charlie shares today. We also talk about how not [00:03:00] selling is also part of selling, and I know this really well. One thing I’m very good at is not having someone buy from me if I don’t think it’s appropriate. I have been on a few different calls where I have said, I don’t think you should.
Because either I don’t think they’re ready. I don’t think they’ll do the work. I don’t think it’s the most effective use of their finances at that point. And what’s kind of a bit sad in some cases is I’ve then found out later on they’ve gone and bought from someone else. And I say this on the episode, and that’s frustrating because I was doing.
In my head, I had the kindness to them and not just taking their money. And I’ll still stand by that and I think that’s still important. But anyway, I digress. Charlie talks us through what selling is and basically, as I said, it’s asking questions, it’s being open to the conversation, and then also it’s challenging some of those answers and I get Charlie to go through and say like, treat me as if I’m someone she’s selling to.
What would she say to this? Because for me, that’s the most [00:04:00] helpful hearing someone who. Almost go through a role play. Of like, okay, so if someone said this, what would you say back to them? And I think you’re gonna find this episode so very helpful. And the reason I think you’re gonna find it hope helpful, even though we’re online businesses and lots of people will think, well, we don’t do sales calls, we do webinars where we sell and people click to buy.
The world has changed. We know that. I’ve talked about that a lot. And one of the things that’s changed from a buying online point of view is people are not so keen and understandably so to just click a button and pay 2000 pounds or $2,000. And actually Charlie mentions in the episode that anything over 2000, we really should be 2000 and above.
We should be looking at sales calls. But it’s understandable. That’s a lot of money, right? And if someone is going to invest that amount of money with you, you could get on a 20 minute call and have a conversation with them and say, okay, this is what it is. This is who I am, this is what it looks like.
It doesn’t have to feel like I’m [00:05:00] gonna get ’em on a call and I’m gonna close them down. That isn’t what sales has to be. And Charlie is a really good salesperson and I joke that I won’t get on her list ’cause otherwise she’ll sell to me and then I’ll buy. But actually everything she said didn’t make me think, oh, you’re just really good at selling.
It was a real strategy and a real kind of, it came from a really lovely place. So I do think you’re gonna really enjoy this episode. Okay. Charlie Day is a multi-award winning entrepreneur, and she has built three multi-six figure businesses from the ground up. She’s passionate about helping business owners create more sales in their business and proclaims that selling is easy if you just know how. She believes that selling the right way with integrity and with the customer’s best interest at heart.
Amen. Yes. No slee sales tactics or pushy closes with Charlie. She wants to change the face of sales and help people create a sales strategy that works time and time again. Charlie’s also the founder of Sales Made Easy an agency. No, not Sales Made Easy. She’s also the founder of [00:06:00] Sales Made the Agency where she sells on behalf of other business owners.
She, like I said, this is her world. She loves this stuff and she’s very good at it and. Where she comes from, from a selling point of view feels really good. So I think you’re gonna really enjoy this episode, and whether you think you’ll ever have to get on a sales call or not, I know you’re gonna get something from it.
Without further ado, here’s the lovely Charlie.
Charlie, welcome to the podcast.
Charlie: Hi, I am so excited to be here.
Teresa: I am very excited for this conversation because. You came to an event I was at and spoke and whether you knowingly know you did it or not, but you really called me out and made me go, oh God, I like have a bit of a hard looking the mirror at myself about sales.
I wanna kick straight off with do you think anybody can sell?
Charlie: Yes.
Teresa: Great, thanks. Goodbye. No joking. Okay,
Charlie: then anyone can sell. And I think, [00:07:00] you know, here’s the thing. People look at me and they go, you are confident. You are out there, you are enthusiastic. Of course you are. You are great at selling. But I’m not. I’m awkward. Do you know what I mean? Just I get myself into the zone of setting. I absolutely hate walking into a networking event where I know nobody, that to me is hell. Put me on a sales call with a complete random stranger, and I’m in my element because I have chosen to become a salesperson, and I’ve stepped into that and I have become that person.
And I honestly believe that anyone can do it. And if anybody’s listening to this and they’re thinking, I’m introverted, I’m shy, whatever you want to call it. Brilliant. Great, because do you know what, sometimes extrovert comes across pushy. Sometimes extrovert is too much. I know I’m too much for some people.
And actually to be excellent at sales, you need to be a great listener. A great really uncovering problems and often introverts [00:08:00] are really, really great at that. So can an introvert be as good selling as an extrovert? Absolutely. Anybody can sell. And the main thing that I think you need is just a want, a want to sell.
Teresa: And I think if you ask most business owners, they don’t want to sell. Like if the sales could just come in without me actually doing anything, that would be awesome. Do you feel like they have any choice? Because I’m not sure they do.
Charlie: No, not in 2025. I’m afraid they don’t. And people who’ve been on a journey and, you know, I came into this space in 2020, so I had it okay for a couple of years, but people who came in prior to 2020 and had it good for like years and years and years.
Then making that shift to now. Now we’re actively selling. We are not just putting, you know, the sales page out there and everyone’s clicking on it. We are actively selling. That’s a real shift for some people.
Teresa: I guess what I should have made [00:09:00] clear, and maybe I will do in the intro, is that when we are talking, selling, ’cause we’ve talked about sales page selling, I’m sure I’ve done email selling, like we are talking about actually speaking to someone selling.
And I think if we talk if, and you must have this all the time, whenever you bring that up, people must just go like, horrible car salesman. Horrible. Like, you know, UPVC window salespeople like. That’s what we imagine, but it doesn’t have to be that way, surely.
Charlie: Absolutely not. And I think you are absolutely right. That is car sales guy. Worst thing ever. That is what comes to mind. That is what people don’t want to be. But I actually think if you look at the fundamentals of sales, really listening, really understanding, asking questions, building relationships, it’s the complete opposite of that classic car sales guy.
And whilst I totally appreciate what you’re saying, like don’t most business owners not want to sell? Yes and [00:10:00] no. I think, you know, some people do have that sort of gut reaction that you have to sales and, and sales has got a bad name for itself. And I’m here to turn this around, but if I was to ask you, you know.
Do you want more money? Do you want to impact more people’s lives? Do you want to impact more business owners? Do you want to change the world? Do you wanna get your message out there? The answer to all of those things is probably yes, and the way that we do that is by making more sales. So it depends what we attach ourselves to.
Teresa: Totally, and I think. Also, and I’d love to get your opinion and thoughts on this, like when we think of sales, I think we think of literally twisting someone’s arm or making them do something they don’t wanna do. Whereas when I think of, especially when I’m talking about, I was just recording some episodes on webinar stuff and, and selling on webinars, and I was talking about the fact of no, we are giving them all the information so that they can make an informed decision as to whether something is for them or not.
Whereas do you [00:11:00] remember back in the day like, I can’t even remember. TV pregnant was, but there was like, there used to be companies that go into people’s houses and be like, you can only get this deal now, but you’ve gotta sign now. And they literally wouldn’t leave the house until someone bought, like, that isn’t making someone informed and helping them make a decision. So is, am I two ends of the spectrum? Is it a spectrum or is it that we are trying to just give them all the details?
Charlie: Yeah, look, I think in an ideal scenario, right, we have got somebody here with a problem. They have got a problem. Maybe it’s keeping them awake at night, it’s that big a problem. Or you know, it’s causing them a bit of grief, you know, they need to solve this problem. And then we’ve got the other person over here who’s got a product or service that solves this problem. This person’s got a problem, this person’s got a product or solution that solves the problem, and it’s about marrying those two things together.
So it makes absolute no brainer to buy from you. And actually, when sales has done well, we also can say, do you know what to read there? You don’t need my [00:12:00] product or service right now. What you need is this instead. Why didn’t you go off? And I often say. You need to work with a mindset coach before you come and work with me, because I am not gonna sort out your mindset, sort out your sales, but you gotta do what I tell you to do.
So if there’s some mindset issues, go and work on those first and then come to me afterwards. And you know what? When I tell people to do that. They do come back to me six months later. ‘Cause I’ve built that trust. Or they might not come back to me, but they’ll recommend me and they’ll say, oh my gosh, I had such a good conversation with her.
You should definitely work with her. She’s so honest. She leads in integrity and all of that stuff that I want to be known for.
Teresa: How Important is, or ask some of the words that you use. So one of the things you just said, then first off, I love that you said this isn’t ready for you, or this isn’t right for you.
Go and do such and such, then come back. I get people saying to me, I’m not ready, and I say back to them, no worries. I’m here when you are. Right. And I wonder how is that [00:13:00] wording like, because we all know about creating fomo, having deadlines, creating that urgency, where is, in me going, whenever you’re ready.
Like that’s not doing any of that. Like, so is it even on that type is the, is what we’re saying really important?
Charlie: Oh my God, I just love this conversation so much. Right. So the biggest thing that you need to implement in any sales situation is questions. You need to ask as many questions as you possibly can to, well, first of all, to create like a calm environment where we can have a conversation like before we came on this podcast, you asked me a few questions.
It’s a natural thing to do. So you don’t think you’re good at selling, but already you are doing some things that are natural instinct. Okay, you’re not trying to sell to me, but you were trying to create a great conversation for us to be able to have. So having those. Those [00:14:00] questions creates that safe space, which we absolutely, if we are gonna be asking questions where we want people to open up about their problems, we need to create a safe space.
But also the more we ask, the more we uncover. So if I said to you right now, what is the number one thing that’s going wrong in your business right now? You might be like, I’m not telling you that that’s private. If that makes sense. But if that’s what I want to know, I’ve got to ask the right questions in order to get the answer that I want.
Which is what is the biggest problem for you and your business at the moment? So if somebody says, I’m not ready right now, it sounds great, but I’m just not ready right now. I’m throwing it back at them. What makes you think that you’re not ready right now? Because I wanna be the judge of if they’re ready or not.
Not them. Because they’re gonna say that they’re not ready because basically if they say I’m not ready, it means I haven’t done a good enough job of selling to them to make them think that they are ready. I [00:15:00] get to choose if they’re ready or not. They don’t get to choose that.
Teresa: Okay. See, I didn’t even think, I just go, yeah, okay. See you. Bye. And then of course what happens, let’s be totally honest, is someone else does a better sale job and they buy from them and then they don’t buy from me. And it’s like, okay, well that was helpful. Well done me. So I love the idea of, and sorry, I had to grab my, like I, it’s not like I don’t interview people often.
I interview a lot of people all the time and I didn’t get my notebook out in front of me. So if I’m looking down, I’m scribbling questions. So. The asking question things. And again, right. One thing I’m really conscious of anytime I interview someone is how much of this is a question my audience will have and how much is it just me and my mindset?
Like, you know when someone’s on LinkedIn and they’re like, hi, how’s your day being? It’s like, I don’t wanna answer your question. I dunno who you are. Like my worry is if I went back to them and go, why do you think you’re not ready right now? That okay, I’m gonna, that they think I’m selling. But I guess my other question is, well, is there anything wrong with them thinking I’m selling? [00:16:00] Your face says it all.
Charlie: I think you answered your own question there, haven’t you? The thing is as well, it depends on the scenario. You know, if I was just in a quick Instagram exchange with someone, they say, I’m not ready to work on my sales yet, that’s one thing. But if I’m on a sales call and we’ve spoken for 20 minutes and they’re like, I’m not ready for for this yet.
That’s another thing. But I talk about this all the time. My husband’s in sales as well, so we have some cracking conversations in my house. But you know, the people who stand outside like Waterloo Station inside. Can I have five minutes of your time?
Can I have five minutes of your, what do you think about them?
Teresa: How do they do it? Like, honestly, it must be the most. It must be one of the hardest jobs ever because my response is, oh, I’m sorry, I’m in a rush. Or the other one I did the other day, which is the first time I did it, I was looking at my phone and I was like, I wasn’t even on a call.
I just lied and said I was on a call. Like, and I do feel bad, but I feel sorry for them. But I [00:17:00] guess, and this is the other thing, when I think about the cold LinkedIn messages, the people standing on the street like it must work at some point or they wouldn’t do it.
Charlie: Right. So sales is a numbers game, whether you like it or not. It is a numbers game, and if they say to enough people, have you got five minutes? Someone’s gonna say yes. And out of those people who say yes, that day, someone’s gonna pay them. And that’s why they do it. If they weren’t getting those results, they, they wouldn’t do it. And it’s the same with the LinkedIn cold outreach.
Now there are some people doing that better than other people, and the people who are doing it the best are getting better results. But I spoke to someone, they were like, yeah, we send out about a thousand messages a day out of those. A thousand messages. We get 10 responses out of those 10 responses, five go onto a call and we make about 10 grand.
And I was like, wow. That’s, that’s great. Like well done. Yeah. For figuring that out and having tenacity and the resilience to turn up. Now that’s not for everyone and if you are just getting started out in [00:18:00] sales and you don’t feel comfortable with it, it’s not gonna be for you right now. But I’m happy for my sales team to do it.
In fact, if I’ve got a sales team that’s working full time and they’re not doing cold outreach and you know, cold calling and all of that sort of thing, I think you would think. They’re doing, they’re obviously not a very good sales team because that is part and parcel of selling. And I think as online business owners, you know, we’re in such a luxurious position that we can decide that we don’t want to do that called outreach on LinkedIn or that we do, and either way, that’s fine.
Teresa: Okay, so let’s talk about. The fact that you kind of called me out without, without directly calling me out. It wasn’t like Charlie’s like, Teresa you’re terrible. But I saw Charlie when I was in the middle of a launch. Well, actually I was ending the launch. It was just about to finish and it was for my Grow launch sale program, which at the time was being sold for 2000.
It’s now more than that now. It’s now two and a half, three ish, [00:19:00] depending on when you buy. And basically Charlie was like, how many calls have you done? And I was like, none. Not even one. I didn’t, and, and I actually like referred to other people and were like, well, they wouldn’t do it. They wouldn’t do the calls.
And, and so there’s two things I think, one, seeing what bigger people would do and thinking, well, they don’t have to do that. Tech actually, they have sales teams. But anyway, but also we didn’t have to, like, we never did have to do sales calls. And there is an element of having an online business and I suppose it’s either like a.
What we’ve been taught or our own ego or whatever it is that says, well, the whole point of having an online business is your one to many. You are not one-to-one, and therefore getting someone on a one-to-one sales call seems, seems like not something we should have to do, but we do, don’t we?
Charlie: I’m afraid we do. And don’t get me wrong, you know, I loved not getting on calls to everybody. You know, in 2020 I would only get on calls with like top like really, really high ticket [00:20:00] situations and people would just click to buy from the sales page. I mean, what a year. But we’ve got, be realistic about where we are right now.
And I think what’s happened is, and, and to be honest, it is the fault of the online space because people have had bad experiences, people have bought from a sales page that has then not delivered. If there’s been people, people, all of those things. Have resulted in us now having to do sales calls because that personal touch, that element of personalization, that trust needs to be there more than ever.
And I think the only way to do that is to do sales calls. And you know, I’ve got 15 clients in the sales agency. We do sales calls for every single one of them. Some of them are massive multi seven figure businesses. Some of them are small and more boutique companies. It doesn’t matter. We, they all do better.
And sometimes I get a client who’s like, oh, I don’t think that would work for my clients. And I’m like, well, let’s [00:21:00] just see. Give me three months. And they can’t believe the results that we get.
Teresa: Yeah. And I think. I guess it’s reframing in our head like the purpose of that sales call. So when I do one-to-one work, which I do very little of, I have, I think I have like three people at the moment, and that is the max I’ll have at any one time.
I obviously get on a want to, I get on a call with them because the way I frame it in my head is I’m not selling. I am checking that they’re right fit for me and I’m a right fit for them. And it feels like I would never work one-to-one with someone if I hadn’t actually had a conversation with them and got a feel for who they were and what they did, and could I actually help them.
Whereas I guess when it’s lower ticket. And mine is not low ticket, but when it’s lower ticket, there is that thing of like, well, it doesn’t matter as much when someone’s coming into a group, but for them it does. I guess they want that reassurance.
Charlie: Yeah, absolutely. Look, I’m not suggesting that we get on a sales call for a 99 pound product. Just to be clear, [00:22:00] I think you know around the two grand mark. Is probably where I recommend getting on a call. But having said that, I was the top affiliate in a really massive affiliate launch, and I had been number one for two years. I made loads of money, one loads of staff, and so the next year the person said to me, could you come and do like a, a training on how you get that many sales?
Because people used to get annoyed with me. Hey, you know, if anyone’s got any questions or wants any advice, just comment us. Absolutely.
Teresa: And you are a salesperson, so you would think that they would kind of put two and two together and go, that might be why, because if you weren’t getting top, there’d be a concern.
Charlie: Well, yeah, that’s very true. But anyway, I did this, this training and I told them, I was like, yeah. So we get on sales calls, we make ourselves available all the time, speak to as many people as possible, and you know, we have got a 75% conversion rate on the calls. And everyone’s like, oh, I didn’t wanna get on calls with people like, I’m only making 600 pounds of sale.
Why would I be getting on [00:23:00] calls? And I was like, okay, we’re don’t get on calls then, but don’t complain. Yeah, but I’m the winner, you know?
Teresa: , Yeah. You asked me how I did it. That’s how I did it. Okay, so let’s talk. ’cause anyone who listens to this podcast knows I like strategy and because this isn’t something I’m doing, this is me just basically picking your brains for free, which is why I love having a podcast so much.
And then other people learn stuff. Okay. So when you said to me, how many calls have you got on? I said, none. Which obviously you gave me a gold star for straightaway. And then I was like, well, I don’t actually know how I would get on a sales call because I don’t have anybody’s numbers. Like, or you said something and I was like, well, how do you do that?
And you were like, drop ’em my WhatsApp. Oh, that was it. Because I was saying, I was trying to work out who I could find on Instagram, and of course it’s not easy. And you were like, well, I get their WhatsApp. So tell us, tell us about that. So someone’s selling a, you know. Really, I guess now, because it is so much harder.
Like even a thousand pound up really. I mean, I think you’re right around the [00:24:00] 2000 and above has to be a sales call, but okay, so someone’s doing a webinar, a bootcamp, or whatever it is, and at which, at what point do you get the number and how do you get the number without me? ’cause if anybody calls me.
I’m instantly arsy. Right? It’s like I can’t help myself. Maybe I’m just horrible. Maybe that’s what it is. I realized I’m just a mean person. I always thought I was so nice. Yeah. Like how, where do you get the number and what, how do you ask them for it?
Charlie: Yeah, so I’m actually launching tonight, so I, this is all fresh in my mind, I can tell you. What’s going on behind the scenes? So we are doing a masterclass launch. So for the last two weeks we’ve been in masterclass signup. When you sign up to the masterclass, you gotta leave your name, you gotta leave your email, you gotta leave your mobile number. We do get some. Bogus mobile numbers, and I’m gonna lie to you.. 0, 0 1, 1, 1, 2, 2, 2, that sort of thing. But for the most part, people just drop their mobile numbers. So then tonight I will do the masterclass. [00:25:00] People will show up live. We’ll make a a, a list of exactly who shows up live. They’re our hottest leads, right? . I’ll offer everybody who’s off live on that call, a free call.
They’ll be the first people to be able to access that free call. So if you get on a, a 15 minute call with me, I’ll show you how you can make more sales in your business. So they’ll go away from the call with value as well, and then immediately after the masterclass is over. I’ll be following it obviously we’ll be sending the email, we’ll be putting it all over the socials, but we’ll also send out WhatsApp broadcasts. I use wati, ManyChat is also another one that a lot of my clients use, but then we’ve got. The mobile numbers to have that personal outreach and, and go a little bit more, you know, I’ll be looking through the list and thinking, right, well, I know Teresa’s business, I can reach out with a voice note, I could do a little video for Teresa and say, Hey, I saw you were on the masterclass.
I’d absolutely love for you to join up to the sales academy, and I think it would help you with X, Y, and Z. And the thing is, [00:26:00] nobody else is doing that. I can’t tell you. One time that anybody has asked me to join their cohort has asked me, has told me why it would be perfect for me and my business. And that my friend is when you get results, when you actually care and you actually are going above and beyond before they’ve even bought.
Teresa: Yeah. And you are right. Like, you know, it’s funny when you’ve been in a, in an industry for a while, you’ve done these things. Like I remember, and I think this is part ego, and I think you and I possibly had this conversation, but like I remember like. Saying to people, and I still stand by this, if you are first doing a webinar and you’re doing your first webinar, your first bootcamp, and you’ve got like literally 30 people signed up because you’re tiny and your list is tiny, send every single one of those people a Bonjour or whatever it is, a video message goes.
I am so looking forward to you coming to the webinar tonight. Now. Yes. I’ve done it, yes, it was uncomfortable, but like then they’re like, oh God, I have to go to the webinar because she’s like literally asked me. But it, [00:27:00] that personal touch is so much, so much better and gives you so much better results.
Okay, so there’s questions, more questions coming obviously as I’m going through a strategy, so we’re asking for their phone number. Someone said about asking for their WhatsApp number, like do you literally say mobile number?
Charlie: Yeah, I think it says mobile number.
Teresa: Okay. And is there something in your tick box GDPR situation that basically says, I’m gonna mass market you type thing?
Charlie: Yeah. Normal stuff. And then on the wati as well, it’s got the like if you wanna un subscribe at any time, press and subscribe.
Teresa: Okay, great. So. You get their number, they’ve come to the webinar. You are obviously sending your emails. Now the 15 minute call, that gives them value. ’cause this is the other thing that is always a balance, right?
Because one, some people don’t wanna be sold to or they think they don’t wanna be sold to and they’re like, I don’t wanna get on a call ’cause she’s gonna sell. I always joke, I don’t know how well you know Andrew and Pete, but I’ve consulted with them for a [00:28:00] long, well over the years. I’ve done it on and off for a long time.
And I always joke that even I, even though I know their business and know how they work, would not get on a one-to-one call with Pete because he will sell so fricking hard to me. I’ll buy. And it’s like, no, don’t, I don’t want, he’s a really good salesperson, but it’s like I will never get on a one-to-one call with him. Right. And I think that’s maybe what we’re scared of. So there’s the, how do we get over the fear of, I don’t want you to like pin me down until I buy, but also. But how do I give value? How do I actually give someone something without then going, you don’t need me ’cause I’ve just told you what to do.
Charlie: Well, I think the 15 minutes helps with that. And also when I go into a sales call, I’m doing very little speaking because I’m asking questions and I’m really uncovering what your problem is, what your unique problem is, so that I can give the advice on that. So I’ve gotta keep it short and sharp, straight to the point. ’cause I’ve only got 15 minutes.
I’m asking questions to uncover what your problems are so that I [00:29:00] can give you that bit of value, but so that I can also go. And if we work together, if you buy into my sales academy, I could sort this out in an hour and you would, I could see how, you know, you could do this big call that you’ve just told me that you want to do because I, I’ve got all the information displayed in front of me.
The amount of people who get on a call with me and say, I am not buying from you. Like I’ve just booked this call ’cause you said it was free and it’s 15 minutes, I’m not gonna buy. Or I really hope I’m not wasting your time. ’cause I’m definitely not gonna buy all the time.
Teresa: Okay. What, just give us like one or two of the questions that you ask them, like, and is it the same for every sales call? Is it specific ’cause of what you do?
Charlie: So I would open my sales call by saying Teresa, I would absolutely love to know where are your sales now, where would you like them to be and how do you think I can help you get.
Teresa: I love that. Okay, let’s just unpack that a second, which I don’t need to do for you, but let’s just do it for the listeners.
So like, where are you now? [00:30:00] Obviously you are telling, you’re finding out where they are right now, so they’re admitting this is so if things are rubbish, they’re admitting things are rubbish. You are getting them to look at what transformation they want and the dream that they want and how like, you know, and you could, if you want to do, go more into the like, oh, it’ll be amazing and how would that feel? And all that sort of jazz. But even if you are going, okay, you want that and you want here, so I know where you want to get, and then why you, what was the last one? Why you?
Charlie: Why they think I would be able to help them?
Teresa: Okay, so they’re basically selling you to themselves. Because I’m telling you why I think you are good and therefore like, okay, so let’s say you’ve answered, they’ve answered all the questions, you’ve got all the information, you’ve given them their advice. I think it’s that kind of ’cause that’s the bit, and again, weirdly, as I was recording an episode earlier about.
Sales bit of a, of a webinar. The giving the value isn’t the problem. In fact, that’s normally the problem that most people have is they just give the value and they just go do this, and this is training and this is awesome. It’s the flicking into the sale that is the thing. So once they’ve said, so let’s say I’ve said, you know, I’m earning 200 [00:31:00] grand and I wanna earn a million, and I think you’d be great because I know you’ve done it for loads of other people in the online space and you understand what I’m doing.
Where do you take me from there? How do you then take me into, is it as direct as you should join?
Charlie: Not as direct as that, so I would reiterate what you have said. So yeah, if I’ve understood this correctly, you are currently turnover around 200,000, but you want to go up to a million, and at the moment you don’t feel like you’ve got a sales strategy at all.
You’re just absolutely winning in it and you hate sales. I think you are in such a great position because if you have managed to get your business to 200,000 pounds without having a sales strategy. Imagine what we could do together if you implemented a sales strategy that I know works because I use it for all of my clients.
If we created that sales strategy within your business, so we are selling to them in the dms. We are jumping on calls with them, [00:32:00] we’re closing them down with. Following up every single day. We could easily, I reckon, between now and six months, and maybe I might do a little bit, depending on how much time we’ve got of like what does that actually look like?
Breaking it down. Knowing how much your programs, what we charge when we’re launching. So now, yeah, in six months time, we could do this and this to get you to a million pounds. So I think it seems like a bit of a no brainer for us to work together, don’t you?
Teresa: I mean. Send me a check out. No, I’m joking. Do you know what, when you said your Dean of Master class, I thought why might opt into, because I watch People’s Masterclass for fun and then I was like, no, I’d be too scared.
Charlie: You know, I so like, I don’t need the world’s great webinar host set,
Teresa: so, okay. So that’s great. So then. Again, I’ve, you know, being in business and just life, you’ve experienced lots of different sales. How do you, let’s say I go, yeah, that sounds great. Okay. I’m about to say, I’m not sure, and then you’d go, I guess why you’re not sure. [00:33:00] Okay. So this might be a perfect time to talk about objections then. Okay. So the two main objections that everyone has in my mind are not enough time, too much money. How do we, so let’s say Charlie, I love the idea of this.
I definitely wanna make that money. I just haven’t got the money to invest. How much is this program, just so I know?
Charlie: Between 2,000 and 5,000, depending on what level you go for.
Teresa: Okay. So I’d love to, I know you’re great. I just haven’t got the money.
Charlie: So handling objections is a skill that we all need to understand, right? And you are absolutely right. They’re the two most common objections that we all get. And it doesn’t matter what client, what industry, it’s the same. And the other one that comes up is, oh, I just need to chat to my husband. Which I actually knew to the consumer to get out of things I like, I just need to say, I mean, never talked to about a single purchase in my life,
Teresa: No. I make all the decisions of me and my business. So if I was to say that, it would be just lying. So, yeah. [00:34:00]
Charlie: So what we need to do is we need to handle the objection before it even comes up, okay? We know the objections that are coming up, so I will talk about that. Really early doors. And I’ll say something like, I am not the cheapest sales strategist out there.
I know that I am, you know, more of an expensive sales strategist. There’s absolutely cheaper sales strategists out there than me. But the reason that I charge what I charge is because I get phenomenal results for my clients. And here’s an example, and here’s another example. So if you’re looking for the cheapest, that’s not me.
Also talk to the time saying, if we were to work together, I know how busy you are and you’ve got so much going on in your life. So here’s what I would expect. I would need to see two hours per week. One for the training and one for the implementation every single week. Do you think you could dedicate two hours a week to your sales training?
Cool. Great. You can, perfect. We’re a good fit though [00:35:00] before we’ve even got into the sales pitch. I’ve qualified off those two things that I know might come up.
Teresa: And I think that’s the thing.
Charlie: You know, I am expensive,
Teresa: But that, you know, sometimes we’re afraid to like actually go front with them and go, yes, this is the case. I also love the fact that you just said, you know, you’re gonna need two hours a week because again, like that’s only going to help you and. The person buying it. Because let’s say someone goes ahead and buys it, they don’t put the work in, they don’t put the time in, they’ve absolutely wasted their money.
They’re a terrible case study for you. You know, everyone’s gonna come outta that feeling a bit crap. So I think for me, the kind of more, ’cause I guess I expect to use the word moral, which I’m not sure that is, or maybe that’s the perfect word, but like that’s how sometimes sales feel like they’re not very moral and, and I think in the online space, I mean, I have been sold to like an absolute boss at times and.
And they did a great job and sometimes, I dunno about you. Sometimes I bought things just because I’m like, that was so fricking good. I’m just gonna buy it [00:36:00] because you did such a fricking good job selling to me. I’m so impressed. I’m just gonna do it. Do you end the call with, when I do the one-to-one calls, I always say.
I think you’d be great or I don’t say that, whichever it is, but if I think they’re great, I said I think you’d be great. What I’m gonna do is I’m going to confirm everything I’ve said in email because the things that we’re talking about there, I, there isn’t a page they can go and look at. There’s not a checkout like it is ’cause it’s a much bigger conversation.
I’m gonna send everything an email. I’m gonna give you a couple of days and then if I haven’t heard anything, I’m gonna check back in and see how you’re doing. Is that how you do it or do you try and close them? Give you your credit card number now.
Charlie: So I don’t ever take payment over the, over the Zoom or over the phone. Yeah. But I don’t, I don’t give them a couple of days to think about it. I haven’t. Is to hold that space open for them. So I think having a close, a clear, compelling close is a really good idea for everyone. And depending, you know, we [00:37:00] sell to franchises and I always end the call with, you need to go away and think about this.
You need to talk to your partner or your parents, or whoever it might be. That’s come up in the conversation. Because this is a huge decision and it’s not one that I want you to make lightly. So the next step is to have another call with me and the franchisor. If you want to do that next week, we absolutely can because the franchisor needs to check that you are a good fit as well as you checking that the franchisor a good fit for you, but you need to go away and think about it. And I give them that space because they’re buying into a whole new business that’s gonna change their lives.
Teresa: Yeah, that’s massive.
Charlie: Then I’m still closing them down with that second call. Okay. So did you wanna book the call now or, so I’ve given them the space because there’s gonna be space between now and the second call, but actually I’m, I’ve still got a close there. I’m looking at the franchisor’s diary and she’s got some availability on Tuesday morning and someone Wednesday afternoon. Which one works best for you? Because we wanna be in control of the sales. We don’t want to give. That control over to them, which is what I think happens [00:38:00] when you say, you tell me in a couple of days.
What, so then I’m waiting, like, I might get 10 grand. I might not get 10 grand. Like that’s too important. Just hope on a wish and a pray that that’s gonna come in. And so I might say something like, we could get started with our first session on Monday, if that works well for you. Does that sound good for you?
Cool. So I need the money by tomorrow morning, so I’ll send you over the payment link. If anything changes, please let me know, otherwise.
Teresa: Yeah. It’s, not being afraid to be more direct. It’s funny, one of the things I talk about is like expectations. Managing people’s expectations. Tell me what the deal is and stick to the deal. Like, you know when people say to me, I don’t want to email every week, or I don’t want to email every other, or whatever it is that I’m suggesting they do. And I’m like, as long as you tell your audience this is what I’m going to do, then they can make the decision whether it’s for them or not for them.
And again, I guess it’s the same when selling like. You know, I’ve told you all this stuff, I’ve given you all this stuff and I’m just giving you a, [00:39:00] do you want it? Don’t you want it? Type thing In a non-aggressive way.
Charlie: Yeah. Daniel Priestly talks about with or without you energy. And I absolutely love that.
Like I’m doing this, I, this is happening. You know, if you wanna come into my sales academy, come in, it’s amazing. You’re gonna get great results. But if you don’t wanna come in, that’s okay as well. Anyway, you know, and I think when we get that desperation selling of like, oh, but I just bloody need support to sign up, what is it gonna be?
That’s when you start, you know, this is my sales process, this is what I’ve got for sale. Come and join. It’s brilliant. Or don’t. And I’ll find the next program. Tell me you’re not interested. Actually write down the words. Don’t contact me again, and I will move on. But until you’ve given me that communication, I’m gonna be following up with you.
I’m gonna be having the conversation because that’s part of my sales process.
Teresa: Again, you know, it’s interesting, there’s so many correlations with like what you do in person and what I tell people to on email, like I will joke, you know, I’ll hound them and I don’t hang them obviously, [00:40:00] but I send them a lot of emails and I tell people to send ’em and their big, big thing is I don’t want to bother them. I don’t wanna upset, my audience won’t like that. And what would you say?
Charlie: Well, I get about sales calls. My audience, I took on a really big climb in Dubai last week and she said, my audience don’t want sales calls. They don’t need. I said, give me three months of sales calls and let me show you what I can do.
I think our sales are up 141% since my sales team team. And she’s like, oh my God, I can’t, I thought my audience didn’t like getting on the phone. Turns out they love it.
Teresa: Yeah, that’s crazy, isn’t it? And again, you think. Especially in the online space. Well, they don’t have to do that. They shouldn’t do that. It’s, but, and you know, the one thing that puts it inspective for me, when I speak to my accountant and he’s like going through stuff he said to me once, he doesn’t know the online space. Which is one of the reasons maybe I need to review my accountant. And as you and I both know, we are big fans of Joe.
So you know, maybe in sometime future I’ll be sending my stuff over to Joe. Anyway, he says to me when he knows how much [00:41:00] I charge, he’s like, well, everyone’s fat registered that you work with, aren’t they? And I’m like, no. In fact, lots of people aren’t that registered yet. Like there are a chunk of people that will buy my stuff who aren’t that registered.
And I think we forget when you’re in this space of like you are, and don’t get me wrong, you know what you’re selling is worth it. It’s worth the money ’cause you’ve put your heart and soul into it. But I think we sometimes forget that like two grand, five grand is a chunk of money, right? Like, and if I’ve gotta get on a call with someone and have a conversation and feel better about that, what if they say, I need to go away and think about it?
Ha, are you going? Yes. Okay. Booking another call? Or are you going, like, how do you handle that?
Charlie: I’d be saying, let’s talk about that Now. You know what? What are your reservations? What do you need to think about? Oh, I just need to talk to my husband. Okay. What about, what would you need to hear from your husband that would make it a no brainer?
Teresa: They feel so direct and there’s a little bit of me that feels a little bit uncomfortable shifting in my seat as I say it, but. Like I am [00:42:00] sat here saying to myself and everyone listening, we do have to try harder. And, and if that means I have to put more effort in and it is more effort and get on a call and have conversations to go, no, I really am flipping awesome.
And I may, and this is waste by my stuff, then, then call. Okay. One final question. Oh. Sorry, you gonna say something?
Charlie: Can I just say, say something? So I just wanna offer a reframing in case it would help. So, okay. Let’s imagine there’s a call set over here that’s 2000 pounds. 400 people sign up, they don’t need to do any sales calls.
Everything’s hunky dory. They’re rolling in cash, right, for them. And let’s imagine that. You’ve got a customer in there who’s come in, they’ve had no contact with anybody. They do the course, they find it okay. They leave the course. When people are coming in to work in my sales academy or in my agency, they’re having contact with me or one of my sales team.
We are building up a relationship. People don’t go like, oh, don’t ask me that because I’ve built up a relationship. People love [00:43:00] talking about themselves. They love having those conversation. No one’s ever asked them, what is it that you want your husband to say? You know, it’s not, I’m not asking it in a, in an unkind way.
It’s like, let me help, let’s, let’s unpack together. And people go away from my course feeling great. They’ve got new ideas. They’re like, oh my gosh, I feel excited. So then what happened is they come into my two grand course. They’ve built up a connection with me. Oh, that’s Teresa. Oh, we had such a great chat.
How’s it going? How’s the dog? You know, whatever it might be. And then Teresa decides, I’m gonna go into your mastermind. And then I’m gonna walk you one-to-one. I’ve got girls in my mastermind who’ve been in my mastermind for four years. One sales call, a two grand course, a 15 grand mastermind times four. That’s a lot of money we are talking about. You might think it’s one sales call for two grand, but it’s not.
Teresa: Yeah, you’re right. I remember just really quickly. Right. And I wanna ask this last question, but I remember my coach, Mary Hyatt, right? So. I’ve told this story before, but basically [00:44:00] I met her in person in San Diego when I was at a conference.
I just happened to inquire about her services and she happened to be in San Diego and so do I I it was very serendipitous. And then she said, we’ll do a practice coaching session and then, you know, we’ll go from there and see what you think. She told me how much she was over lunch, right? And she told me she was 15 grand and I nearly.
Threw up my lunch, I’d just eaten because I’d never spent any money like that before. Like that was wild money to me. Anyway, came back to the UK and I thought, well, and like I could tell this story ’cause we’re best friends today, but I thought, oh, I know I’m going to have the free coaching session ’cause why wouldn’t I?
And then I’ll just go, I can’t afford it. Sorry. So I have my free coaching session thought, oh, she’s awesome. Yeah, and I didn’t date for a second. She wouldn’t be then said, can you do a payment plan? And she said no. Just straight off note. Don’t do payment plans. Okay, what’s your hesitation? I’m like, oh, I’m just, you know, not sure.
And she, let’s get on a call and talk about it. And I was like, no. Right? Because in my head I don’t wanna get on a call and talk about it. Like I just wanna sit here and go, [00:45:00] no. Anyway, we get on the call and she was really direct and she said to me, what’s your fear? I said, what if you’re terrible? She’s like, good fear.
What if I’m amazing? And I’m like, oh. And I bought, and within. Two, three months I’d made my money back through me. Even though that wasn’t her job. I had got more confident in something. I was seriously undercharging some, a few different people and she helped me get confidence and go and have those conversations.
And in the money that I had increased from them, basically paid for her. But it was the whole, and she’s American so it was like, I think she’s very confident. Let’s get on a call. And I was just thinking, I don’t wanna get on a call ’cause I don’t want to actually have that conversation. Okay. My final question, ’cause this is, we’ve been talking for too long and I’m sorry, but hopefully everyone’s found it really, really helpful.
Okay. Let’s say I, I sent some dms the other day, right? And I sent two. Know, right? I’m terrible. Okay. Terrible. What happens [00:46:00] when you start sending dms or you start trying to get people on calls and it is absolute tumbleweed. You are. Like a ball of energy and are fierce and it’s like you have no fear.
That’s how I look at you. And I think, well, and I guess lots of people listening to this might think, well that’s fine for Charlie. This is her job and this is what she does, and she probably doesn’t care if no one answers the call or whatever. How do you, well first off, do you ever have that moment of like, holy crap, no one is wanting a call and what am I gonna do?
And that’s the point we wanna hide and not do anything else. First off, do you have it? And then how do you deal with it and how do other people deal with it?
Charlie: So I’m going to tell you something which I wouldn’t normally, but I’m, but you’ve made me in a very comfortable scenario to remove that. I’m launching tonight, as I mentioned. Yeah. And I actually thought last month we are doing this three courses, three months on the back of each other. I’ve never done it before, but it’s part of these courses that make up the sales academy. [00:47:00] And I said to my ops manager this morning, I’m just terrified that we don’t sound anything tonight because I made all my sales last, like last month was incredible.
The masterclass went incredible. And I was like, I’m just so scared that I don’t do anything tonight. And she was like. Are you being serious? This is you, Charlie. You can tell everybody else that there’s more sales and there’s more opportunity. I was like, I never, when I’m know in my heart there is, but I’m just scared because launching is so vulnerable and there’s, people walk me and people expecting things and I’ve got a whole sales team and all the things, and it’s so hard and you know.
Read like from some Big American coach this morning on the internet, and it really helped me. She said, everybody’s got that voice in the back of their head, but some people decide to listen to it and some people dial it down. And I just think I’ve gotten really good at dialing it down. It’s horrible when you send out a hundred messages after a masterclass and no one gets back to you.
But ultimately, [00:48:00] if it is like tumbleweed, you’ve gotta go keep going until it’s not. It’s annoying when no one books a sales call and you promised yourself you’d book five this week, but you keep going. If you are not getting results, double down. Do more. Don’t stop. That’s not gonna help.
Teresa: Yeah, you’re so right and I think coming back to that numbers game, even though you, from everything that you’ve said, and obviously I know me and my listeners know me, it’s never about the numbers.
It’s never about their people. They are individual people that we work with. We know we love, we build relationships with to get those people. That is a numbers game, and it is so safe. To do a numbers game of sending out emails and letting see who clicks on them like that feels safe. Putting yourself out there feels super, super vulnerable.
But when I look at the people, you know, your business is extremely successful. You have a really big business now, and that kind of just proves the point, doesn’t it? Like you have to [00:49:00] make yourself feel a bit uncomfortable and do things that maybe are a little bit outta your comfort zone. So yeah, I love it.
Charlie, thank you so much. I feel like I have proper picked your brain, so I really appreciate it. I’m just glad I have access to this content and can get the transcript and all of that and like, no salesperson. No, I’m joking. But no, I really, really appreciate it. It’s been so helpful. If someone wants to come and follow you and see what you do, don’t worry.
She won’t like get you on a call straight away. She just said she would. Where do they come and find you?
Charlie: So I’m Charlie Day Sales on Instagram, on TikTok, on LinkedIn. I’ve also written a book called Sales Is Easy if you just know How, which is also the title of my podcast and also the title of my Facebook group.
But yeah, come and find me. People come into my funnel now ’cause they wanna see what I do. So come, all I’m saying is follow me and I don’t leave any stone unturned. That’s what I’m gonna say.
Teresa: I love it. I mean, I’m gonna be disappointed if you don’t reach out to me at some point and try [00:50:00] sell to me Charlie, I say that half jokingly, like, please don’t answer.
Charlie: Charlie, you, I feel like I could get you on a sales call. I am the queen of sales.
Teresa: Honestly, I am like so cautious and so like, I dunno why I’m so suspicious, like honestly, I’m a nightmare. But seriously, like if it just. I think and then, and then I think this is half the problem me trying to sell. ’cause like I’m instantly like, I don’t wanna be salty, so I’m not gonna sell. And, anyway, Charlie, it’s been an absolute pleasure to have you on. Thank you so much for being on the podcast.
Thank you so much for listening to your Dream Business podcast. And if you loved this episode, then please feel free to go and share in your social media or head over to iTunes to give me a review.
