How to Sell On a Discovery Call: A Comprehensive Guide
Introduction
Hey there,
Have you ever found yourself feeling anxious or unsure when it comes time to ask for the sale during a discovery call? Trust me, you’re not alone. Many coaches struggle with this crucial aspect of their business.
It’s a common challenge, but one that can be overcome with the right approach and mindset.
In this comprehensive guide, we’ll walk through how to confidently and effectively ask for the sale during a discovery call, step by step. By the end, you’ll feel more assured and capable of turning these calls into successful client conversions.
And if you need more help Mastering your Discovery Calls, I’ve got just the thing for you. My Free Convert with Confidence Masterclass: Discovery Calls Made Easy for Coaches. You can download it right here. ⬇️

Understanding the Basics of Selling on a Discovery Call
Discovery calls are essential for your coaching business. They offer a chance for potential clients to understand your services and for you to gauge their needs. However, many coaches feel insecure about showcasing their talents and fear coming off as pushy or insincere. The key is to approach these calls with confidence and a clear strategy.
The Inner Game of Selling: Mindset, Anxiety, and Self-Doubt
Before diving into the step-by-step guide, let’s talk about the inner game of coaching—your mindset. Anxiety, self-doubt, and imposter syndrome can significantly impact your ability to sell effectively during discovery calls. But guess what? These feelings are entirely normal, and you’re not alone in facing them.
Fear of Rejection and Failure
One of the most common fears is the fear of rejection. It’s natural to worry about not being liked or having your offer declined. This fear can lead to avoidance behavior, where you shy away from asking for the sale altogether.
Solution: Reframe rejection as a learning opportunity. Each “no” brings you closer to a “yes.” View it as valuable feedback that helps you refine your approach.

Imposter Syndrome
Feeling like you’re not good enough or that you’re deceiving your clients can be paralyzing. Imposter syndrome can make you doubt your abilities and worth.
Solution: Acknowledge your achievements and remind yourself of the positive impact you’ve had on your clients. Collect testimonials and success stories to reinforce your confidence.
Anxiety and Nervousness
Anxiety can manifest as physical symptoms and negatively affect your performance during discovery calls.
Solution: Practice mindfulness techniques such as deep breathing, visualization, and grounding exercises to calm your nerves before and during the call.
Fear of Success and Change
Sometimes, the fear of success and the changes it brings can hold you back. Success might mean stepping out of your comfort zone and facing new challenges.
Solution: Embrace growth and change as part of your journey. Visualize the positive outcomes of success and how it will enhance your life and business.

Step-by-Step Guide to Mastering Asking for the Sale
Let’s break this down into manageable steps that you can easily follow.
Step 1: Build Rapport and Trust
Building a genuine connection with your prospect is the foundation of a successful discovery call. Start by:
- Listening Actively: Show genuine interest in their challenges and goals.
- Sharing Your Story: Briefly share your journey and how you can relate to their situation.
- Establishing Common Ground: Find commonalities to create a sense of familiarity and trust.
Step 2: Understand Their Pain Points
To position your coaching as the solution, you need to fully understand their pain points:
- Ask Probing Questions: Dive deep into their challenges, fears, and desires.
- Reflect and Summarize: Reflect back what you’ve heard to ensure you’ve understood their needs correctly.
Step 3: Present Your Solution Confidently
Once you’ve understood their pain points, present your coaching as the ideal solution:
- Tailor Your Offering: Customize your pitch to address their specific needs.
- Highlight Benefits: Emphasize the benefits and outcomes they can expect from your coaching.
- Use Testimonials: Share success stories from other clients to build credibility.
Step 4: Handle Objections Gracefully
Objections are natural, and handling them with confidence is key:
- Listen Without Interrupting: Let them express their concerns fully.
- Address Concerns Honestly: Provide clear and honest responses to their objections.
- Reinforce Value: Remind them of the value and outcomes of your coaching.
Step 5: Ask for the Sale
This is the moment to transition from the discovery phase to the decision phase:
- Be Direct and Confident: Ask if they’re ready to start working with you.
- Provide Clear Next Steps: Outline the process for getting started.
- Encourage Immediate Action: Offer a limited-time incentive to encourage prompt commitment.

Overcoming Psychological Barriers to Selling
Understanding and overcoming psychological barriers is crucial to improving your sales skills. Here are some additional insights:
Fear of Not Being Liked
Worrying about being too pushy or not being liked can hinder your ability to sell effectively.
Solution: Focus on serving rather than selling. Your primary goal is to help your prospect solve their problems, not just to make a sale.
Playing Small
Many coaches downplay their achievements and expertise, fearing they’ll come across as arrogant.
Solution: Own your expertise and confidently communicate the value you bring. Remember, your prospects are looking for a confident leader who can guide them.
Fear of Change and Comfort Zones
Change can be intimidating, and stepping out of your comfort zone to ask for the sale can be challenging.
Solution: Embrace discomfort as a sign of growth. The more you practice, the more comfortable you’ll become with selling.
Personal Insights on Asking for the Sale
I remember when I first started learning how to ask for the sale during discovery calls. I was nervous, worried about coming off as pushy or insincere. One particular call stands out— I hesitated at the end, and the prospect chose another coach. That experience taught me the importance of confidence and clarity. Since then, I’ve refined my approach, focusing on genuinely understanding my prospect’s needs and presenting my solution with assurance. This shift not only boosted my conversion rates but also helped me build stronger, more trusting relationships with my clients.
Conclusion
Now that you’ve got the basics down and have walked through these easy-to-follow steps, you’re one step closer to mastering the art of asking for the sale during a discovery call. Remember, the key is to build rapport, understand their pain points, present your solution confidently, handle objections gracefully, and ask for the sale with assurance.
By following this comprehensive guide, you’ll not only gain confidence in handling the sales aspect of discovery calls but also convert more clients and grow your coaching practice. Remember, every successful coach started where you are now—it’s all about mastering the skills and believing in your value. Happy coaching!
FREE Masterclass Download for You!

If you’re eager to learn more about mastering discovery calls and delve deeper into the intricacies, make sure to download my comprehensive guide, Convert with Confidence Masterclass: Discovery Calls Made Easy for Coaches. This masterclass shares the exact method I use in my discovery calls that has helped me build a thriving practice over the past 25 years. Don’t miss out on this opportunity to elevate your coaching business!