Discovery Call Script

Scope first. This is a coaching sales script. It sells coaching services using coaching-scope language — habits, support, accountability, transformation. It does not script medical, clinical, or therapeutic promises and won't frame coaching outcomes as treatment. If a prospect describes something that needs a clinician (active eating disorder, severe depression, untreated medical condition), the Resolve step includes "I'm not the right fit — here's where to start" rather than closing the sale. Willingness to turn away a wrong-fit lead builds more trust than any closing technique.

Inside scope, the call follows the CLEAR framework. Connect sets the frame in three to five minutes: "I'll ask questions, then give you my honest assessment of whether I'm the right fit. Either way you'll leave with clarity." That phrase removes pressure immediately and positions the coach as a guide, not a salesperson. Listen is ten to fifteen minutes of situation, goal, and barrier questions — and the coach should listen for 70% of this section. The barrier answer ("what's been stopping you from getting there on your own") is the coaching gap. It tells the coach exactly what the offer needs to address. Educate is five to eight minutes of reflecting back what was said, naming the likely root cause, sharing the philosophy (not the full programme), and one relevant client story.

Ask is where most coaches collapse. The script asks permission first ("would you like to hear how we'd work together?"), presents the programme in WHAT-HOW-RESULT format, states the price once clearly, then stops talking. Silence after the price is normal and necessary — over-explaining, justifying, or apologising signals the coach doesn't believe in it. Resolve has scripted responses for the real objections: it's the money, it's the timing, "I need to check with my partner", and a clean exit for a no. Never discount on the spot (devalues the offer). Never apply fake urgency. A graceful no creates referrals; a pressured yes creates churn.

The skill also delivers a DM/text adaptation for coaches who sell via Instagram or WhatsApp — same CLEAR structure, shorter questions, voice notes for the Educate phase, "shall I send the link?" as the close. Plus pre-call prep (review intake, check socials briefly, pricing sheet open with exact numbers not ranges), and a post-call follow-up sequence — recap email within 24 hours, one more nudge at 3-5 days if no response, then let it go. Chasing kills credibility. The skill is opinionated about pre-qualifying with a 3-5 question application form before booking; this single step can double conversion by ensuring calls happen with people who are actually a fit.