One-Page Cheat Sheet · Step 05 of 9

The Discovery Call Cheat Sheet™

The one-page system coaches use to turn discovery calls into high-ticket clients — without discounting, chasing "maybes," or feeling salesy.

Your
Logo
Where This Fits
The Booked-Out Coach Roadmap™
Stage 1 · Attract
1
Niche & Offer
2
Lead Magnet
3
Traffic
Stage 2 · Enroll
4
Book Calls
5
Discovery Script
6
Follow-Up
Stage 3 · Deliver
7
Onboarding
8
Delivery
9
Referrals
You are here → Step 5.
Proof It Works
The Receipts
60–80%
closed at full price
$48K
in a single month

One coach went from a 1-in-10 close rate to $48K in 30 days — same calls, new script.

MR

"My very next call closed at $18K — I just ran the 3 steps."

Maya R. · Leadership Coach · CEA Member
The Problem — 3 Struggles You're Stuck On
01
You drop the price to close

Discounting to beat "let me think about it" cheapens the offer and draws bargain-hunters.

02
You "wing" every call

No structure means calls wander long and end with "send me some info."

03
You chase the follow-up

Endless check-in texts kill your authority and fill your calendar with ghosts.

The Fix — Run These 3 Steps In Order
1
Diagnose Before You Pitch
First 15 min
No offer in the first 15 minutes.

Open with the Gap Question — "where are you now vs. 90 days out?" — then quantify the cost of staying stuck.

Say This On The Call

"So — where are you right now, and where do you want to be 90 days from today?"

Write their #1 goal in their own words
Get them to name the cost of staying stuck
2
Prescribe the Bridge
The pitch
State the price, then go silent.

Name the one mechanism that closes their gap. One option, one price, one start date — anchored to the cost of inaction.

Say This On The Call

"Based on what you told me, the one thing that closes that gap is [your offer]. It's [price], and we start [date]."

One option, one price, one start date
Frame it against the cost of doing nothing
3
Close the Loop Same-Call
The close
Book the kickoff before you hang up.

Ask "how ready are you, 1–10?" An 8+ takes payment on the call; under 8, surface the real objection now.

Say This On The Call

"On a scale of 1 to 10, how ready are you to start today?"

8+ → take payment on the call
Under 8 → ask what's missing for them