Hey ladies!
Today let’s talk about what to say in your sales calls when you want to land those high priced clients who are considering paying a 2k, 5k or 10k offer.
Alright, so you’ve got a sales call or a discovery call on the calendar and now you’re nervous a bit because this is the moment you’re supposed to seal the deal. This is your shot to turn that interested lead into a client and you’re feeling a little bit under pressure. or a lot.
Well here’s some advice to make it easier. A discovery call isn’t about pushing the sale in a forceful way. It’s about leading someone through a process where THEY realize they need what you’re offering. That’s where sales psychology comes into play. Let’s break it down so you walk into these calls with confidence and clarity.
1. Start with Connection
The first thing you want to do is build rapport. This isn’t fake small talk—it’s about genuinely connecting. Ask about them as a person. Try to form a bond with them in order to build in that friendly trust factor. and make it simple like “Hey, I’m so excited we’re chatting today! How’s your day been so far?”
If they mention something personal, you can say something like this; “Oh, you have a cat? I have a cat too named Melody.”
This part doesn’t have to be long and drawn out. Just a few minutes of your time talking to them like a new friend or acquaintance will definitely make you feel a little more relaxed.
Remember that people make buying decisions emotionally first and logically second. When they feel like they like and trust you, the rest gets a lot easier.
2. Set the Tone
Once you’ve broken the ice, it’s time to establish the flow of the call. Let them know and expect that you’re in control. So don’t let them take the reigns of the call and start rambling.
You can say something like this in a nice way of course…
“Here’s how I like to run these calls. First, I want to hear all about your goals and where you’re feeling stuck. Then, I’ll share what I think could help and walk you through how I work with my clients. Sound good?”
When you take charge of the call, it subtly positions you as the expert and creates a sense of trust—they know you’re in control and not just winging it.
3. Listen First
Here’s where many people mess up: they jump straight into pitching. Don’t do that! Instead, use this time to ask questions and let them talk. Dig deep into their pain points and goals.
You can ask something like this…
“What inspired you to book this call? What’s the biggest challenge you’re facing right now in your business journey? If you could wave a magic wand, what would your life/business look like 6 months from now?”
This does two things:
- Helps you understand their needs
- Makes them feel heard
The more they talk, the more they’ll convince themselves they need your solution.
4. Reflect and Reframe Their Pain Points
Here’s the psychology hack: People don’t buy products or services—they buy solutions to problems. So, after they’ve shared their struggles, repeat back what you heard in your own words.
“It sounds like you’re really struggling with this specific pain point and it’s holding you back from your goal. Did I get that right?”
When they say, “Yes, exactly,” they feel understood. And when you reframe their challenges in a way that highlights how you can solve them, you position yourself as the solution.
5. Transition into Your Offer
Once you’ve clearly laid out their pain points and goals, it’s time to present your offer—but don’t make it feel like a pitch. Instead, frame it as a natural next step.
You can say something like this…
“I have a really clear picture of where you’re at and where you want to go. And honestly, I know I can help you get there. Let me walk you through what that looks like.”
You’re not asking—you’re affirming the fact that you have the solution.
6. Paint the Picture of Transformation
Focus on the outcomes of your offer, not just the details. Remember, people don’t care about the “how” as much as they care about the results.
Instead of saying: “You’ll get weekly calls and a workbook…”
Say: “You’ll have a clear roadmap for your goal, personalized support every step of the way, and finally feel in control of your problem area. In just a few weeks or months, you’ll be transformed into the answer you’re looking for.”
Use phrases like “imagine if” or “what if” to get them visualizing their success.
If they hesitate or bring up objections like price, don’t panic. Objections are normal. It just means they need a little more reassurance.
You can say something like this…
“I totally get it. Making this kind of investment can feel like a big decision. But let’s look at it this way…”
Then go on to reframe their concern and dive deeper into an answer that satisfies them.”
For example, you can say: “If you don’t make this investment now, where will you be 6 months from now? Probably still stuck in the same place, right?”
Ask them: “What’s really holding you back?” This will help uncover the real objection (fear, doubt, timing) so you can address it head-on.
7. End The Call With Confidence
Once you’ve presented your offer and addressed objections, don’t beg for the sale. Instead, leave the ball in their court—but in a way that feels empowering, not passive.
For example, you could say…
“I’m so excited about the possibility of working with you, and I know this could be a game-changer for you. So, are you ready to get started?”
Hopefully the answer is a resounding yes and you can go ahead and prepare to send them your checkout page.
But if they need more time to decide, you can say…
“Look, I totally understand. Take some time to think it over, but let’s set a follow-up so we can circle back. Does another day this week work for you?”
Here’s a couple more points to throw in…
Scarcity works.
Let them know spots are limited or the offer is time-sensitive. You can say you only have 5 spots left and you don’t want them to miss out on this opportunity. People are more likely to act when they feel like they’ll lose out.
Also this….. silence is powerful.
When you ask for the sale, stop talking and let them process what’s going on and properly respond. Don’t be pushy, don’t try to over-talk them, or even worse, get upset.
Remember that you’re not going to close every call. In fact, if you close just 25% of your calls, that’s a good number. That’s 1 out of 4. So even if someone chooses not to take you up on your offer, keep in mind that someone else will and you will hear a yes coming soon.
To sum this all up, discovery calls aren’t about doing some hard convincing to get someone to buy—they’re about helping them realize that your offer is the answer to their problem.
Approach these calls with curiosity, confidence, and genuine care, and you’ll not only close sales—you’ll build lasting relationships with clients who are excited to work with you.
And i hope you absolutely crush your next call.
If you found this video helpful, don’t forget to like, subscribe, and hit that bell icon so you don’t miss out on more tips like these. And as always, if you have any questions, drop them in the comments—I’m here to help your online business grow into a success. Thanks for watching, and I’ll see you in the next video.
Leave a Reply