High-ticket sales call script for coaches

A six-part structure for high-ticket coaching sales calls. Use the questions as a guide, not lines to read.

This script fits a 45 to 60 minute call. It goes with our guide to the high-ticket sales process.

1. Rapport and frame (5 minutes)

• “Thanks for making the time. How is your day going?”
• “Here is how I would like to use the call: I will ask some questions about where you are and where you want to be. If it looks like we can help, I will explain how. If not, I will tell you. Does that work?”

2. Current situation (10 minutes)

• “Walk me through where things are right now.”
• “What made you book this call now, rather than six months ago?”
• “What have you already tried?”

3. Goal (10 minutes)

• “If we were talking a year from now and it had gone well, what would be different?”
• “Why does that matter to you?”

4. The gap (10 minutes)

• “What is stopping you from getting there on your own?”
• “What happens if nothing changes in the next year?”
• “On a scale of 1 to 10, how important is fixing this now?”

5. The offer (10 minutes)

• Summarize their goal and gap in their own words.
• Explain how the program closes that gap, in three or four points. Do not list every feature.
• State the investment clearly, then stop talking.

6. Commitment (5 to 10 minutes)

• “How does that sound?”
• Answer concerns honestly. If it is not a fit, say so.
• If yes: take payment on the call and explain exactly what happens next in onboarding.
• If not yet: book a specific follow-up date before you hang up.

After the call

• Update the CRM stage within 10 minutes
• Log the outcome and, if lost, the reason
• Add notes the coach will need if the client enrolls