Coach Monica was on a discovery call and everything seemed to be going well…
until the client asked:
“How long does the program take?”
Monica’s heart dropped.
In her mind, that meant:
“I’m too busy. I can’t commit. I’m about to say no.”
So she panicked.
She immediately shifted into defense mode.
“Well, it’s just six weeks—but super flexible! You can move things around. No pressure. We can totally adapt it to your schedule!”
The energy changed.
The client went quiet.
And by the end of the call? No sale.
Later that night, Monica checked her DMs—and saw a message from that same client:
“Hey! I really liked our call, but I decided to go with a different coach. She helped me map out how this would actually fill the space I’ve had since my daughter left for college. Just felt like a better fit.”
Oof.
The question wasn’t about too much time.
It was about not knowing what to do with the time she suddenly had.
Mistake #9: You’re Assuming Why They’re Asking a Question
As coaches, we think we’re good at listening.
But under pressure, we default to what I call “mind-reader mode.”
We hear a question… and immediately start assigning meaning.
“How long is your program?” = They’re too busy
“Is this refundable?” = They don’t trust me
“What’s the price again?” = They think it’s too expensive
“Can I talk to my partner first?” = They’re saying no without saying no
But here’s the truth:
A question is just a question.
You don’t need to attach a story to it.
Why This Backfires
When you assume what a question means, you:
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Start answering the wrong concern
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Shift the energy from connection to defense
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Miss the deeper emotional cue behind the words
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Rob your client of the chance to be really seen and understood
And ironically? That’s exactly what coaching is supposed to offer.
What to Do Instead
The next time someone asks a question that makes your stomach flip, pause and get curious.
Try this:
“That’s a great question—what made that come up for you?”
Or:
“Just to make sure I’m understanding… is there something specific about that you’re wondering about?”
Boom. Now you’re back in a coaching conversation—not a pitch.
Nervous System Cue
When you feel yourself slipping into assumption mode, try this grounding statement:
“I don’t need to fill in the blanks.
I just need to ask better questions.”
Breathe. Stay with them. You’re on the same team.
Your job on a discovery call isn’t to guess what someone’s thinking.
It’s to invite them to share more.
When you lead with curiosity instead of assumption, you build trust, open doors, and turn surface-level conversations into soul-level clarity.
Less mind-reading. More presence.
You’ve got this.
Want to Stop Guessing What’s Going Wrong?
This is just Mistake #9 from my free guide,
“10 Ways You’re Accidentally Talking People Out of Hiring You.”
📥 Download the guide here →
It’s packed with mindset shifts and practical scripts to help you feel calm, confident, and crystal clear on your next coaching sales call.
The right clients are ready. Let’s help them say yes—with ease.
— Jaime 💛
