Let me introduce you to Sophie.
Brand-new coach. Certified. Talented. Passionate about helping women heal from burnout.
She booked her first real discovery call with someone she met at a yoga retreat.
She was so excited.
So naturally, she did what many new coaches do when nerves kick in:
She defaulted to the one thing she did know how to talk about…
Her story.
“I used to work 60-hour weeks in a corporate job I hated. My hair was falling out. I had adrenal fatigue, hormone imbalances, and panic attacks at stoplights. Then I found coaching. And it changed everything.”
She shared about her supplements.
Her therapist.
Her gut health journey.
The books that changed her life.
The breathwork session that cracked her open.
The friend who told her she should be a coach.
Twenty minutes flew by.
Finally, the woman on the other end of the call said:
“Wow, that’s… a lot. Good for you!”
And that was it.
No yes. No questions. No interest in the package.
Just… polite distance.
Sophie messaged me afterward and said, “I don’t get it. She seemed really into it—but then nothing happened.”
My response?
“She didn’t see herself in the story.
She saw you.”
Mistake #4: You’re Oversharing Your Backstory
Listen, your story matters.
It’s powerful. It’s real. It can build connection.
But on a discovery call?
Your story needs to be a bridge—not a broadcast.
Here’s how to know you’ve crossed the line:
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You’re 10+ minutes into the call and haven’t asked a single question
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You say, “Does that make sense?” instead of “What’s coming up for you?”
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You keep circling back to your experience instead of exploring theirs
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You’re afraid that if you don’t tell your whole journey, they won’t trust you
(That last one is sneaky. And I promise—it’s not true.)
Why This Backfires
When you talk too much about your story, you unintentionally:
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Make the call about you instead of them
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Create a vibe of “Let me tell you what to do” instead of “Let me understand what you need”
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Skip over their pain, their dreams, and their decision-making process
It’s not selfish—it’s human. Especially when you’re nervous.
But here’s the shift:
People don’t buy your story.
They buy the belief that you can help them change theirs.
What to Do Instead
Instead of oversharing, share a sliver.
A line. A moment. A quick flash of context—then pivot back to them.
Try this:
“I’ve been where you are, and I remember how hard that felt. That’s exactly why I love helping women like you feel grounded, supported, and back in control.”
Then ask a question like:
“What’s been coming up for you lately that made you book this call?”
BOOM.
Now you’re in dialogue—not monologue.
Now they get to be the main character.
Now they’re seen, not overshadowed.
Rule of Thumb:
If your story is longer than an Instagram Reel, it’s probably too long. 😉
You don’t need to prove your transformation to get the client.
You need to show that you care about theirs.
Your story is the spark—not the spotlight.
And when you use it wisely, it becomes a bridge to deep trust… not a detour from the sale.
Want More Soul-Led Sales Wisdom?
This is just Mistake #4 from my free guide,
“10 Ways You’re Accidentally Talking People Out of Hiring You.”
📥 Download the guide now →
Learn how to structure your sales calls with heart, clarity, and just the right amount of backstory.
No more rambling. Just results.
You’ve got this.
— Jaime 💛
