Discovery Call Script: The Complete Framework for Converting Prospects
Master the art of discovery calls with proven scripts and frameworks that build trust, uncover pain points, and naturally lead to coaching enrollments.
The discovery call is where potential clients decide whether to invest in coaching. Yet most coaches struggle with these conversations, either coming across as pushy salespeople or missing opportunities to demonstrate their value.
This comprehensive framework provides proven scripts and conversation structures that feel natural, build genuine connection, and lead to enthusiastic client enrollment.
The TRUST Discovery Call Framework
T - Thank & Connect (5 minutes)
- Gratitude: Thank them for their time and interest
- Agenda setting: Outline what you'll cover together
- Permission: Ask if they're comfortable sharing openly
- Connection: Brief personal connection or shared experience
Opening Script Example:
"Hi [Name], thank you so much for taking time out of your busy day to speak with me. I'm really excited to learn more about you and see if there might be a good fit for us to work together.
Here's what I'd love to do in our time together: I want to understand where you are right now, where you'd love to be, and what's been standing in your way. Then I'll share how I might be able to help you get there. Does that sound good?
Before we dive in, I'm curious - what drew you to coaching at this point in your life?"
R - Reality Check (10 minutes)
- Current situation: Where are they now?
- Challenges: What's not working?
- Impact: How is this affecting their life?
- Attempts: What have they tried before?
Reality Check Questions:
- • "Tell me about your current situation with [their main area of concern]."
- • "What's the biggest challenge you're facing right now?"
- • "How is this impacting other areas of your life?"
- • "What have you tried to address this so far?"
- • "What's working? What isn't?"
- • "If nothing changes, where do you see yourself in 6 months?"
U - Uncover Vision (8 minutes)
- Ideal outcome: What does success look like?
- Motivation: Why is this important now?
- Timeline: When do they want to achieve this?
- Value: What would achieving this be worth?
Vision Uncovering Questions:
- • "If we could wave a magic wand, what would your ideal life look like?"
- • "What would need to change for you to feel completely fulfilled?"
- • "Why is making this change important to you right now?"
- • "What would achieving this goal mean for your family/relationships/career?"
- • "How would you feel if nothing changed in the next year?"
S - Solution Presentation (10 minutes)
- Summary: Reflect back what you've heard
- Bridge: Connect their situation to your expertise
- Solution: Explain how coaching addresses their specific needs
- Success stories: Share relevant client examples
Solution Bridge Script:
"Based on what you've shared, it sounds like you're dealing with [summarize key challenges], and your vision is to [summarize their goals]. Is that accurate?
This is actually exactly what I help my clients with. I work with [ideal client description] who are struggling with [their main pain points] and want to [their desired outcomes].
The approach I use focuses on [your methodology], which helps clients [specific benefits]. For example, I recently worked with [client story that mirrors their situation]..."
T - Take Action (7 minutes)
- Program overview: Explain your coaching offering
- Investment: Share pricing and value proposition
- Next steps: Clear path forward
- Decision timeline: When do they need to decide?
Advanced Discovery Call Techniques
The Pain Amplification Sequence
Use this sequence to help prospects understand the true cost of inaction:
- Current pain: "How is this affecting you right now?"
- Timeline impact: "How long has this been going on?"
- Future projection: "If nothing changes, where will you be in a year?"
- Emotional cost: "How does that make you feel?"
- Ripple effects: "How is this impacting your family/work/health?"
The Value Stack Method
When presenting your solution, stack the value by addressing:
- Specific outcomes: "You'll be able to..."
- Time savings: "Instead of taking years to figure this out..."
- Confidence building: "You'll have the clarity and confidence to..."
- Support system: "You won't be doing this alone..."
Objection Handling Scripts
"I need to think about it"
Response: "I completely understand wanting to think this through - it's an important decision. Help me understand what specific aspects you'd like to think about so I can provide any additional information that might be helpful."
"I can't afford it"
Response: "I hear you, and I want to be respectful of your financial situation. Can I ask - if money weren't a consideration, would this be something you'd want to move forward with? [If yes] What would need to happen for this to make financial sense for you?"
"I need to talk to my spouse"
Response: "That makes perfect sense - this affects both of you. What do you think their main concerns or questions might be? How can I help you have that conversation in a way that's productive?"
"I'm not sure if coaching is right for me"
Response: "That's a fair question. What specifically are you unsure about? Is it the coaching process itself, whether it will work for your situation, or something else?"
Call Structure Templates
30-Minute Discovery Call Agenda
- 0-3 min: Welcome & agenda setting
- 3-8 min: Current situation exploration
- 8-13 min: Vision & goals discovery
- 13-18 min: Challenge identification
- 18-25 min: Solution presentation
- 25-30 min: Next steps & close
45-Minute Discovery Call Agenda
- 0-5 min: Welcome, rapport building & agenda
- 5-12 min: Current situation deep dive
- 12-20 min: Vision & outcome exploration
- 20-28 min: Challenge & obstacle analysis
- 28-38 min: Solution presentation & value demonstration
- 38-45 min: Investment discussion & enrollment
Pre-Call Preparation
Research Checklist
- LinkedIn profile: Professional background and interests
- Social media: Personal insights and current challenges
- Application form: Information they've already shared
- Website/business: If they're an entrepreneur
Environment Setup
- Technology: Test camera, microphone, and internet
- Space: Professional, quiet background
- Materials: Notes, program overview, pricing sheet
- Mindset: Calm, curious, and service-oriented
Post-Call Follow-Up
Same Day (within 2 hours)
- Thank you message: Appreciate their time and openness
- Summary: Recap key points discussed
- Next steps: Clear action items and timeline
- Resources: Any promised materials or links
Follow-Up Sequence
- Day 3: Check-in with additional value/resource
- Day 7: Final enrollment opportunity if still deciding
- Day 14: Add to nurture sequence for future opportunities
Conversion Optimization Tips
Before the Call
- Pre-call questionnaire: Gather key information in advance
- Calendar reminders: Multiple touchpoints to reduce no-shows
- Value-add content: Send relevant resource before call
During the Call
- Listen ratio: 70% listening, 30% talking
- Note-taking: Write down key phrases and concerns
- Energy matching: Match their communication style and pace
- Specificity: Use their exact words and examples
Closing the Call
- Assumptive close: "When would you like to start?"
- Alternative choice: "Would you prefer to start Monday or Wednesday?"
- Urgency creation: Limited spots or timing considerations
- Payment options: Make it easy to say yes
Common Mistakes to Avoid
The Interrogation Trap
Problem: Asking too many questions without building rapport
Solution: Share your own experiences and insights between questions
The Feature Dump
Problem: Explaining everything about your program
Solution: Focus only on what addresses their specific needs
The Pressure Pitch
Problem: Being pushy or aggressive about enrollment
Solution: Maintain service-oriented mindset and genuine curiosity
The Assumption Error
Problem: Assuming you know what they need
Solution: Ask follow-up questions and seek clarification
Conclusion
Mastering discovery calls is a skill that directly impacts your coaching business growth. Use these frameworks as starting points, but always adapt your approach to each individual prospect's communication style and needs.
Remember: The best discovery calls feel like natural conversations where prospects feel heard, understood, and excited about their potential transformation.