The Secret Sales Killer: Why Sales Scripts Are Killing Your Business

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Your sales call follows the script.

You hit every objection-handling technique. You close with confidence. 

And then... nothing. 

The person stops answering. Another "I'll think about it."

Today's clients can spot a sales script from miles away. 

They know when you're using someone else's words. 

They feel when you're not being you.

The same authenticity that makes you an incredible coach is exactly what your sales conversations are missing.

And this doesn't just cost you sales, it turns your business into a place where you have to perform instead of just being you.

What Works Better: The 3-Step Script-less System

Coaches who sell well don't only use scripts. They use a simple talk system that helps them be real while helping clients make clear choices.

Real Results: When Coaches Drop The Scripts

Many coaches are finding success by moving away from rigid sales tactics toward more authentic conversations.

Take Melissa Neil, for example. She built her coaching business by focusing on genuine human connections rather than memorized pitches. 

By creating her own app that showcased her actual teaching style, potential clients got to know the real Melissa before ever speaking with her.

This approach led to impressive results: $224K in just six months, with less sales anxiety and stronger client relationships.

Melissa's success shows what's possible when coaches present themselves authentically instead of following someone else's script. While her method was unique to her business, the core principle applies to everyone: real conversations convert better than rehearsed ones.

How To Do It

Step 1: Ask About Dreams, Not Problems

What To Say:

• "When you thought about hiring a coach, what did you hope would change in your life?"
• "What would need to be different a year from now for you to feel this was worth it?"
• "Tell me about who you want to become, not just what you want to do."

Why This Works:

People don't buy coaching. They buy a path to become someone new. When you know who they want to be, you can show how you'll help them get there.

How To Use It:

Listen for what they truly want, not just what they say they need. The words they use about their future self tell you how to talk about your coaching offering.

Step 2: Learn What Didn't Work Before

What To Say:

• "What have you tried before that didn't work out like you hoped?"
• "What did other coaches or programs miss about what you need?"
• "What felt missing from other things you've tried?"

Why This Works:

This shows what they don't want to repeat. It tells you what they've seen before and didn't like. Now you can show how your way is different.

How To Use It:

Don't just note what they tried. Note how it made them feel. Did they feel left out? Confused? Rushed?

This tells you how NOT to make them feel.

Step 3: Build A Plan That Fits Them

What To Say:

• "Based on what you've shared, here's what I think would work for you..."
• "I think we should start with [their biggest need] because that will help you [get their main goal]."
• "The first thing we'd do together is..."

Why This Works:

This shows you heard them. It shows your plan fits their needs, not that they need to fit your system.

How To Start Using This System:

• This Week: Pick one step to try in your next call. Just one.
• Next Week: Add the second step.
• Week After: Use all three steps in order.
• By Month's End: The whole system will feel like your own way of talking.

Final Thought

You don't need static sales scripts. You need a way to help people see if your coaching is right for them.

This 3-step system helps you be yourself while helping them get clear on what they need.

Real talks beat sales scripts every time.

👉 Want more tips for sales calls that work without making you feel fake?

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