How to Ask for the Sale (with sample scripts)

If you’re a female business owner selling coaching packages, online courses, or other digital programs, you know that closing the sale can be the hardest part of a 1:1 call. You’ve had a great conversation, your prospective client is interested, but when it’s time to ask for the sale, you freeze or feel awkward.

Here’s the truth: Asking for the sale doesn’t have to feel pushy. When done right, it’s simply an invitation for your potential client to step into transformation. Let’s talk about how to confidently ask for a sale.

1. Set the Tone from the Start

Your prospective client should know from the beginning that this call is about working together. Otherwise, they may think it’s just a casual chat.

Try this script:

“Hi [Name], I’m so excited to chat today! We’ll start by talking about your goals and challenges, and if it feels like a good fit, I’ll share how I can support you and the details of my [program/coaching package]. Sound good?”

This lets them know that discussing your offer is part of the call so there are no surprises when you ask for the sale.

2. Ask the Right Questions

Your goal is to get them talking about their pain points and desires. When they see the gap between where they are and where they want to be, they’ll naturally be more open to your offer.

Powerful questions to ask:

• “What’s your biggest challenge when it comes to [their problem]?”

• “What would it mean for you to finally solve this?”

• “What has stopped you from taking action before?”

By listening carefully, you can tailor your pitch to exactly what they need.

3. Present Your Offer with Confidence

Now it’s time to introduce your solution in a clear, confident way. Keep it simple and focused on the transformation they will experience.

Try this script:

“Based on what you’ve shared, I know my [program/coaching package] can help you achieve [specific result]. Here’s how it works: [brief explanation]. The investment is [$X], and it includes [key features]. How does that sound?”

4. Handle Objections Gracefully

If they hesitate, it’s usually because they have concerns about time, money, or whether it will work for them. Instead of getting defensive, acknowledge their hesitation and guide them to a decision.

Common objection scripts:

• “I need to think about it.”
  “I totally understand! What specific questions do you have that I can help with?”

• “It’s too expensive.”
  There are a few ways to reroute the conversation. Either 1) Focus on the value they will get out of the program, 2) Offer a payment plan, or 3) Compare it to the cost of the current situation.

  “"I completely understand, which is why I offer a flexible payment plan of [$X per month]. Would that make it more doable for you?"

• “I’m not sure it will work for me.”
  “I get that! That’s why I designed this specifically for [ideal client’s situation]. Plus, [share a testimonial or guarantee].”

5. Close with a Clear Next Step

Always give them a clear action to take. If they’re ready, guide them to sign up. If they need time, schedule a follow-up.

Try this script:

“Let’s get you started! I’ll send over the payment link and onboarding details now. Do you have any last questions before we begin?”

If they need time, say:
“I totally respect that! Let’s set up a follow-up in two days to check in. Does [specific day/time] work for you?”

*****

Asking for the sale isn’t about being pushy; it’s about confidently offering a solution to someone who needs it. Use these scripts, practice often, and you’ll soon feel completely comfortable closing sales on your 1:1 calls!

Need help improving your sales calls? Join the How to Get Clients (HTGC) monthly program and refine your skills with a business coach.