Coaches love to help. It’s in their DNA.
So when a prospect shows up for a discovery call, the instinct is to immediately start coaching.
You give advice. You solve problems. You pour out tons of value.
Here’s the trap:
When you do that too early, you actually remove the urgency to invest.
The prospect leaves the call feeling lighter but not committed, and they think they can figure it all out themselves (without you)
You served them, but you didn’t enroll them – and that means they stay stuck and you stay frustrated.
NEPQ fixes this by giving you a roadmap.
Instead of spilling solutions, you ask layered questions that guide the prospect to discover the gap between where they are and where they want to be.
They feel the weight of staying the same. They connect the dots themselves that real change requires a commitment.
When that happens, you can share your coaching with authority. They don’t just appreciate the value. They see the necessity.
This is how the best coaches fill their practice without burning themselves out giving free advice. They coach after the “yes”, not before.
If you’ve ever hung up a call wondering why they didn’t buy when you gave them so much, attend 7th Level’s upcoming free 5-day sales challenge.
Get the details and register for it here!
