Mindset Skool · Member Resource · Coaching Sales Framework
The Offer Conversation Guide
What To Say When Someone Asks About Your Offer
You don't need a finished program. You don't need a sales page. You need to know what to say when someone raises their hand. This guide gives you the exact framework, the word-for-word scripts, and the mindset behind all of it.
The Core Idea
You Don't Answer The Question. You Ask One Back.
Most people, when someone asks "what do you offer?", do one of two things. They dump their entire offer on them. Or they freeze because they don't have an offer yet.
Both are wrong. The right move is to turn it around. Get them talking. Let them describe exactly what they want. Then build the offer in real time using their words and hand it back to them.
You let them write the deal. You just package it back.
This works whether your offer is fully built or not. It works at $500. It works at $5,000. The framework is the same either way.
What Not To Do
The 3 Mistakes That Kill The Deal
These happen to everyone. Knowing what they are is most of the fix.
Mistake 01
Presenting Instead of Asking
The instinct is to show them a landing page, a Google Doc, a list of tiers. The more stuff they have to sift through, the more confused they get. Confused buyers don't buy. The fix is to answer their question with a question.
Mistake 02
Building Before Selling
Weeks get spent building a coaching program nobody asked for. The offer doesn't need to be finished before you start selling. You need one person who raised their hand. That's it. Build it for them, with them, on the call.
Mistake 03
Underpricing Out of Doubt
Everyone undercharges. It feels safer. But low prices lower commitment. Low commitment lowers results. No results means no testimonials. Charging appropriately is actually a service to your client. More on this below.
The Framework
4 Questions. In This Order.
When someone asks what you offer, here's exactly what you say. Work through these four questions. Write the answers down. Then read them back.
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01
Format — One-to-One or Group?
Don't assume. Ask. Most people want one-to-one but they haven't said it yet. Let them say it.
Say This
"I have a few different options depending on what you're looking for. Are you thinking more of a one-to-one situation where we work directly together, or something more of a group format?"
Then stop. Don't say another word. Let them answer.
-
02
Frequency — How Often?
Weekly, bi-weekly, monthly. Let them tell you. If they're stumped, give them a default.
Say This
"How often would you want to connect? Weekly? Every other week?"
If They're Stuck
"Most people find once a week gets it done."
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03
Duration — How Long Per Session?
30 minutes is usually plenty for weekly calls. An hour is overkill for most check-ins. Let them tell you what feels right.
Say This
"How long do you think you'd want each session to be? 30 minutes? An hour?"
If They're Stuck
"For a weekly call, 30 minutes usually gets it done."
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04
Length of Engagement — How Long Do They Need?
90 days is the default sweet spot for most coaching engagements. Let them anchor it. Then ask the most important question of the whole conversation.
Say This
"How long do you think you'd need? 30 days? 90 days? Six months?"
If They're Stuck
"90 days is usually where people start seeing real momentum."
The Most Important Question
At the End of 90 Days, What Would You Want To Be True?
This is the question that closes the whole framework. Everything else is structure. This question gets the result. Write down exactly what they say. Don't paraphrase. Their exact words matter.
Say This
"Okay, last question. At the end of those 90 days, what would you want to be true? Like, what does success look like for you?"
Once they answer, write it down. You're going to use their exact words in the next step.
The Playback
Read It Back. Word for Word.
This is where it becomes real. You've been writing everything down. Now you read it back to them. Use their words, not yours. This is the moment where they hear their own offer and confirm it's exactly what they want.
Say This
"Okay, so just to make sure I've got this right. You want to meet once a week, 30 minutes, for 90 days. And at the end of that, you want to [their exact words]. Did I get that right? Did I leave anything out?"
Two things happen here. They feel heard. And they've just confirmed the offer they want to buy. You're about to sell it back to them.
✓
Do NOT rush to price after the playback. Let them sit in it for a moment.
✓
Tell them what the experience looks like. How you'll work together. What they can expect.
✓
Temperature check before price. Ask: "How does that sound so far? Does that feel like something that would work for you?"
✓
Wait for them to say yes. Then go to the investment.
Presenting The Investment
Say It Once. Clearly. Then Stop Talking.
State the investment once. No apology. No soft-pedaling. No hesitation in your voice. Then count to five in your head. Go to seven if you have to. They will fill the silence. That silence is not awkward. That silence is them processing. Let them process.
Say This
"The investment is [X]. That's split into three equal payments of [Y], or if you'd rather pay in full you save [Z] and it comes to [lower number]."
After you say the price, stop. Count to five. Then seven. Do not speak until they do.
The next thing out of their mouth tells you everything. If it's a yes, great. If it's an objection, you now know what you're actually working with. Which brings us to the next section.
When They Push Back
How To Handle Every Common Objection
Most objections are one of three things. A timing stall. A partner stall. Or a real price concern. Here's what to do with each one.
Assume it's a stall until proven otherwise. Don't fight it. Get curious about it.
Say This
"What's happening in July that's different from right now?"
Then, offer them a way to lock in before July:
Then Say
"What if you just put down the first payment today and we lock in your spot? You don't have to officially start until July."
If they run from that, it's not about timing. It's a decision problem. That's okay. You still handle it, just differently.
This is real. Respect it. But don't let it be open-ended.
Say This
"Totally understand that. When are you going to have that conversation?"
Then Ask
"What do you think they're going to say?"
Then get the follow-up booked before you hang up:
Close The Loop
"Okay, so you'll talk to them tomorrow. Let's get 20 minutes on the calendar for the day after. Does [specific time] work for you?"
Book it. If they dodge the follow-up booking, they weren't ready. You still did your part.
Name it plainly. Don't dance around it. Bluntness here is kindness.
Say This
"So what I'm hearing is this really just comes down to the money. Either the timing doesn't work or you're not sure it's worth it to you yet. Which one is it?"
Then let them talk. Use their words back at them. If they confirm it's genuinely only money, you have options: a payment plan, or taking something off the offer and adjusting the price. But only do this after they've confirmed they want to work with you. Don't default to discounting. Make them earn it.
If It's Price Only
"Other than the investment, is there anything else that would stop you from moving forward?"
If the answer is no, now you work on the investment together.
The Minimum Price Rule
Why Charging Less Than $1,000 Is A Disservice
This isn't about being greedy. It's about what low prices actually do to a coaching relationship. Low prices lower expectations. Lower expectations lower commitment. Lower commitment lowers results. No results means no testimonials. Charging appropriately is something you do for your client, not to them.
What It Signals
$150
I don't fully believe in what I'm selling. My expectations of you are low. My expectations of myself are low. This isn't serious.
What It Signals
$1,000+
I expect you to show up and so do I. This relationship has weight. We're both invested in the result here.
Price is about the result you help them get. Not the hours you put in. If you can help someone make $10,000, you should charge at least $1,000.
If you're going to do one-to-one coaching, the floor is $1,000. Not because of some arbitrary rule. Because anything less doesn't serve either of you.
How To Think About Pricing
"What am I helping this person make? What am I helping them avoid? If I can get them clarity in 30 days instead of them spinning for six months, what is that worth?"
Quick Reference
The Full Conversation At A Glance
When someone asks what you offer, here's the whole thing from start to close.
1
Don't answer yet. Ask: "Are you looking for one-to-one or something more group-based?" Then stop.
2
Get the format. Frequency, session length, engagement length. Write it all down.
3
Ask the big question. "At the end of 90 days, what would you want to be true?"
4
Read it back. Use their exact words. "Did I get that right? Did I leave anything out?"
5
Describe the experience. How you'll work together. What they can expect from you.
6
Temperature check. "How does that sound? Does that feel like something that would work for you?"
7
State the investment. Once. Clearly. Then count to five. Do not speak.
8
Handle what comes up. Timing stall, partner conversation, price. You have a response for all of it.
9
Book the next step. Whether it's a yes, a follow-up, or a partner conversation, get something on the calendar before you hang up.
The Bottom Line
Stop Building. Start Talking.
You don't need a course. You don't need a sales page. You don't need a perfectly packaged offer before you start charging.
You need to have the conversation. The offer gets built through the conversations. The pricing confidence comes through the conversations. The results that lead to testimonials come through the conversations.
The person who raised their hand is already out there. Have the conversation.
The first conversation is messy. The tenth one isn't. That's the whole game. Repetition, not perfection.
Keep Going
This Is One Piece Of A Much Bigger Playbook
This guide came straight out of real coaching conversations inside Mindset Skool. That is where the rest of it lives.
The frameworks. The scripts. The people working through the same thing you are. It is free to join, and you can be in there in the next two minutes.
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