Close With 'Based on What You Told Me' and Go Silent
The most effective coaching close isn't a pitch — it's a recap and a directive. After you've spent a conversation mapping a prospect's emotional hot buttons using their exact words, you say: 'Based on what you told me, the next step is for you to register for my 90-day coaching program.' Then stop talking. Offer two options — payment method or scheduling — that assume they're moving forward, not asking whether they will. This approach works because it's collaborative, not combative. You're recapping their reality back to them, bridging their stated needs to your solution, and then confidently directing next steps. The silence after the close is essential. Most coaches fill the silence out of anxiety and end up negotiating against themselves. Say the sentence, offer the choices, and wait.
Relevant Clips3
- Answer3:47
Bridge Their Words to Your Solution Then Go Silent
Approach the conversation as a collaboration between two people figuring out how to exchange value. Recap all their emotional hot buttons using their exact words, build a bridge between their needs and your solution, then use the phrase 'Based on what you told me, the next step is...' followed by silence.
- Answer12:16
The Alternative Close — Two Positive Options
Instead of asking yes or no questions, give prospects two positive options like 'Would you prefer to pay with credit card or PayPal?' or 'Would you like to start Tuesday or Thursday?' This assumes they're moving forward and just choosing how.
- Answer10:55
Use the Exact Phrase Then Offer Two Options and Silence
Use the exact phrase: 'Based on what you told me, the next step is for you to register for my ninety day coaching program.' Then offer two options like payment method or scheduling, and stay completely silent until they respond.