If you’ve ever ended a discovery call convinced the “no” was because of price, think again. In this episode, I’m breaking down the real reasons your high-ticket health clients might not be saying yes, and spoiler alert…
It’s almost never about the price.
After reviewing hundreds of sales calls with coaches and practitioners, I’ve discovered that most missed conversions come down to subtle but powerful mindset mistakes during the sales conversation.
I’ll walk you through the five most common mistakes that could be holding you back and, more importantly, the belief shifts you need to make to start confidently closing more high-ticket clients.
We’ll talk about how to lead with emotion (not logic), how to go deeper than surface-level goals, how to effectively navigate the “I need to talk to my spouse” objection, and how to lead your prospects into a clear, confident decision without pressure or sleazy tactics.
Whether you’re brand new to sales calls or you’ve been doing them for years, this episode will help you understand how to sell through connection, conviction, and clarity, so that your calls start feeling easier, more natural, and a whole lot more profitable.
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Hot Take: It’s Never Really Just About The Price
If you’ve ever hung up from a discovery call thinking, they said no because of the price, I want to lovingly challenge that thought.
Because it’s almost never just about the price.
After years of coaching hundreds of health coaches, nutritionists, and wellness practitioners, I can tell you with full confidence: when a dream-fit client says no, it usually has very little to do with affordability and everything to do with how the call was led.
Sales isn’t about pressure or persuasion. It’s about leadership, clarity, and connection.
It’s helping someone make a confident decision about something they already want.
So today, we’re breaking down the five biggest mindset shifts that will completely transform the way you sell your high-ticket coaching programs so that your next discovery call doesn’t just feel good… it actually converts.
Mistake #1: Leading with Logic Instead of Emotion
Most health coaches start their calls by listing deliverables: how many sessions, how many labs, how much access the client gets.
And while those are important details, they speak to the logical brain.
The truth? Logic doesn’t sell coaching. Emotion does.
Your potential client isn’t buying eight sessions or 24/7 messaging access. They’re buying a transformation.
They’re buying how they want to feel on the other side of your program: confident, energized, at peace in their body.
When you lead with features, you push the prospect into analytical mode. They start doing mental math, comparing your price per session to someone else’s.
But when you lead with emotion and you connect to what they truly desire, they lean in. They start to see what’s possible.
Try this: Instead of opening your call with what you offer, ask, “What inspired you to book this call today?” Then listen for the emotional cues in their answer. Reflect them back.
If they say, “I just want to feel like myself again,” you might respond with, “So it sounds like you’re craving more energy and confidence, to feel like yourself again. Did I get that right?”
When you speak to someone’s emotion, you help them see that change is possible and that you understand exactly what they need.
Mistake #2: Accepting Surface-Level Goals at Face Value
When you ask a client what they want, you might hear, “I want to lose 20 pounds” or “I want to balance my hormones.”
And while those are valid goals, they’re just the surface.
People don’t invest thousands of dollars in coaching to lose 20 pounds. They invest because they want what that weight loss represents.
Maybe it’s confidence to take photos with their kids again.
Maybe it’s feeling sexy and connected with their partner.
Maybe it’s the freedom to go out to dinner without anxiety over what to eat.
That deeper reason—that emotional “why”—is what drives investment decisions.
How to go deeper: When a client gives you a surface-level goal, ask:
- Why is that important to you right now?
- What would your daily life look like if you achieved that?
- What would that allow you to experience long-term?
Then mirror their words back. Say, “So it’s not just about losing weight, it’s about finally feeling confident enough to take pictures with your family and enjoy your life again. Did I get that right?”
When your clients feel seen, they feel safe to say yes.
And that safety creates conversions.
(This is one of the exact processes I walk my Nourished Business Accelerator clients through when we help them master emotionally connected sales.)
Mistake #3: Treating the “Spouse Objection” as the End of the Road
Raise your hand if you’ve heard this before: “This sounds amazing, I just need to talk to my husband.”
This is one of the most common moments where coaches lose momentum, but it doesn’t have to be the end of the conversation.
Here’s the truth: for most people, this objection isn’t really about their spouse. It’s about their own uncertainty.
If your potential client was 100% confident this was the right next step, the conversation with their partner would be a formality, not a roadblock.
So instead of freezing, try this:
“If your spouse said, ‘I trust your judgment—go for whatever feels right,’ what would you want to do?”
This gently puts the decision-making power back in their hands. If they say, “Oh, I’d do it right now,” great! You know the hesitation isn’t financial, it’s emotional. If they still seem unsure, it means they need more clarity, not more convincing.
At that point, circle back to their why. Remind them of what they shared earlier. For example:
“You mentioned that having more energy for your kids is really important to you. What’s holding you back from saying yes to making that happen today?”
That question alone can uncover what’s really going on, and it helps your client make a decision from empowerment, not pressure.
Mistake #4: Ending the Call Without a Clear Decision Path
If you end a call by saying, “Let me know what you decide,” you’re leaving your client in limbo.
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When someone leaves a call without a clear next step, life takes over. Their HVAC breaks, their dog gets sick, and that excitement they felt during your conversation fades.
It’s not always that they changed their mind, they just lost momentum.
So instead of leaving the decision open-ended, set a clear next step and timeline.
Try saying:
“Would you be able to decide by Thursday so we can hold your spot?”
or
“The next step in my process is a short 10-minute follow-up call to finalize your decision. Would you like to book that now?”
This creates structure without pressure. It shows leadership. And it communicates that you’re not just a coach, you’re a guide who can help them take action.
When clients see you leading decisively in the sales process, it builds their confidence in your ability to lead them inside your program.
(Inside NBA, we teach our clients exactly how to create this “decision container” so prospects feel supported, not sold to.)
Mistake #5: Thinking More Information Will Close the Sale
When someone hesitates on a call, our instinct is often to give more information.
We start over-explaining. We talk about the science, the protocols, the labs… all in hopes that logic will tip them over the edge.
But here’s the catch: more information often leads to more confusion.
And as you’ve probably heard before, the confused mind doesn’t buy.
Your job isn’t to convince. It’s to lead.
When you sense hesitation, pause. Don’t talk more… listen more.
Ask questions that help them move through the fear.
For example:
“It sounds like you really want to do this, but something’s holding you back. Can you tell me what that is?”
And then stop talking. Let the silence do the work.
That pause gives your prospect space to process their thoughts. And more often than not, they talk themselves into the decision.
The most powerful sales calls are often the quietest ones.
Why Coaches Struggle With Sales (Even When They’re Experts)
If you’re thinking, I know all of this… so why am I still struggling on sales calls? you’re not alone.
Most of us were taught that sales is about explanation. If we just give enough information, people will see the value and buy.
But information doesn’t sell transformation.
Emotion does. Vision does. Leadership does.
Sales is about helping your client connect to the value of their own decision – not convincing them of yours.
And when you make these mindset shifts, your close rate changes drastically. You stop hearing “I can’t afford it” and start hearing “How soon can we start?”
The Real Secret to Confident, High-Ticket Sales
At its core, selling is a form of service. It’s leadership. It’s helping someone step into the next version of themselves.
You can absolutely sell your high-ticket coaching offers in a way that feels grounded, confident, and deeply ethical.
When you lead with emotion, go deeper than surface-level goals, create clear decision paths, and guide your prospect with calm conviction, you don’t have to manipulate or pressure anyone.
You’re simply showing them what’s possible, and giving them the clarity and support to say yes to themselves.
That’s when your sales calls start to feel easy.
That’s when you start to love sales.
And that’s when your business really starts to grow.
Want to Master Sales Without Feeling Salesy?
If you’re ready to confidently lead sales conversations that convert 50%, 60%, or even 70% of your calls without pressure or awkward scripts, this is exactly what we help you do inside the Nourished Business Accelerator (NBA).
In this six-month mentorship, my team and I help you transform the way you attract, enroll, and serve your dream health clients.
You’ll learn a simple, heart-centered sales process that feels natural and aligned, and get access to our custom ChatGPT sales review tool that gives you instant feedback on your sales calls so you know exactly what to improve.
If you’re done guessing why people are saying no and ready to start closing high-ticket clients with ease, CLICK HERE to apply.
Because when you master the art of authentic, emotionally connected sales, everything in your business changes.
Final Thoughts
The truth is, your sales calls aren’t failing because your program is too expensive.
They’re failing because no one has taught you how to lead them with confidence.
But that ends now!
You are fully capable of selling your high-ticket coaching with clarity, integrity, and heart.
And when you do, not only will your business grow, but so will your impact.
So here’s to stepping into leadership, owning your value, and helping your future clients say yes to the transformation they’ve been craving. You’ve got this!
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