In this episode of The Coaching Circle, we dive into a common dilemma faced by coaches: balancing authenticity with the need to make sales. Featuring insights from Don Markland, CO-CEO of Numi, we explore the often-hidden dangers of relying solely on warm leads and the importance of developing cold sales skills. The discussion highlights a key question to ask during discovery calls—'Why now?'—to uncover genuine client urgency and ethically leverage it. The episode emphasizes the need for coaches to focus on the client's immediate motivation rather than superficial fixes like rebranding. This shift not only helps in closing sales but also ensures sustainable growth for coaching practices.

• 00:00 Introduction to Coaching Challenges
• 00:39 The Sales Mindset Dilemma
• 01:31 The Warm Leads Trap
• 02:27 Building Core Sales Skills
• 03:56 The Importance of Urgency
• 06:00 The Magic Question: Why Now?
• 09:27 Aligning Marketing with Urgency
• 10:14 Conclusion and Final Thoughts

We share why the key discovery question, “Why now?”, is so powerful for uncovering a client’s immediate motivation. By focusing on urgency instead of quick fixes like rebranding or endless social posting, coaches can align their conversations with what truly matters to the client. This approach not only makes closing easier but also builds trust and long-term stability in your practice.

What You’ll Learn in This Episode

• Why relying only on warm leads limits your growth.
• The dangers of ignoring core sales skills as a coach.
• How to ethically create urgency without pressure.
• The discovery call question every coach should be asking.
• How urgency-focused selling builds sustainable success.

Key Quote “Authenticity and urgency aren’t opposites—they work together to help clients commit when the time is right.”

Get Started with Noomii Ready to grow your coaching practice? Get your free coaching listing at Noomii.com.


Get Started with Noomii
Ready to grow your coaching practice? Get your free coaching listing at Noomii.com