The 5-Step Sales Presentation That Closes More Coaching Clients

If you’re a coach who’s booking calls but not closing, it’s not your leads—it’s your sales presentation.

Chris Barry, founder of TD Coach and former COO of a $10M/year coaching company, reveals the exact structure he uses (and teaches) to help coaches convert more calls into paying clients with zero sleazy tactics.

Why You Need a Sales Framework

Many coaches hop on Zoom calls and wing it. But if you’re not guiding the conversation with intention, you're losing deals.

A structured sales presentation:

• Builds trust

• Uncovers your prospect’s real pain points

• Aligns your offer as the solution

• Makes the yes feel natural

Let’s break down the five steps that Chris uses to close more deals.

Step 1: The Intro

Start light—build connection and set expectations.

Chris recommends using Zoom (not phone calls) so you can read facial expressions and build rapport more effectively.

✅ What to say:
“Hey [Name], excited to connect today. Here’s how this call will go: I’ll ask you some questions to better understand where you’re at, what you’re aiming for, and what’s getting in the way. Then I’ll walk you through how we might help. Sound good?”

Step 2: Fact Finding

This is where most coaches mess up.

Don’t start pitching. Instead, ask questions like:

• Where are you now?

• Where do you want to be?

• What’s held you back from getting there?

Your job is to uncover their real problem—not just what they say it is. Every answer they give becomes ammo for your pitch later.

“If you don’t understand their problem, you can’t present the right solution.”

Bonus tip: Ask follow-ups. Don’t stop at surface-level answers. Dig deeper.

Step 3: The Presentation

Now that you understand their pain and desires, show them how your coaching program is the bridge.

Focus on these elements:

• Step-by-step structure (so they don’t feel lost)

• Social proof (testimonials and success stories)

• Simplicity (reduce perceived time and effort)

• Relevance (connect it back to their specific pain)

✅ Example:
“You mentioned you’ve struggled to get started with real estate because you don’t know the first step. Our program is built specifically to solve that—here’s a clear roadmap others have followed to get their first property.”

Let them tell you it’s what they need.

“If you say it, it’s a sales pitch. If they say it, it’s the truth.”

Step 4: Test Close

Before going in for the kill, dip your toe in the water.

Ask:
“Everything sounding good so far?” or “Does this feel like something that could help you?”

If they hesitate, circle back. Address gaps. Clarify concerns. Then test again.

Don’t rush the close without alignment.

Step 5: The Close

If your test close gets a green light, move forward.

Use the value stack—list out everything they’re getting. Then tie it all back to their big goal.

✅ Example Close:
“You said your goal is to hit $10k/month so you can leave your job and spend more time with your kids. I know this program, with your commitment, will get you there. So, are you ready to get started?”

Make the close personal, confident, and clear.

Recap: Chris Barry’s 5-Step Sales Presentation

1. Intro – Set the tone and call structure

2. Fact Finding – Ask great questions, dig deep

3. Presentation – Position your offer as the solution

4. Test Close – Gauge readiness before the ask

5. Close – Use the value stack, tie it to their dream, and invite the decision

Why This Works

Having a consistent sales framework:

• Reduces your stress before calls

• Gives you control without being pushy

• Dramatically increases your close rate

• Helps you serve more people and grow faster

“Every coach I work with who follows this framework closes more deals—and helps more clients transform.”

📞 Ready to increase your coaching close rate?
Book a free strategy call with TD Coach

🎥 Watch the full training here