What’s the biggest mistake you can make in a sales conversation? Leading with your price.

In this episode, Josh and Tiffany High share the real reason they are closing 70% or more of their live event attendees without using high-pressure tactics or sales tricks. They break down how to ask the right questions, create emotional clarity, and let the audience sell themselves before the offer is ever named. If you have ever rushed into your pitch too early and watched the room go cold, this episode gives you the real solution!

Whether you are selling from stage, on Zoom, or 1:1, this is how to lead the conversation, build connection, and move people to a confident “yes.”

You’ll Learn How To:

• Use “gradient questions” to warm up and qualify prospects the right way
• Frame your messaging to shape how people see your offer before you pitch
• Ask better questions that create urgency, desire, and trust
• Shift from explaining your product to pulling out real buying intent
• Avoid naming your price too early

What You’ll Learn in This Episode:

• (03:54) Who Josh and Tiffany are and how they started Results Driven
• (05:57) Launching a one-on-one coaching business from scratch
• (07:00) Why telling stories from the heart converts better than hype
• (10:05) Why real skill takes time and why most people give up too soon
• (10:49) Letting prospects opt in instead of forcing the next step
• (12:56) “Gradient” questions that help your audience self-qualify
• (14:36) Using questions to create context instead of jumping to solutions
• (15:04) Creating desire first, then naming the price
• (16:51) What the highest achievers all do in their buying decisions
• (21:26) Pain-driven questions that reveal deep emotional triggers
• (26:29) Pre-question phrases that unlock better conversations
• (27:52) Why better questions lead to better results
• (30:38) How to get people to open up about what’s holding them back
• (35:27) How to build trust by making and keeping simple promises
• (37:46) Asking desire-based questions to lead into your solution
• (41:03) Framing: how to shape a buyer’s perspective without pitching
• (42:54) Start talking about value and numbers before naming your price
• (50:34) Get them talking about the value—so the offer makes sense
• (57:55) How to reverse-engineer your entire sales presentation

Who This Episode is For:

• Coaches and experts who sell from stage, Zoom, or 1:1 and want higher close rates
• Entrepreneurs who are tired of pitching too early and losing momentum
• Sales leaders looking to upgrade their team’s frameworks and results
• Anyone who wants to move people emotionally—without pressure or push

Why You Should Listen:

Josh and Tiffany High share the secrets to sales that feel real, personal, and powerful. This episode isn’t just about scripts; it is about asking better questions, creating real connections, and building an offer that sells itself before the price is ever mentioned.

If you are ready to start growing and scaling, and getting your coaching business ready to run without you and to eventually sell one day, go to coachinginc.com

Connect with Tiffany and Josh:

• Tiffany Instagram: @tiffanyhighfficial
• Josh Instagram: @joshhighofficial
• Website: https://resultsdrivenrei.com/home/