How to Get More Sales Calls Without Feeling Pushy
Mar 12, 2025"People love to buy, but they hate to be sold to." – Unknown
If you're a mission-driven therapist or coach who dreams of scaling your impact with online courses or products, you've probably wrestled with this question: How do I get more people onto sales calls without feeling pushy, salesy, or fake?
The truth is, people rarely say yes to a big purchase because of a single social media post or lead magnet. High-ticket sales almost always begin with one thing: a real conversation.
In this post, based on insights from the Scaling Therapy Practice Podcast, we'll break down three powerful behaviors that help you book more sales calls without manipulating or chasing people. These steps are simple, human, and grounded in respect. We'll also explore the mindset shifts you need to break through fear and start showing up more confidently.
Step 1: Be Patient – Every Customer Is on a Journey
"You are selling to individuals. Each one is on their own journey."
It’s easy to get discouraged when someone doesn’t respond to your offer right away. But remember: people buy when they are ready—not when you are.
James Marland, host of the podcast, shares a powerful story: one day, a ceiling tile in his basement fell due to a plumbing leak. Two days earlier, he wasn’t looking for a plumber. Now, he had an urgent need. Who did he call? The plumber who had been consistently present, sending friendly check-ins and celebrating milestones.
Takeaway: People may not be ready now—but when the problem becomes real, they’ll remember who showed up without pressure.
Step 2: Be a Person – Build Real Human Affinity
"People aren't going to buy from you if they don’t know you, like you, or trust you."
Sales happen faster when you connect on a human level. Before people trust your expertise, they want to feel like you get them.
Start with shared values or interests. James remembers becoming more interested in a coach’s message—not because of what he taught—but because he casually mentioned he loved Doctor Who. That small detail created a bridge.
In a world filled with AI messages and auto-responses, being genuinely human makes you stand out.
Ask yourself:
- What do I have in common with my audience?
- How can I show up with empathy, not a script?
- What makes me relatable beyond my credentials?
Step 3: Be Present and Persistent – Keep Showing Up
"You have to ask. You’re not being pushy—you’re being of service."
Even the most mission-minded therapists struggle to ask for the call. You give, give, give—but forget to invite people to take the next step.
It’s not about spamming people. It’s about showing up consistently, offering help, and saying: "Would you like to talk about this further?"
James shares how his friend Joey kept in touch over time—not with high-pressure tactics, but with valuable emails and check-ins. When the time was right, James said yes.
"He cared. He remembered my problems. And when I was ready, I bought—and happily paid more than I ever had before."
Takeaway: Confidence and consistency are not pushy—they're how trust is built.
The Deeper Work: What Beliefs Are Holding You Back?
Sometimes, it’s not a tactic that’s missing—it’s a mindset.
James tells the story of freezing up during a middle school solo performance. He made a mistake, felt ashamed, and left the stage. That experience planted a belief: If you put yourself out there, bad things happen.
That belief protected him for a while. But years later, it kept him from inviting people into life-changing offers.
What belief is keeping you small?
- "If I promote myself, I’ll seem selfish."
- "I’m not ready."
- "What if no one shows up?"
These thoughts may have served you before. But if you're here to grow, you might need to retire the belief that visibility is dangerous.
"Old beliefs get you old actions. You need new beliefs for new actions."
Ready to Grow? Start Here
If you want more sales calls, the best place to start isn't a funnel—it's your mindset and message.
- Be patient. Not everyone’s ready yet.
- Be a person. Show them you care.
- Be persistent. Keep showing up and ask.
When you lead with empathy and conviction, sales become service.
Want support turning your expertise into a course people want to buy?
Check out our latest free webinar.: How to Find and Get an Audience Ready to Buy
Until then—put your mission in motion.
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