Episode 8

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Published on:

5th Aug 2025

Discounting: how clients unconsciously keep themselves stuck

In this episode we discuss how clients can inadvertently keep themselves stuck by ignoring aspects of themselves, others or the situation. Discounting is a classic topic that emerges in coaching sessions.

We share how using Julie Hay’s “Steps to Success” model can help to shed a light on a client’s discounting beliefs and create more enabling ones. This approach is versatile in its application, but can be practically applied in-person through using physical cards on the floor and walking side-by-side with a client, helping them to embody each stage in the process.

We offer useful coaching tips focused on how, as a coach, we might tune into what clients are discounting, reflecting on one’s own biases as a coach, and fostering genuine partnership. 

This is the article we reference - thanks to Spark for this. This includes the diagram for steps to success:

https://www.sparkcoachingandtraining.co.uk/blog/transactional-analysis-discount-store-of-coaching#:~:text=Remember%20that%20discounting%20is%20an,done%20something%20about%20this%20earlier. 

This episode is a valuable listen for coaches looking to deepen their understanding of client resistance and strengthen their coaching conversations.

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About the Podcast

The Coaching Question
Exploring the world of coaching in business, for coaches, users and buyers of coaching
Two experienced executive coaches, Sarah Turner and Gregor Findlay discuss topics pertinent to those that commission and use coaching in organisations, as well as for coaches themselves.

We want more coaching conversations to be happening in the world and while there are lots of resources targetted at coaches, there seem to be less targetted at helping those that bring coaches into organisations.

About your hosts

Gregor Findlay

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Gregor is an APECS Accredited Master Executive Coach with nearly 20 years experience who has helped hundreds of senior managers, directors and C-Suite executives undergo transformative change and growth, both personal and organisational.

Gregors mission is to help leaders and leadership teams develop and grow so they can make an even bigger difference for themselves, their people and society. My role is helping others be more free and able to have happier, successful, and more worthwhile lives.

Sarah Turner

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Sarah’s an experienced Executive and Maternity Coach, and business psychologist. She has many years’ coaching experience working across a range of sectors working with professionals, managers and leaders.

On a personal level, Sarah is passionate about empowering women to combine both their personal and professional lives once they become a mother. Her coaching approach is pragmatic, supportive but challenging where appropriate, enabling women to gain clarity about what is most important and manage their transition with renewed confidence.