Next: The Most Important Word in Sales for Coaches

Published: 29 May 2024

Author: Dean Wolfers


In the world of sales, especially for life coaches, there’s a word that holds immense power but is often overlooked: “next.” Embracing the “next” mindset can be transformative, helping coaches stay resilient and motivated, even in the face of rejection or setbacks.

Imagine this: you’ve just finished a call with a potential client, and it didn’t go as planned. It’s easy to get hung up on what went wrong, but the true key to success lies in focusing on what’s ahead. This is where the “next” mindset comes into play. By shifting your focus to the next opportunity, you can maintain your momentum and continue to grow your client base.

In this blog post, we’ll delve into why “next” is the most important word in sales for life coaches, explore common pitfalls of dwelling on past calls, and provide practical strategies to help you embrace this powerful approach. By the end, you’ll see how adopting the “next” mindset can significantly enhance your sales techniques and lead to greater success in acquiring clients.

Understanding the “Next” Mindset


The “next” mindset is a mental approach that emphasises moving forward after each sales interaction, regardless of the outcome. For life coaches, this means not dwelling on a call that didn’t result in a new client but rather focusing on the next opportunity to connect and make a difference.


Why is adopting a “next” mindset so crucial for life coaches? Simply put, it keeps you in a proactive and positive state. When you fixate on past interactions, especially those that didn’t go as planned, you risk falling into a cycle of self-doubt and negativity. The “next” mindset encourages you to view each call as a learning experience and a stepping stone to future success, helping you maintain your enthusiasm and drive.


Adopting a “next” mindset comes with several significant benefits:

  • Resilience: It builds emotional resilience, allowing you to bounce back quickly from setbacks.
  • Consistency: It promotes consistent effort and persistence, key factors in successful client acquisition.
  • Optimism: It fosters a more positive outlook, which can be contagious and attractive to potential clients.
  • Growth: By continuously moving forward, you create more opportunities for growth and improvement in your sales techniques.
Next: The Most Important Word In Sales For Coaches

Common Pitfalls of Focusing on the Past

Emotional Drain

Dwelling on unsuccessful calls can be emotionally draining. When you spend too much time analysing what went wrong, you expend energy that could be better used preparing for the next interaction. This emotional drain can lead to burnout and decreased motivation, making it harder to stay productive and positive.

Lost Opportunities

By focusing on the past, you risk missing new opportunities. Each moment spent fixated on a failed call is a moment lost in identifying and pursuing new potential clients. The sales landscape is dynamic, and opportunities often appear unexpectedly. Staying stuck in the past means you’re not fully present to seize these new chances.

Negative Impact on Performance

Constantly revisiting past failures can negatively affect your performance. It can create a fear of making the same mistakes, leading to hesitancy and a lack of confidence in future calls. This fear can manifest in your tone and approach, making potential clients less likely to engage. A “next” mindset helps break this cycle by encouraging a forward-looking perspective, which is essential for maintaining high performance and achieving sales goals.

Strategies to Embrace the “Next” Mindset

Mindfulness Techniques

Mindfulness practices can be incredibly effective in helping you stay present and focused on the future. Techniques such as deep breathing, meditation, and mindfulness exercises can help clear your mind of past distractions and centre your attention on the present moment. Regular mindfulness practice can increase your ability to let go of past calls and prepare yourself mentally for the next opportunity.

Setting Goals

Setting clear, realistic, and achievable goals for each call can help you maintain focus and measure success in a healthy way. Instead of aiming solely for a sale, set goals such as establishing a connection, understanding the client’s needs, or securing a follow-up appointment. These smaller, attainable goals keep you motivated and ensure that each interaction feels productive, even if it doesn’t result in an immediate sale.

Learning and Moving On

Briefly analysing past calls to identify key takeaways is important, but it should be done with the intention of learning and moving on. Create a structured process for reviewing your calls: note what went well, what could be improved, and how you can apply these insights to future interactions. Then, consciously shift your focus to the next call, using what you’ve learned to enhance your approach without dwelling on past mistakes.

Real-Life Examples and Success Stories

Case Study 1: Transforming Approach with the “Next” Mindset

Consider the story of Kai a life coach who struggled with maintaining her client base. Initially, Kai found herself demoralised after each unsuccessful call, which affected her confidence and performance in subsequent calls. After adopting the “next” mindset, she started viewing each call as a valuable learning experience. She implemented quick reviews post-call to extract key lessons and immediately focused on her next potential client. Over time, her resilience and optimism improved, leading to a significant increase in her client acquisition rate.

Insights from Sales Leaders

Many successful sales leaders emphasise the importance of the “next” mindset. By not letting past rejections weigh you down, they are able to maintain high level of energy and enthusiasm, which is crucial in attracting and retaining clients. This underscores that persistence and a forward-looking approach are key components of success in sales.

Practical Tips for Implementing the “Next” Mindset

Daily Practices

Incorporating simple daily practices can help solidify the “next” mindset. Start your day with a positive affirmation or mantra that emphasises forward momentum, such as “Every call is a new opportunity.” End each day by writing down three things you learned or achieved, no matter how small, to keep your focus on progress and growth.

Support Systems

Having a strong support system is crucial. Whether it’s a mentor, a peer group, or a professional coach network, surrounding yourself with individuals who understand and reinforce the “next” mindset can make a big difference. Share your goals and setbacks with them, and use their feedback and encouragement to stay motivated and focused on the future.

Tools and Resources

Leverage tools and resources that can help you stay on track. Consider using a CRM (Customer Relationship Management) system to manage and review your interactions with potential clients efficiently. Books like “The Power of Now” by Eckhart Tolle or “Mindset” by Carol Dweck can provide deeper insights into staying present and cultivating a growth-oriented mindset. Additionally, apps like Headspace or Calm can support your mindfulness practice, helping you maintain mental clarity and focus.


In the competitive world of life coaching, adopting the “next” mindset can be a game-changer. By focusing on the future and not getting bogged down by past setbacks, you can maintain your energy, enthusiasm, and effectiveness in acquiring new clients. Remember, every call is an opportunity to learn and grow, bringing you one step closer to your goals.

As you move forward, embrace the power of “next.” Practice mindfulness, set realistic goals, and lean on your support systems to keep your momentum going. Success in life coaching sales is not just about the number of clients you secure, but about the resilience and positivity you bring to each interaction.

I encourage you to start implementing these strategies today. Share your experiences and insights in the comments below—let’s build a community of coaches committed to the “next” mindset, supporting each other in achieving greater success.


Unlock your potential and grow with every challenge

Copyright © 2024 If I Grow