The Sales Mindset - How Anyone Can Succeed in Sales

Tuesday, 12 September 2023
12:00 pm – 1:00 pm (UK time)
    • Nick Thomas

This session challenges the negative myths that surround sales and that limit individual and organisational sales performance.

We focus particularly on the myth of the ‘natural salesperson,’ revealing the real skills required to be successful, how you may already possess many of the skills you need, and how the rest can be developed through purposeful practice.

We look at why people develop limiting beliefs around sales and explore how to overcome them.

The empowering session draws on developing research from neuroscience and psychology.

Learning Objectives:

  • To build an understanding that good salespeople are made and not born, how anyone can be good at sales if they have the correct mindset, use purposeful practice and perseverance

  • Understand the real skills and aptitudes of a successful salesperson

  • Understand the research on the nature of talent; how talent is not fixed but can be developed through persistence, quality, and quantity of practice

  • Gain an appreciation of how our own Fixed Mindset can sabotage our performance, develop an understanding of some specific sales related examples, and some practical tools to address them


Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a professional coach and trainer. Nick is an Economics graduate with over 25 years corporate insurance broking experience. He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles.

As National Development Director at HSBC, Nick was one of only forty people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.

In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.

In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He collaborates with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 hour's CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at