Photo of Niraj Kapir with business people on a training day

30 Lessons from 30 Years in Sales

I never liked selling when I started. It took me a long time to appreciate how important sales is and what amazing skills you can learn. After all, everybody works in sales.

Here's 30 lessons I've learned that will help you make more sales and get better results in the future.


1.Selling starts with the mind. Once you get that right, the other steps are easier.

2. Ignore trolls and haters. Don’t let them take away your energy.

3. Don't gossip, it will come back to haunt you.

4. Kindness is one of the most underrated qualities.

5. So is vulnerability. It makes you more human and relatable.

6. Mental Health is a serious problem. Take care of what you feed your body and mind.

7. Take 100% responsibility for everything you do.

8. It’s okay to make mistakes, it's not okay to make the same mistake twice.

9. Put your phone on silent 2-3 times a day. You will focus and achieve so much more.

10. Life is better when you serve others.

Photo of Niraj Kapur and some conference delegates


11. Always be learning – the more you know and take action on, the more you grow.

12. While I still read sales books, I’m currently getting more value from books on business, stoicism and copywriting because these are also valuable for selling.

13. Learn to speak in public is an amazing skill to have and opens so many doors.

14. Standing out, consistency and resilience are more important than talent.

15. Don’t work with terrible bosses or toxic clients…

16. ... at the same time, learn from terrible bosses and toxic clients on how not to behave.


17. Most people aren’t bad at selling, they’re badly trained.

18. Most business courses from universities are a waste of money because they don’t teach LinkedIn, sales or mindset properly. Even worse, most business professors I've met have never ran their own business!!!


19. Don’t think about the money. Focus on helping the client.

20. Surround yourself with people smarter than you and learn from them.

21. Celebrate the success of your colleagues.

Montage of photos of Niraj Kapur and colleagues


22. If you can’t leverage LinkedIn, you’re missing out on so much business.

23. Celebrate your own wins, no matter how big or small.

24. Don’t make a phone call or send an email when you’re angry. You will regret it.

25. Prospect every day. Even if it’s just for 1 hour a day.

26. Stop Selling. Listen. Ask questions. Listen. Recap. Listen.

27. Client Testimonials are vital. Always overdeliver and ask for them afterward.

28. When you connect with someone on LinkedIn, don’t sell straight away. You lose credibility and often don’t get a second chance.

29. You will learn 10 times faster with a good 1:1 coach than you will using Google.

30. My favourite quote that I use with every potential client “If you don’t invest in yourself, why would anybody invest in you?”

I’ve uploaded 12 videos to my Youtube Channel, Everybody Works In Sales  - over 120 videos in total - and will be adding plenty more content in January and February. To make sure you don’t miss out on valuable sales and LinkedIn videos that won’t always be seen on LinkedIn, please subscribe.

Niraj Kapur sitting on steps, looking at the camera

Niraj Kapur is a LinkedIn Top Voice, keynote speaker, and trusted LinkedIn coach and sales trainer. If you want to get better results in 2024 for yourself, your business or have me speak at your event please get in touch.