Convert more leads into profitable clients: Nick Devine sales tips

Sales expert, Nick Devine, has some advice on how to improve your selling skills.

I struggled for years with the problems of converting leads into clients.  I remember back in the Cairns days the state manager, Ralph, arranged a visit to my office.  I wanted to use it as an opportunity to ‘close’ a number of prospects where I had installed trials of fax machines and photocopiers. 

I was nervous of what Ralph would say about my appalling sales results but optimistic that with his help we could close some deals.  I’d lined up a number of what I thought were closing appointments over the following two days. 

It didn’t go well.

We didn’t sell a single thing.  Some of the prospects had already signed orders with other suppliers and my trial machine was still sitting in their office.  Imagine how embarrassing that was. 

While I may not have had any natural talent for selling, I was certainly persistent.  Somehow I survived Ralph’s visit and learned and over the next couple of years became one of the top three sales people in the country. 

What I discovered is that there are predictable things you can do that lead to higher conversion rates.  When I used them I sold more.  The more I used them the more I sold.  When I became a sales manager and taught them to others, it worked for them as well. 

To learn how you can do the same, click here.